Sales and Negotiations Training Fight Club© (H2H Sales)
“Information is not knowledge. The only source of knowledge is experience. Understanding emerges through activities.” /Albert Einstein/
What is Fight Club?
- Long-term sales skills training which transforms knowledge into skills.
- The opportunity to select the most pressing theme.
- Individual work with lecture participants.
- Regular renewal of skills which won’t allow specialists to stop in their path of development.
- Motivation of sales teams.
The Fight Club format is a series of activities where the greatest emphasis is placed on practicing sales and negotiation skills (60% of the activities consist of practical work). Each activity has its theme, but during these, there will also be an opportunity to discuss and find a solution to situations which are important to each of the participants at the particular time.
- sales specialists, who work with corporate and private customers on an everyday basis;
- sales specialists, who work with VIP customers;
- sales specialists, who attract new customers.
- Why customers object?
- How people create objections themselves?
- A universal algorithm for working with objections.
- Removing a customer’s emerging objection.
- Telephone conversation with the customer – how to overcome the first objection.
- Formulating the goal of a telephone conversation.
- How to distinguish an objection from an excuse?
- Why do customers use excuses?
- Working with customer excuses – an algorithm.
Compliments to the customer:
- How do you express a compliment to a customer correctly?
- A compliment – a tool for working with objections.
- Complimenting techniques.
- Open questions – their importance and application.
- Closed questions - their importance and application.
- Counter-questions - their importance and application.
- Interpretative questions - their importance and application.
- Seizing the initiative during the negotiation.
- Types of blocking.
- How to get past a blocker during a telephone conversation?
- How to identify the DM (decision-maker)?
- How and when does a customer make the decision to buy?
- Structure of the negotiation up until the decision is made.
- Understanding how much the customer is prepared to pay for the transaction?
- Programming the discussion.
- The typology of customer objections.
- How to work with the objection “Don’t want to change anything”?
Negotiation with the customer about the cost:
- The customer’s resistance to the cost.
- My resistance to the cost.
- How to work with the customer’s objection “Rather expensive”?
Emotional stability during complex negotiations:
- The customer’s emotional resistance and techniques to neutralize it
- Objections about bitter experience and their neutralization
- A salesperson’s emotional intelligence
Venue: TRIVIUMS training centre, Blaumaņa 11/13 - 12, IV, Riga
For company training, the programme can be adapted to the specifics and needs of the company.
Participants’ comments about Fight Club and Pāvels Hafizovs:
- A lot of specific examples and explanations about real life situations, which reveal a way of overcoming the specific objection. Very broad and detailed nuances about sales work. In actual fact, everything which was talked about was very important.
- I gained new ideas about how to manage negotiations with customers, overcome objections and how to increase the opportunity of getting the desired result from the customer.
- I work in telephone sales and the provided suggestions gave good results. Results improved for everyone in the group.
- Pāvels – a ball of energy, an idea genius. He transformed everything difficult into the simple, always made you think about things which hadn’t come to mind. He teaches in a way which is not just pleasant, but which also remains and works! It helped in my career development, as well as for achieving results in a better way, faster and more productively. The ideas were useful not just in everyday work, but also outside of work.
- It’s a real advantage that Pāvels works in sales every day. It’s not just the theory that we’ve become used to hearing at training, or reading in books. It is a true sharing of his own personal experience.
- For me personally, Fight Club has really helped in both my work and my private life. Now selling and argumentation is like a way of life. If a customer agrees immediately, it almost becomes boring.