Poslovna izobraževanja

Kako do uspešnega prodajnega sestanka?

Razlogi za obisk izobraževanja

Najučinkovitejši prodajni pristop je osebna prodaja. Da pride do prodajnega sestanka, je potrebno s pomočjo telefona ali e-pošte dogovoriti sestanek. Veliko število prodajnih sestankov še ne zagotavlja prodaje. Ključno je, kako s klicem za dogovor sestanka “zasejemo” priložnost za prodajo na sestanku.

PODROČJE
Prodaja
TERMIN
12.12.2019
ČAS TRAJANJA
9:00 – 15:00
OBLIKA PREDAVANJA
Delavnica

Podrobnejši program delavnice

Način prenosa znanja

Prenos znanja na delavnici bo potekal interaktivno preko orodij za pripravo prodajne zgodbe in telefonske skripte za dogovor sestanka.

1. del: Priprava prodajne zgodbe in preoblikovanje ponudbe

Priprava osnovne prodajne zgodbe – stranka potrebuje rešitev, ne ponudbe

  • Kako pripravimo prodajni pristop, da bo dogovarjanje prodajnih sestankov uspešno?
  • Kako v praksi določimo ciljne skupine strank za uspešno dogovarjanje prodajnih sestankov?
  • Kako preoblikovati našo ponudbo v jezik potreb oz. želja potencialnega kupca?
  • Kako produkt oz. storitev, ki jo prodajamo preoblikovati iz lastnosti v jezik koristi in rešitev za potencialnega kupca?
  • Kako dodati vrednost lastnim izdelkom oz. storitvam v očeh naših potencialnih kupcev?
  • Kako pripraviti ponudbo, ki jo potencialna stranka težko zavrne?

2. del: Priprava za/na sestanek

1. Motivatorji, ki pospešujejo dogovor prodajnega sestanka

  • 11 motivatorjev za pospeševanje uspešnosti dogovora sestankov za področje B2C.
  • 12 motivatorjev za pospeševanje uspešnosti dogovora sestankov za področje B2B.

2. Orodja za pospeševanje prodaje na prodajnem sestanku

  • Spoznali boste 10 orodij, ki pospešujejo prodajo na sestanku in vam olajšajo follow up aktivnosti.

3. Kako pripravimo bazo strank?

  • Kako določiti ciljno skupino strank?
  • Kje in kako do kontaktov in baze strank?
  • Prednosti in slabosti javno dostopnih baz.
  • Katere pristope za grajenje baze uporabiti v praksi za področje B2C ali B2B?
  • Skriti viri potencialnih baz strank v podjetju.

4. »Hladni« vs. »topli« klic

  • Kako uspešno dogovarjati sestanke na toplih kontaktih (obstoječi kupci, nekdanji kupci …?
  • Kako navidezno neznane stranke spremeniti v znane stranke?
  • Pri hladnih klicih je največja ovira na sestanku, da vas stranka ne pozna. Kako zgraditi odnos in odpraviti občutek nezaupanja stranke?
  • Kako uspešno dogovarjati sestanke s hladnim klicem?

5. Individualni prodajni sestanki vs. skupinski prodajni sestanek – s prodajo skupini prihranimo čas in denar

  • Kako pripraviti uspešen prodajni sestanek skupini potencialnih strank in tako znižati stroške osebne prodaje?
  • 5 načinov skupinskih prodajnih sestankov, ki delujejo.
  • V katerih primerih je boljša izbira individualni prodajni sestanek in v katerih skupinski prodajni sestanek?
  • Uspešnost skupinskega prodajnega sestanka je odvisna od follow up aktivnosti. Katere uporabiti?

3. del: Priprava telefonske skripte za klic za dogovor sestanka

1. Priprava osnovnega telefonskega razgovora za dogovor sestanka

  • Kaj je najpogostejša napaka pri dogovarjanju prodajnih sestankov, zaradi katere se dogovori povprečno 20% manj sestankov kot jih je možno in kako jo odpraviti?
  • Kako predstaviti podjetje? Pri dobrem dogovoru sestanka, vas v 98 % klicev ne bodo vprašali o vašem podjetju. Zakaj je to pomembno? Kako to doseči?
  • Kako dati stranki občutek, da to ni samo prodajni klic?
  • Kako »priti mimo« tajnice?
  • Kako si zgraditi avtoriteto in tako povečati izplen števila sestankov?
  • Filter vprašanja, za izločanje manj potencialnih strank.
  • Kako zmanjšati tveganje in strahove stranke pri odločitvi za sestanek?
  • Kako dodati težo in vrednost sestanku, da si bo stranka z veseljem vzela čas?
  • Kako v skripto vgraditi vnaprejšnje reševanje ugovorov stranke?
  • Kako se skripte ne uporablja – najpogostejše napake pri uporabi skripte.

