Vanzare Challenger
Vanzare Challenger
Nu s-a putut încărca disponibilitatea ridicării
Schimbați paradigma de la vânzare la crearea mediului de cumpărare, trecând de la abordarea nevoilor la identificarea provocărilor cheie de bază ale industriei și la crearea de soluții.
Public
Directori de vânzări
Manageri de vanzari
Managerii de cont
A venit
Obiective
• Vânzarea de la distanță folosind metodologia de vânzare Challenger - „Explorați, analizați și prezentați informații despre industrie.”
• Valoarea propriei afaceri „Convingerile tale de bază ale valorii propriei afaceri”
• Construirea de concepte pentru vânzarea de la distanță - „Abilitatea de a identifica factorii cauzați de rută a problemelor cheie din industrie și de a construi o soluție conceptuală care să le abordeze.”
• Adevărul este o emoție - „Dezvoltați abilitățile de prezentare pentru a putea prezenta în flux date calitative și complexe”.
Aptitudini
• Organizați datele în flux
• Tehnici TED Talks pentru a prezenta în flux
• Stăpânirea emoțiilor
• Formularea cheie
• Construirea perspectivelor industriei
• Vânzări Challenger vs Personalitate Challenger
• Crearea conceptului
Metode
• Gamificare
• Joc de rol
• Studiu de caz
• Hartă mentală
• Scrisoarea
Comprehensive sales methodology designed to help businesses increase their sales performance by focusing on unique insights and value
The Challenger Sale program is a comprehensive sales methodology designed to help businesses increase their sales performance by focusing on the unique insights and value their sales team can provide to customers.
The program is based on extensive research and analysis of high-performing sales professionals across a range of industries.The two-day workshop provides participants with a deep understanding of the methodology and the skills needed to effectively implement it in their day-to-day sales activities.
The program covers key areas such as understanding the customer's business, identifying key stakeholders, delivering unique insights, and providing a tailored solution to meet the customer's needs.Following the workshop, participants are required to complete two assignments based on their current job roles in their respective companies. These assignments aim to reinforce the concepts learned during the workshop and provide guidance on effective implementation of the methodology. Participants then attend two follow-up meetings with experienced facilitators to review their assignments, ask questions, share their experiences, and receive additional guidance on how to effectively apply the Challenger Sale methodology in their sales roles.
Overall, the Challenger Sale program is designed to empower sales professionals to become trusted advisors to their customers by providing unique insights and value that goes beyond what the customer might expect. The program has been proven to deliver measurable results and is used by many successful organizations around the world to drive sales growth and increase customer loyalty.
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Unique insights and value creation
Participants learn how to provide unique insights and create value for their customers by understanding their business needs and tailoring solutions to meet those needs. They are equipped with the skills to challenge customers' thinking and provide insights that differentiate their solutions from competitors.
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Building Relationships
The program emphasizes the importance of building strong relationships with customers based on trust and mutual respect. Participants learn how to establish themselves as trusted advisors and build long-lasting relationships with customers.
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Developing Commercial Teaching
Participants learn how to develop and deliver commercial insights that challenge customers' thinking and build credibility. They are taught how to identify customer's key business challenges, tailor insights to those challenges, and deliver them in a compelling way.
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Controlling the Sales Process
The program emphasizes the importance of taking control of the sales process, even in complex sales environments. Participants learn how to establish themselves as the driver of the sales process, create a clear agenda for each meeting, and guide customers towards making decisions that are beneficial for both parties.
SKILLS
Unique Selling Proposition (USP)
The skill of identifying and articulating the unique value that a product or service provides to its customers, setting it apart from competitors.
Organizing Data in Flow
The ability to structure and present data in a logical, concise and engaging way that supports effective communication and decision-making
TED Talks Techniques to Present in Flow
This skill focuses on applying the storytelling techniques used in TED talks to make presentations more impactful and engaging.
Mastering Emotions
The ability to recognize and regulate emotions in oneself and others, in order to communicate more effectively and build stronger relationships.
Key Wording
The skill of using specific words and phrases that resonate with customers and effectively communicate the value of a product or service.
Building Industry Insights
The ability to research and analyze industry trends, market conditions and customer needs to develop a deep understanding of the market and customers.
Challenger Sales vs Challenger Personality
This skill compares and contrasts the Challenger Sales methodology with the Challenger Personality approach, highlighting the key differences and advantages of each
Creating Concepts
The ability to create and communicate compelling concepts that address customer needs and challenges, providing unique and valuable solutions.
METHODS
The Challenger Sale program incorporates various learning methods to ensure participants have a deep understanding and ability to apply the concepts. Role-playing allows for experiential learning, where participants can practice their skills in a simulated environment. Real-world case studies provide an opportunity to apply the concepts to practical situations. Gamification makes learning more engaging and motivating by incorporating game-like elements. Mind mapping helps participants organize and connect complex information. Feedback is provided throughout the program to help participants identify their strengths and areas for improvement, with the aim of helping them apply the Challenger Sale method in their real-world selling situations. Together, these methods create a comprehensive and engaging learning experience that can be applied to drive successful sales outcomes.
Lead Tutor - Mrs. Madalina Vechiu
Madalina Vechiu is a highly experienced CEO with over 18 years of expertise in the Sales and Education industries.She specializes in various topics such as Telesales, Buyer Behavior, Challenger Sales, Sales Cycle, Neuroscience, and Sales Instinct/Intentionality.
Madalina has collaborated in sales transformational projects with several renowned companies including Servier Pharma, Leo Pharma, Orange, Coca-Cola, Oracle, Amway, Nordic Group, 2CheckOut, and Sodexo in sales transformation projects.