EXPLANATION:
All of our trainings are issued under the UK Coaching Academy, London license.
Professional Sales Program “ARROW SALES MODEL ARROW SALES MODEL” is a UK Coaching Academy, Sales School Training.
MODULE 1: SALES AND ASSERTION
• Sales as a profession
• Factors that make up the salesperson profile
• Professional Sales Profession Components
- Standard Salesperson
- Professional Salesperson
- Consultant Salesperson
- Partnership Method of sales
• Pareto (80/20 Rule)
• Personal and Corporate Sales
• Sales of products and services
• Sectorial Sales Processes
- Retail Sales
- Sale of Real Estate
- Bank & Insurance Sales
- Sales of Industrial Products
- Sales of Automotive
- Sales of FMCG
- Sales of Educational Systems
- Sales of Information Systems and Telecommunication Products
- Technology and Electronic Product Sales
- Transportation and Logistics Sales
- Pharmaceutical and Health Care Sales
- Sale of Energy Systems
- Sales of Dealer Networks
• Sales: Strong Communication, Persuasion, Negotiation
• Mind Code of sales
- Define the Attitude
- Learning and Criticizing Attitude
• Performance = Potential-Parasites
- Sales Performance = Knowledge x Skill x Attitude2
- How Success Is Achieved From Failure?
- Internal and External Motivation
- Path to Potential Implementation
• Customer Focused Approach
- Target Audience Concept
- 4P and 4C of Marketing
- Conversion of Invisible Need into Apparent Needs
- Customers never tough but may be difficult to understand
• Introduction to ARROW Model
MODULE 2: A-ANALYSIS
- Sales promotion and planning
- Reactive and Proactive Approaches
- Improvisation + The Power of Planning
- Pre-interview preparation with the customer
- Information Collection
- Data Analysis
- Preparatory Studies (Presentation, Appointment, Route)
- DATA
D-Dream-Dream it
- What do I want to accomplish?
A-Aim
- What is the goal?
- Sales / Order
- Progress in Sales
- T – Target
- What are my SMART goals?
• S-Specific
• M-Measurable
• A-Achievable
• R-Realistic
• T-Time Bound
- A-Action
- What actions will I take when before going to target?
MODULE 3: R-RELATİONSHOP – HUMAN RELATIONS
• First Entry / First Impression
• Professional posture / introduction-recognition-identification
• Creating a Safe Relationship
• Sources of Our Behaviors
• Natural System
- Personality
- Coding Based on Personality Colors
- Blue: Analytical
- Red: Result Focused
- Green: Compatible
- Yellow: Social
- Matching Personality Colors
• Values
- Order of importance
- Decision Making Mechanism
• Environmental System
- The Theory of Needs
- Precision and Comfort
- Diversity
- Love and Commitment
- Special and Different
- Growth and Development
- Contributing
• Understanding the self-consciousness stages by PCA Approach
- Parent: Conservative, Criticizing
- Child: Rebellious-Smart
- Adults: Neutral-evaluative
• 4 Basic Behaviors and Solutions That Affect Relationships
- Blame
- Defense
- Being offended
- Reticulate
4. MODULE: R-RESOLUTION – BIDS AND SOLUTION
• Real and False Objection
• The Structure of Objection
- Misconception
- History of Satisfaction
- Skepticism
- Mistake
• Method of Handling Objections: LAST
- L-LISTEN
- Passive-Active-Deep
- A-ABSTRACT
- Verify
- S-SEARCH
- Open Ended Question- Closed Qustions
- T-Tell-
- Forward Notification-Feedback-Appreciation-Thanks
• The Structure of the Brain and the Relation of Persuasion
• Psychology of Persuasion
• Cultural Differences in the Persuasion
• The Principles of Persuasion
- Persuasion by Personality
- Persuasion by values
- Persuasion by Needs
• General Persuasion Methods
- Tuning
- Helping
- Communicating by Confidence
- Being an expert
- Rare is Valuable
- Information is Power
- Measuring with Reciprocity
- Knowing Culture and Language
MODULE 5: O- OPTIONS
• Sales of Benefit with FAB
- Feature
- Advantage
- Benefits
• Negotiation and Bargaining
- Cooperation and Mutual Needs
- Stages of Negotiation
- O-Opportunities
- P-Preparation
- Interview Place / Time
- People / Institutions
- Expectations
- Requirements
- Opening Position
- T-Target
- Starting Target
- I-introduction
- Connecting with Jo-Hari Window
- Personality
- Values
- Requirements
- O- Observation
- Pulse Polling
- Body Language
- Representation Systems
- N-Negotiation
- Negotiation Types
- 4Types of achievement styles with 4 Types of attitude
• Achieving by aggression
• Achieving by disquisition
• Achieving by staying passive
• Achieving by providing confidence
- Approaches in Negotiations
- Retrieving
- Assertive
- Compromising
- Collaborative
• Tips of Negotiation
- S-Summary
- Agreed Topics
- Topics o be Discussed Again
MODULE 6: W-WILL-CLOSING and FOLLOW-UP
- Closing Tips of Sale
- Direct
- Reported
- Guided
- Hypothetical
- Tracking Formats
- Customer Interview Notes
- Next coming Interview
- Result Analysis
- Future Actions
- Closing Questions
- Support
- Who will support me?
- Struggle
- Knowledge, Skills, Attitude?
- Getting Results
- Is it Compliance with my goal?
DURATION:
- 2 DAYS
- 09.00 AM-04.00 PM
PROFILE:
- Professionals who reports to Sales Manager in each sector
- New starters of Professional Salesperson Occupation
- Professional Salespeople who want to excel themselves
METHOD:
- Presentation
- Role Play Sattiy (Sales Theater)
- Individual Study
- Group work
- Video Capture
- Summary Information with Mind Mapping
- Homework presentations
- Problem solving and feedback on real sales stories
FEE AND REGISTRATION:
You can contact us my mail info@ukcoachingacademy.com for fee and registration information.