2. Učinkovito reševanje ugovorov strank … dober klic za dogovor sestanka ni daljši od 3 minut

  • Kako potencialne ugovore stranke rešiti že preden se pojavijo?
  • Katere ugovore rešujemo in katerih ne?
  • Kako si vnaprej pripravimo odgovore na ugovore stranke in jih vključimo v pripravo skripte?
  • Kako sprejeti zavrnitev in jo izkoristiti kot priložnost za dogovor prodajnega sestanka?
Prijava na izobraževanje

Cilj izobraževanja

Kako uspešno dogovarjati prodajne sestanke?

Najučinkovitejši prodajni pristop je osebna prodaja. Da pride do prodajnega sestanka, je potrebno s pomočjo telefona ali e-pošte dogovoriti sestanek. Veliko število prodajnih sestankov še ne zagotavlja prodaje. Ključno je, kako s klicem za dogovor sestanka “zasejemo” priložnost za prodajo na sestanku.

Cilji izobraževanja

  • Uspešno dogovarjanje sestankov na področju B2B ali B2C,
  • izboljšan prodajni pristop in
  • izdelava učinkovitega telefonskega scenarija za dogovarjanje sestankov.

Analiza in izboljšave obstoječega načina dogovarjanja sestankov

  • Predavateljica bo pred delavnico naredila analizo vašega obstoječega načina dogovarjanja sestankov (telefonska skripta, e-pošta za dogovor sestanka …) .
  • Na delavnici boste vaš prodajni pristop izboljšali in ga takoj začeli uporabljati v praksi.
  • Po dveh tednih bo predavateljica na osnovi vpeljanih sprememb v praksi, ponovno podala dodatne predloge za izboljšanje prodajnega pristopa.

Praktične vaje in gradiva za prenos znanja v podjetju

Več kot polovico časa bomo posvetili praktičnim vajam in vašim primerom. Za učinkovit prenos znanja boste prejeli obogateno elektronsko gradivo, ki bo vsebovalo napotke, konkretne primere in pristope, ki jih boste uporabili pri prenosu znanja na svoje sodelavce.

Orodje “Šablona prodajnih pristopov”

Prejeli boste orodje za generiranje učinkovitih prodajnih pristopov.

Prijava na izobraževanje

Komu je namenjeno izobraževanje

Izobraževanje je namenjeno:

  • direktorjem,
  • vodjem prodaje,
  • vodjem marketinga,
  • prodajnikom,
  • vsem, ki bi želeli izboljšati dogovarjanje prodajnih sestankov in posledično izplen pri prodaji.

Na delavnici boste pridobili praktična znanja za uspešno dogovarjanje sestankov na področju B2B in B2C.

Prijava na izobraževanje

Prijava in popusti

Black Friday – 50 % popust do 4. decembra

Kotizacija znaša 227 EUR (DDV ni vključen).
V kolikor se prijavite do 4. decembra vam pripada 50 % popust. Kotizacija s popustom znaša le 113,50 EUR (DDV ni vključen).

Prijava vključuje:

  • izvedbo delavnice z gradivi za prenos znanja v podjetju,
  • potrdilo o udeležbi,
  • analiza vaših prodajnih materialov in follow up po delavnici,
  • pijačo, prigrizek med odmori in parkiranje v garažni hiši GZS.

Izobraževanje bo potekalo:

Kdaj: v četrtek, 12. decembra 2019, od 9.00 do 15.00
Kje: GZS, Dimičeva 13, 1000 Ljubljana.

Za udeležence so zagotovljena brezplačna parkirišča.

Prijava na izobraževanje
Obvestite me o novem terminu

Izvedba izobraževanja v vašem podjetju

Izobraževanje lahko izvedemo interno tudi v vašem podjetju.

Program se na podlagi predhodne analize v celoti prilagodi vašim zaposlenim in začrtanim ciljem izobraževanja.

Za podrobnejše informacije in ponudbo nam pišite na info@openit.si ali pokličite na 01 589 81 89.

Prijava na izobraževanje

Izjave udeležencev

Predavatelj

Bernarda Bogdan

Pričakujte konkretne nasvete za izboljšanje vašega prodajnega pristopa, telefonske komunikacije, dogovarjanje in izvedbo prodajnih sestankov ter delo na primeru vašega podjetja.

PODROBNO
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