Sale ...<\/span><\/h1>\t\t<\/div>\n\n\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\n\t\t\t\t\t\n\t\t\n\t\t\t\t\n\t\t\t\t\n\t\t\t\t\t\n\t\t\n\t\t\t Building<\/span> Relationships in Business<\/h1>\t\t<\/div>\n\n\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\n\t\t\t\t\n\t\t\t\t\t\t\t\t\tPerceptual mechanisms in the formation of beliefs. <\/strong><\/p>Reality vs. the subjectivity of our world; the importance of the context of information for creating its meaning.
Examples illustrating unconscious ways of shaping the perception of reality and how this image influences individual decision-making processes.<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t
\n\t\t\t\t\n\t\t\t\t\t\t\t\t\t“What game are people playing?” \u2013 The hidden strategies that govern our lives.<\/strong>
Discussion of four types of unconscious assumptions used in business and their long-term consequences in each person\u2019s life, in relation to the insights gained during the game regarding personal fears, attachments, and resources for change.<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\n\t\t\t\t\n\t\t\t\t\n\t\t\t\t\t\n\t\t\n\t\t\t\n\t\t\t\t\t\t\t\t\n\t\t\t\t\t![\"\"](\"https:\/\/smiechandpartners.com\/wp-content\/uploads\/2024\/09\/Budowanie-relacji-w-biznesie.jpg\")
\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<\/figure>\n\t\t\t<\/div>\n\t\t<\/div>\n\n\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\n\t\t\t\t\t\n\t\t\t\t\n\t\t\t\t\n\t\t\t\t\t\t\t\t\tPerceptual mechanisms in the formation of beliefs.
<\/strong>Reality vs. the subjectivity of our world; the importance of context in shaping the meaning of information.
Examples illustrating unconscious ways of forming the image of reality and how this perception influences individual decision-making processes.<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\n\t\t\t\t\n\t\t\t\t\t\t\t\t\t“What game are people playing?” \u2013 The hidden strategies that govern our lives.<\/strong>
A discussion of four types of unconscious assumptions used in business and their long-term consequences in each person’s life, in relation to the insights gained during the game about personal fears, attachments, and resources for change.<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\n\t\t\t\t\n\t\t\t\t\t\t\t\t\tThe “Johari Window” model in communication.<\/strong>
The context of the mutual relationship between feelings, experiences, attitudes, intentions, and an individual’s motivations toward others \u2013 that is, how we can consciously shape a platform for understanding with others by discovering ourselves and being open to receiving feedback from our environment.<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\n\t\t\t\t\n\t\t\t\t\t\t\t\t\tIntroduction to the emotional competence development model according to D. Goleman.<\/strong>
Rational intelligence (IQ) vs. emotional intelligence (EQ) and the effectiveness of leadership actions in social relationships.<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\n\t\t\t\t\n\t\t\t\t\t\t\t\t\tThe role of self-awareness, accurate self-assessment, empathy<\/strong>, and self-control as key conditions for creating effective leadership attitudes and behaviors based on them.<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\n\t\t\t\t\n\t\t\t\t\t\t\t\t\tSelf-assessment <\/strong>as a strong defense mechanism that can distort self-image and, as a result, block personal development.<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\n\t\t\t\t\n\t\t\t\t\t\t\t\t\tD. McLelland’s typology of social motivation<\/strong> – what motivates people to act and what makes them compete?
