Poslovna izobraževanja

15% popust

za prijave

do 29. junija 2022

Prijava na webinar

Webinar: Hibridna prodaja

Razlogi za prijavo na webinar

Z uvedbo virtualnih tehnologij, za izvedbo prodajnih predstavitev in spoznavnih sestankov, je prodaja postala hibridna in bo ostala hibridna.
Ste že uvedli prehod na nove pristope v osebni in telefonski prodaji? Ste prilagodili prodajne komunikacijske veščine hibridni prodaji?

PODROČJE
Prodaja
TERMIN
30.6.2022
ČAS TRAJANJA
10:00 – 13:00
OBLIKA PREDAVANJA
Webinar

Podrobnejši program delavnice

1. Osnove hibridne prodaje

  • Kako se lotiti vzpostavljanja hibridnega prodajnega okolja?
  • Strategije in pristopi za vzpostavljanje hibridne prodaje
  • Že imate jasno oblikovano edinstveno prodajno prednost oziroma vrednost za vašo (potencialno) stranko? 5 strategij iz prakse za jasno vrednost vaše ponudbe za stranko
  • »Must have« elementi prodajne prezentacije v:
    • osebnem razgovoru po telefonu,
    • osebnem razgovoru v osebnih stikih,
    • osebnem razgovoru v virtualnih stikih,
    • pisni komunikaciji po e-pošti.
  • »Must have« elementi ponudbe, ki prodajajo in gradijo zaupanje stranke

2. Evidence stikov – temelj hibridne prodaje

  • Hladni in topli stiki – kateri pristopi delujejo in kateri ne
  • Prodajni pristopi za akvizicijo toplih kontaktov
  • Velika vrnitev cold mailinga in cold callinga
  • Vsi stiki niso strateški – porazdelite vložek energije in časa glede na prodajni potencial stranke
  • Do potencialnih strank ne vodi ena pot do ciljnih strateških stikov pa še manj. Katere pristope uporabiti?
  • Osnove segmentacije strateških stikov in prodajnih pristopov za vzpostavitev prodajnih priložnosti

3. Kako avtomatizirati del ali vse korake prodajnih aktivnosti?

Avtomatizacije precej prodajnih korakov lahko poenostavijo, zlasti faze ogrevanja potencialnega kupca. Kljub avtomatizacijam je še vedno ključen osebni stik.

  • Kako se lotiti avtomatizacije prodajnih aktivnosti?
  • Kaj se da avtomatizirati in kaj ne?
  • Kaj je bolje ne avtomatizirati?
  • Priročniki, avtomatizacije za ogrevanje potencialnih stikov

4. Velika vrnitev sales seminarjev (webinarjev)

Z webinarji se je poenostavila izvedba, prav tako pa so se znižali tudi stroški izvedbe prodajnih aktivnosti.
Za začetne faze ogrevanja potencialnih strank so tako webinarji postali eden pomembnejših elementov hibridne prodaje.

  • Kaj mora vsebovati webinar, da pospešuje prodajo?
  • Kako pripravimo program dogodka, da je zasnovan iz vidika prodajne predstavitve in prodaja brez prodajanja?
  • Kako pripravimo vabila?
  • Gostje, da ali ne?
  • Dobre prakse vabil in organizacije
  • Kako vsebino programa webinarja načrtujemo iz vidika inherentnega dvoma oziroma prodajnega razgovora 1na1?
  • Adreme vabljenih in velika vrnitev cold mailinga

5. Gradimo odnos in ne prodajajmo – kako to vzpostaviti v vašem primeru? (praktični primer z orodjem za prenos v prakso)

  • Komunikacijske prodajne veščine in dobre prakse za telefonski, klic, osebni sestanek ter predstavitev oziroma virtualni sestanek
  • Temeljni prodajni vzvod – na kateri strani v percepciji stranke ste?
  • 5 strategij dialoga in vzpostavljanja zaupanja v komunikaciji s strankami
  • 3 izhodne strategije za pripravo terena za nadaljnjo priložnost za prodajo
  • 10 elementov uspešnega karizmatičnega oziroma prepričljivega prodajnega razgovora
  • Osnove »prodajnega bontona« oziroma upravljanje pričakovanj kupcev
  • Kako krmariti med strankami, ki želijo še vedno osebni stik in kontakt in strankami, ki preferirajo »virtual«, a je še vedno za zaključevanje posla pomemben vsaj en osebni sestanek?

6. Kompetence prodajnikov za hibridno prodajo

  • Kompetenčni profil lastnosti, znanj in veščin za hibridno prodajo, za b2b prodajnike
  • Ključne osebnostne lastnosti b2b prodajnikov za hibridno prodajo
  • Ključni elementi prodajne organizacijske kulture – za vodje prodajnih timov in podjetnike, brez tega ni ustrezne klime v prodajnem timu
  • Kako se soočiti s saboterji (ne)uspeha?
  • Miselna naravnanost uspešnih prodajnikov
  • Triki in nasveti za uspešen prodajni dan

7. Čas za vaša vprašanja

Zadnji del izobraževanja je namenjen vašim specifičnim vprašanjem, tako da boste lahko predavateljici postavljali vprašanja ter dobili odgovore, ki jih tekom izobraževanja niste prejeli.

Prijava na webinar

Cilj izobraževanja

Z uvedbo virtualnih tehnologij za izvedbo prodajnih predstavitev in spoznavnih sestankov je prodaja postala hibridna in bo ostala hibridna.
Ste že uvedli prehod na nove pristope v osebni in telefonski prodaji? Ste prilagodili prodajne komunikacijske veščine hibridni prodaji?

Prijava na webinar

Komu je namenjeno izobraževanje

Izobraževanje je namenjeno:

  • direktorjem
  • lastnikom malih in srednje velikih podjetij
  • podjetnikom
  • vodjem prodaje in marketinga
  • vsem, ki so odgovorni za povečanje prodaje in dobička
Prijava na webinar

Prijava in popusti

15 % popust do 29. junija

Redna cena webinarja znaša 162 EUR (DDV ni vključen).
V kolikor se prijavite do vključno 29. junija vam pripada 15 % popust za zgodnjo prijavo.
Kotizacija s popustom tako znaša 137,70 EUR (DDV ni vključen).

Če se webinarja ne boste mogli udeležiti, vam bo na voljo posnetek predavanja.

Prijava vključuje:

  • izvedbo webinarja,
  • posnetek webinarja ter gradivo za prenos znanja v podjetju (prejmete po koncu webinarja),
  • analiza vaših prodajnih materialov in follow up po delavnici,
  • odgovore na vaša konkretna vprašanja.

Izobraževanje bo potekalo:

Kdaj: v četrtek, 30. junija 2022, od 10.00 do 13.00.
Kje: preko platforme Zoom (ob prijavi in plačilu boste prejeli povezavo do webinarja).

Prijava na webinar
Prijava na webinar

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

Prijava na webinar – Hibridna prodaja

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