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Negotiation Skills & Techniques - Convertas , Dubai,Kuala Lumpur, Istanbul, London,United Kingdom,Malaysia,Turkey,United Arab Emirates

Mon, 14 May 2018 16:12:10 +04

Day One
Introduction to basic negotiation skills
Definition of 'negotiation'
Common negotiation forms and features
What can you negotiate and whom can you negotiate with
Two types of negotiations
Integrative versus distributive
Rational model for decision making
Choosing the most appropriate negotiation strategy

Day Two
Negotiation and personality styles
Characteristics of an effective negotiator
Negotiation style profile
Intuitive/Normative/Analytical/Factual (INAF)
Dominance/Influence/Steadiness/Conscientiousness (DiSC)
Administration and determination of own style
Behavioral style summary

Day Three
Essentials of negotiation
The four phases of negotiation
Plan, debate, propose and close
Negotiation checklist: dos and don'ts
Elements of Best Alternative to a Negotiated Agreement (BATNA)
Choosing when to walk away (BATNA)
How to concede: dos and don'ts
What is your preferred concession style
Concession styles from around the world

Day Four
Negotiation planning, preparing, and power
Negotiation planning
The main pillars of negotiation wisdom
Interest and options
Alternatives and legitimacy
Communication, commitment and relationships
Assessing the source of negotiating power
Definitions and sources of power
Altering the balance of power
Overcoming your limitations
Defending and challenging a firm offer

Day Five
Negotiation strategies and tactics
Thirteen basic negotiation strategies and tactics
Brief description of each tactic
10 negotiation mistakes to avoid
Dealing with difficult negotiators
Trust building
Ranking and discussing the 10 trust building behaviors in negotiations
Preparing and conducting individual and team negotiations
Practical role plays
Feedback, comments and discussions

Cost: 3995 USD

Duration: 5 Days

Sales Program - Convertas , Dubai,Kuala Lumpur, Istanbul, London,Malaysia,Turkey,United Arab Emirates,United Kingdom

Mon, 14 May 2018 13:30:27 +04

Sales Training program will help you learn the tools of the trade. The program is taught by industry experts who are implementing and advancing technology and provides real-world instruction and ;Whether you are just starting your sales career or are looking to improve upon your skillset, this program will provide the essential training needed for success.

Day 1
· The sales vs. marketing and relationship
· CRM Tools: Introduction
· Sales Process

Day 2
· Prospecting Tactics
· Outbound Call Scripts & Email Campaign
· Objection Handling
· Revenue Models

Day 3
· Crafting Contracts
· Role Playing
· Emotional Intelligence
· Teamwork

Cost: 3195 USD

Duration: 3 Days

Effective Selling Workshop - Convertas , Dubai,Kuala Lumpur, Istanbul, London,United Kingdom,Malaysia,Turkey,United Arab Emirates

Mon, 14 May 2018 12:11:17 +04

Day 1
Review of basic sales terminology and how it relates to the profession.
How sales terminologies can be a powerful tool for success.
Itineraries, sales call reports, and the customer database.
Tracking progress, customers, and prospects.

Day 2
Importance of selling yourself, your company, and your product.
How to make them work in your favor.
How to effectively communicate with customers and prospects
Minimize problems and maximize customer loyalty.
Develop sales presentation to guide the prospect to placing an order.
How to identify which personality type you're dealing with
Develop a unique selling strategy for each personality.

Day 3
Modify your presentation to meet the expectations of each of the personality types
The six basic types of closes.
How to put each type to use for the greatest effect.
Handling properly customer complaints as they arise.
Turning a customer complaint into customer delight.
Techniques of successful negotiation.

Day 4
Ways to find out what the competition is up to and how to use this knowledge.
How to deal with customers that won't return your calls,
Importance of ethics are in sales.
How to deal with seemingly constant rejection.

Cost: 3495 USD

Duration: 4 Days

Advanced Customers Relation Management - Convertas , Dubai

Sun, 30 Jul 2017 22:46:18 +04

Day One: Defining and appreciating the customer
· Definition of customer
· Definition of customer service
· The internal and external customer

Day Two: Importance of the internal customer
· The need for motivated employees
· The need for qualified employees
· Silo mentality
· Destroying the silos

Day Three: Customer service as a strategic imperative
· From 'suspect' to 'partner'
· Going up the ladder
· The 'KANO' model
. 'Basic' attributes
. 'Performance' attributes
. 'Delight' attributes
· The customer centric organization
· Customer service as a strategic imperative
· The 7 practices of Customer-centric organization

Day Four: Customer satisfaction surveys and other vital tools
· Understanding your customers
· Importance of segmentation
· Principles of customer segmentation
· Focus groups

Day Five: Customer satisfaction surveys
· Key terms
· Major survey methods
· Questionnaire examples
· Customer survey guidelines
· Types of satisfaction surveys
· Basics of sampling
· Attributes to measure
· Customer satisfaction index
· 'RATER' in depth
· Service quality (servqual) gaps model