Achievement Motive, Power Motive and Belonging Motive – in other words, how do I recognise in practice what drives my interlocutor’s life? Keywords for each motivational type – i.e. how to manage relationships with individuals and influence their actions?<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\n\t\t\t\t\t\n\t\t\n\t\t\t\t\n\t\t\t\t\n\t\t\t\t\t\n\t\t\n\t\t\t Effective<\/span> Meeting Scheduling<\/span><\/h1>\t\t<\/div>\n\n\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\n\t\t\t\t\n\t\t\t\t\t\t\t\t\tIntroduction to scheduling meetings over the phone.<\/strong>
Defining the real purpose of a phone conversation and clearly resolving the conscious or unconscious dilemma of the salesperson: “What is and what should a phone conversation not be?”<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\n\t\t\t\t\n\t\t\t\t\t\t\t\t\tBuilding the right emotional attitude toward phone conversations.<\/strong>
The role of mindset, emotional state, and the salesperson’s actual expectations regarding the anticipated reaction of the client.<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\n\t\t\t\t\n\t\t\t\t\n\t\t\t\t\t\n\t\t\n\t\t\t\n\t\t\t\t\t\t\t\t\n\t\t\t\t\t![\"\"](\"https:\/\/smiechandpartners.com\/wp-content\/uploads\/2024\/09\/Skuteczne-umawianie-spotkan.jpg\")
\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<\/figure>\n\t\t\t<\/div>\n\t\t<\/div>\n\n\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\n\t\t\t\t\t\n\t\t\t\t\n\t\t\t\t\n\t\t\t\t\t\t\t\t\tThe First 21 Words on the Phone.<\/strong>
The role of smoothly trained, customer-encouraging messaging in the first contact as the foundation for further individual modifications by each salesperson. Emphasis on the delivery method (tone of voice, mood, confidence, etc.) as key success factors in the first 21 words \u2013 the advantage of the form of information delivery over its actual content.<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\n\t\t\t\t\n\t\t\t\t\t\t\t\t\tChallenging Situations in Phone Conversations with Clients.<\/strong>
An inventory of the most common objections communicated by clients during phone conversations, along with other challenging situations that prevent the salesperson from effectively achieving the objectives set for the call.<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\n\t\t\t\t\n\t\t\t\t\t\t\t\t\tStrategies and Techniques for Overcoming Objections During Phone Calls.<\/strong>
Development of a list of arguments aimed at neutralizing client objections, along with scenarios for effectively communicating them by salespeople. Practical exercises in new response techniques through role-playing and simulations to test their effectiveness and incorporate them into the behavioral repertoire as a habit.<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\n\t\t\t\t\n\t\t\t\t\t\t\t\t\tEnding a Phone Conversation.<\/strong>
Constructively concluding a phone call with a client and assertively obtaining key information for a future meeting.<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\n\t\t\t\t\t\n\t\t\n\t\t\t\t\n\t\t\t\t\n\t\t\t\t\t\n\t\t\n\t\t\t Networking<\/span> in Sales<\/span><\/h1>\t\t<\/div>\n\n\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\n\t\t\t\t\n\t\t\t\t\t\t\t\t\tMaking<\/strong> participants aware of the possibilities and mechanisms driving both personal brand building and target market development based on available tools using the latest technologies.<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\n\t\t\t\t\n\t\t\t\t\t\t\t\t\tDeveloping effective tools for market building<\/strong> and an action plan for the near future, leading to geometric growth in potential clients within the current database.
Building participants’ confidence in their own abilities to support the execution of planned prospecting activities.<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\n\t\t\t\t\n\t\t\t\t\n\t\t\t\t\t\n\t\t\n\t\t\t\n\t\t\t\t\t\t\t\t\n\t\t\t\t\t![\"\"](\"https:\/\/smiechandpartners.com\/wp-content\/uploads\/2024\/09\/Networking-w-sprzedazy.jpg\")
\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<\/figure>\n\t\t\t<\/div>\n\t\t<\/div>\n\n\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\n\t\t\t\t\t\n\t\t\t\t\n\t\t\t\t\n\t\t\t\t\t\t\t\t\tWhy doesn’t the potential client base renew automatically? <\/strong>\u2013 On the mechanisms in the sales process that cause a temporary decline to turn into a crisis.<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\n\t\t\t\t\n\t\t\t\t\t\t\t\t\tWhat makes the image in the mirror different from the market image?<\/strong> \u2013 How to build the foundation for a professional image in the target market that meets the requirements of the 21st century.<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\n\t\t\t\t\n\t\t\t\t\t\t\t\t\tProfessional arrhythmia or a temporary pause<\/strong> \u2013 which personal cognitive, emotional, and motivational patterns support or block functioning in a professional role.
