2024-02-20 19:49:15
With the aim of expanding the negotiation perception of participants, improving performance and professional skills through the use of behavioral techniques that facilitate the negotiation process, in order to improve sales closing, ABIMAQ (Brazilian Association of the Machinery and Equipment Industry ) will hold on February 29th (Thursday), the course Sales techniques and commercial closing in the machinery and equipment industry.
The content taught by the business administrator and director of TCA – Tozzini Consultores Associados, Fábio Tozzini, aimed at salespeople and all employees in the company’s commercial area, will cover the following topics:
The importance of perception in negotiation:
– Body expression: Speech regarding the body and its meanings;
– How to translate customer signals into purchase affirmations;
– Negotiating with 3 or more people at the same time.
Conducting a negotiation focused on results:
– Negotiation relationship skills: Knowing the client’s limits;
– Mistakes to avoid in a commercial negotiation;
– The 8 steps to successful negotiation in the machinery industry.
Sales and commercial closing techniques:
– Commercial survey: Survey of customer expectations;
– Opening and conducting the commercial process: Open questions and closed questions;
– Objections: How to understand, work around and overcome them;
– Commercial closing and the “Magic Moment”: When does it occur?
Commercial relationship and market prospecting:
– Main relationship marketing concepts and how to use them;
– Development of the customer portfolio (Inactive and active);
– Business competitiveness and the importance of maintaining customers.
Service – Course: Sales and commercial closing techniques in the machinery and equipment industry:
Date: February 29th (Thursday)
Hours: 9am to 5pm
Hours: 6h
Local: online, via plataforma zoom
1708500219
#ABIMAQ #offers #Sales #Techniques