Cost: 3995 USD

Duration: 5 Days

Principles of Communication - Convertas , Dubai

Sun, 30 Jul 2017 22:39:55 +04

Day One: Defining effective communication
· Communication: definition and characteristics
· Myths about communication
· Communication functions
· The four laws of communication
· Evolution of communication
· Communicating for results
· Understanding elements of communication
· The element of noise
· Mehrabian's 55-38-7 rule
· Overcoming communication anxiety and other obstacles
· Communication etiquette

Day Two: The art of listening
· Common listening issues
· Guidelines for effective listening
· Effective listening and paraphrasing techniques
· Understanding different listening styles: active versus passive styles
· Improving the information recall rate
· Assessing personal listening profiles

Day Three: 1- Internal listening filters
· Understanding the filter system
· Sensory input channels
· Internal filter systems: the 6 layers
· The 6 listening meta programs
· Overcoming the 6 filters when communicating
· Avoiding the loss of information
2- Mastering body language
· The art of body language
· Components of non verbal communication
· The power of appearance
· Communicating through colors
· Evaluating your body language skills
· Eliciting thinking patterns through eye movement
· Building rapport using body language

Day Four: Advanced assertiveness skills
· Understanding assertiveness: definition and values
· Components of passive, assertive and aggressive styles
· Assertiveness rights and responsibilities
· Activities for practicing assertive behavior
· Managing criticism assertively
· The power of influence and persuasion
· Definition and characteristics of influence
· The 6 principles of persuasion: how to apply them
· Bases and sources of power
· Dealing with difficult people using persuasion

Cost: 3495 USD

Duration: 4 Days

Value Sales Training - Convertas , Dubai,Malaysia,Turkey,United Arab Emirates

Tue, 30 May 2017 18:20:33 +04

Objective

Identify and adopt the right professional selling behaviors and skills needed to maximize sales performance.
Develop critical self-driven practices to optimize personal and business effectiveness and efficiency
Distinguish between different sales methodologies and identify the primary focus for each one of them create, implement and support the right sales strategies, goals and objectives through their solid insight into the sales process.
Defend the principles of successful negotiations while handling objections, and pitching the right value propositions critical for long term business relationships.
Use questioning and probing techniques to improve prospecting capabilities throughout the sales process.

Outline
The changing business environment

The evolution of personal selling
The new sales competencies
Behaviors, characteristics and skills of a successful salesperson
Assessing performance according to specific sales indicators
Root causes of sales problems
Personal selling profile

The sales process

Effective prospecting and pre-visit research
Characteristics of different selling models, types and structures
Setting goals based on your sales quota and plan
Analyzing the territory and conducting account research
How to conduct effective competitive analysis
Neutralize or offsetting perceived competitor's advantages
Working your company's strengths against competitors' weaknesses
Planning your calendar to achieve sales goals and build a sales pipeline
Identifying resources and methods of generating leads
Delivering clear and effective presentations
Handling and overcoming objections
Achieving positive closing techniques
Recognizing service as a hard differentiator

Business negotiation skills

Understanding the principles involved in successful negotiation
Sales negotiation and vulnerability analysis
Building a value position and relationship through principled negotiating
Leveraging the art of persuasion

Managing the customer relationship

Developing a customer profile
Service beliefs and philosophies
Basic attributes of a positive attitude
Questioning and probing skills
Leveraging open and closed questions
The importance of listening
Understanding different buyer behaviors styles in relation to your own
How to respond to different buyers and different personalities
Strategies to maintain communication with a customer

Cost: 3495 USD

Duration: 4 Days

NLP Sales Skills - Convertas , Dubai

Tue, 30 May 2017 17:41:00 +04

Objective

Understand the purpose and use of NLP sales skills.
Be comfortable identifying and working with a client's map of the world.
Build rapport with a client, quickly and easily.
Be confident identifying and working with a client's meta programs.
Understand the psychology of persuasion and its use in sales presentations.
Structure and deliver a powerful, convincing presentation.

Outline

Delegates present a typical customer presentation.
Presentations are assessed and broken down under course criteria.
Introduction to NLP sales skills.
NLP - the human brain and how to influence it.
VAK - developing the ability to speak everyone's language.
Discovering each client's unique buying map.
Motivations - when to use the carrot, and when to use the stick.
Rapport building techniques.
Using meta-programs to subtly create desire.
Structuring your presentation - what do I want my audience to THINK, FEEL and DO?
Presentations are re-designed with the day's learning in mind.
Sections of the presentations are re-presented with coaching.
The psychology of persuasion.
Structuring your presentation in order to psychologically influence the audience's decision-making process.
Hitting the client's 'value based' buttons.
Selling the benefits - sell the sizzle NOT the sausage.
When and how to encourage/manage questions and objections.
Selling through our stories.
Practical activities to spice up the presentations.
Visual aids and maintaining interest.
Using notes.
Moving away from PowerPoint™.
Individual coaching on personal presentation.
Talking and walking, power pausing, body language, voice, pace etc.
Closing the client - understanding when and how.
Delegates will restructure their presentations.
Video feedback.
Practical application exercises.
Final presentations.
Intensive 1-2-1 coaching and video feedback from facilitator.
Handling worse case scenarios

Cost: 3195 USD

Duration: 3 Days