Networking as a key tool for building professional stability \u2013 an introduction to an active client acquisition system and the creation of a network of referrals and recommendations.<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\n\t\t\t\t\n\t\t\t\t\t\t\t\t\tNetworking in Practice<\/strong> \u2013 a set of practical exercises and tasks that allow the acquired knowledge to be applied to personal skills.<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\n\t\t\t\t\t\n\t\t\n\t\t\t\t\n\t\t\t\t\n\t\t\t\t\t\n\t\t\n\t\t\t Transactional <\/span> Analysis in Sales<\/span><\/h1>\t\t<\/div>\n\n\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\n\t\t\t\t\n\t\t\t\t\t\t\t\t\tEric Berne’s Transactional<\/strong> Analysis as a skill for diagnosing a partner’s preferred communication position and shaping the final outcome of the relationship by adapting to and assertively enforcing constructive positions.<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\n\t\t\t\t\n\t\t\t\t\t\t\t\t\tHow to Effectively Build Relationships with Clients During Meetings?<\/strong>
Developing the ability to correct ineffective relationships and deal with “difficult clients.”<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\n\t\t\t\t\n\t\t\t\t\n\t\t\t\t\t\n\t\t\n\t\t\t\n\t\t\t\t\t\t\t\t\n\t\t\t\t\t![\"\"](\"https:\/\/smiechandpartners.com\/wp-content\/uploads\/2024\/09\/Analiza-Transakcyjna.jpg\")
\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<\/figure>\n\t\t\t<\/div>\n\t\t<\/div>\n\n\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\n\t\t\t\t\t\n\t\t\t\t\n\t\t\t\t\n\t\t\t\t\t\t\t\t\tYou\u2019re OK, but What About Me?<\/strong> \u2013 What functioning script in relationships with others is our personal preference and why others treat us the way they do. Four models of self-esteem in relationships with the environment and their impact on the quality of life we lead. The sources of our communication patterns and how we can manage them.<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\n\t\t\t\t\n\t\t\t\t\t\t\t\t\tParent, Adult, and Child \u2013 Who\u2019s in Charge of My Life?<\/strong>
What are ego states and how do they affect our communication with others? What do people expect from others and what does it mean for them? Which transactional position is our favorite, and what are its consequences in building relationships with clients?<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\n\t\t\t\t\n\t\t\t\t\t\t\t\t\tEffective Communication Strategies with Clients \u2013 How to Avoid Being Manipulated?<\/strong>
What does the client really expect from us? Why is adapting to the client’s transactional position a key element in building and maintaining contact in sales? “What games do people play?” \u2013 How to shape relationships with others to avoid becoming their victim.<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\n\t\t\t\t\t\n\t\t\n\t\t\t\t\n\t\t\t\t\n\t\t\t\t\t\n\t\t\n\t\t\t S.P.I.N. <\/span> Selling Method<\/span><\/h1>\t\t<\/div>\n\n\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\n\t\t\t\t\n\t\t\t\t\t\t\t\t\tThe SPIN <\/strong>Method as a tool for turning the sales process into the client’s process of purchasing a service.<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\n\t\t\t\t\n\t\t\t\t\t\t\t\t\tBuilding participants’ awareness of the importance<\/strong> of the emotional process during a client meeting. Developing the ability to conduct a client meeting in a way that transforms the sales situation into a consultation for purchasing a service, with full control over the process.<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\n\t\t\t\t\n\t\t\t\t\t\t\t\t\tThe SPIN Method as a framework <\/strong>for conducting the service sales process in a way that prevents the client from questioning their needs in this area by using a sequence of questions that allow them to view the situation from a different perspective than before.<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\n\t\t\t\t\n\t\t\t\t\n\t\t\t\t\t\n\t\t\n\t\t\t\n\t\t\t\t\t\t\t\t\n\t\t\t\t\t![\"\"](\"https:\/\/smiechandpartners.com\/wp-content\/uploads\/2024\/09\/Sprzedaz-metoda-SPIN.jpg\")
