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In the 21st century as client interactions are more channelled onto the internet, it is more and more difficult to reach new customers, so sales prospecting activities become a must for organizations.
Sales prospecting requires patience and perseverence. It is not only sales people who receive high numbers of refusals and objections, but the sales lead time is long and they need to be in the right place at the right time. The art is in knowing the ideal behaviours in influencing multiple people in an organization to ensure closing the deal.
The course is designed to make sales people understand how organizations make their purchase decisions in order to be able to build winning strategies. The course explores both the efficient processes and the related sales objectives, activities and effective behaviours to enable sales people to become successful in their sales acquisition.
On the programme participants understand the buying process and its stages, and learn about the ideal behaviours that increase the chances of closing a deal. Then they discover that multiple people in an organization are involved formally or informally in making a decision, all of those with different responsibilities and interests, which salespeople need to address. Participants also learn a practical step-by-step process, which guarantees the highest probability of success in getting an appointment, where they can demonstrate their credibility, gain trust and present their value proposition.
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All of us are parts of different teams, and our success is highly determined by the members of these teams. Our specific Insights-based program focuses not only on development of the individuals, but also on the common development of the team.
As experienced salespersons, we probably have a wealth of knowledge and tools in place to be successful. What if we could prepare and lead our sales conversations even more thoroughly, based on the style and needs of our Clients?
Did you fall in love with the colorful world of Insights? You want to take advantage of it in even more areas? This course covers the leadership aspects of Insights. It teaches leaders how to tailor their approaches based on the individuals’ personality styles.
Employees in biggest demand are those who are adaptive, agile, with growth mindset and able to lead themselves and others. Lumina Spark’s colorful language inspires people to develop their skills even further.
Our world is undergoing rapid changes in many arenas. Our customers are getting more powerful and make demands which have not been seen before. They want to be served through various channels, they want to get things done fast, seamlessly, without efforts. Customer Experience is a key differentiator in today’s business
Over the past period, remote work and online communication have become the new routine in the lives of many teams. This virtual distance brought a new set of challenges not only in how to successfully operate, but also in how to maintain team spirit, the feeling of togetherness, and improve collaboration&communication.
Researches indicate that when people are more than 50 feet apart from each other, their likelihood of collaborating more than once a week is less than 10%. This implies specific challenges for them beyond the usual demands of any traditional teams.
How is it possible to live up to every expectation and cram everything into just 24 hours? What is ‘quality time’? Is it what we live at home?
Salespeople, or indeed anyone, who is interacting with internal or external clients are often too focused or pressed to focus on their product features and on their sales targets. In their daily routine the most important questions tend to be forgotten: what does the customer need and how are we perceived by them.