\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<\/figure>\n\t\t\t<\/div>\n\t\t<\/div>\n\n\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\n\t\t\t\t\t\n\t\t\t\t\n\t\t\t\t\n\t\t\t\t\t\t\t\t\tSituation<\/strong>,\u00a0or the contextual conditions in which a specific client finds themselves, defining their negotiating position.<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\n\t\t\t\t\n\t\t\t\t\t\t\t\t\tProblem<\/strong>, or potential threats that may randomly occur, leading to a disruption of the client’s status quo and potentially putting the achievement of their goals in doubt.<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\n\t\t\t\t\n\t\t\t\t\t\t\t\t\tImplications<\/strong>, or the negative consequences that are direct results of a problematic situation over time, i.e., crisis situations that arise from failing to attempt to find a solution to the previously defined problem.<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\n\t\t\t\t\n\t\t\t\t\t\t\t\t\tGuidance<\/strong>, or a set of actions and decisions taken in advance that will serve as a remedy for the negative consequences of a potential crisis situation.<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\n\t\t\t\t\t\n\t\t\n\t\t\t\t\n\t\t\t\t\n\t\t\t\t\t\n\t\t\n\t\t\t Sales<\/span> Mastermind Group<\/span><\/h1>\t\t<\/div>\n\n\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\n\t\t\t\t\n\t\t\t\t\t\t\t\t\tMeeting Objective:<\/strong><\/p>- Creating a communication platform that allows for the creation and testing of innovative ways to reach new clients and increase portfolio value in a safe environment. <\/span><\/span><\/li>
- Fostering a spirit of teamwork among homogeneous sales groups, which will become a lever for increasing each agent’s personal professional aspirations.<\/li>
- Reframing the perception of crisis situations into opportunities and possibilities they bring, and building personal courage to boldly turn them into income-generating opportunities.<\/li><\/ul>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\n\t\t\t\t\n\t\t\t\t\n\t\t\t\t\t\n\t\t\n\t\t\t\n\t\t\t\t\t\t\t\t
\n\t\t\t\t\t![\"\"](\"https:\/\/smiechandpartners.com\/wp-content\/uploads\/2024\/09\/Sales-Mastermind-Group.jpg\")
\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<\/figure>\n\t\t\t<\/div>\n\t\t<\/div>\n\n\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\n\t\t\t\t\t\n\t\t\t\t
Building<\/span> Relationships in Business<\/h1>\t\t<\/div>\n\n\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\n\t\t\t\t\n\t\t\t\t\t\t\t\t\tPerceptual mechanisms in the formation of beliefs. <\/strong><\/p>Reality vs. the subjectivity of our world; the importance of the context of information for creating its meaning.
Examples illustrating unconscious ways of shaping the perception of reality and how this image influences individual decision-making processes.<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t
\n\t\t\t\t\n\t\t\t\t\t\t\t\t\t“What game are people playing?” \u2013 The hidden strategies that govern our lives.<\/strong>
Discussion of four types of unconscious assumptions used in business and their long-term consequences in each person\u2019s life, in relation to the insights gained during the game regarding personal fears, attachments, and resources for change.<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\n\t\t\t\t\n\t\t\t\t\n\t\t\t\t\t\n\t\t\n\t\t\t\n\t\t\t\t\t\t\t\t\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<\/figure>\n\t\t\t<\/div>\n\t\t<\/div>\n\n\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\n\t\t\t\t\t\n\t\t\t\t\n\t\t\t\t\n\t\t\t\t\t\t\t\t\tPerceptual mechanisms in the formation of beliefs.
<\/strong>Reality vs. the subjectivity of our world; the importance of context in shaping the meaning of information.
Examples illustrating unconscious ways of forming the image of reality and how this perception influences individual decision-making processes.<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\n\t\t\t\t\n\t\t\t\t\t\t\t\t\t“What game are people playing?” \u2013 The hidden strategies that govern our lives.<\/strong>
A discussion of four types of unconscious assumptions used in business and their long-term consequences in each person’s life, in relation to the insights gained during the game about personal fears, attachments, and resources for change.<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\n\t\t\t\t\n\t\t\t\t\t\t\t\t\tThe “Johari Window” model in communication.<\/strong>
The context of the mutual relationship between feelings, experiences, attitudes, intentions, and an individual’s motivations toward others \u2013 that is, how we can consciously shape a platform for understanding with others by discovering ourselves and being open to receiving feedback from our environment.<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\n\t\t\t\t\n\t\t\t\t\t\t\t\t\tIntroduction to the emotional competence development model according to D. Goleman.<\/strong>
Rational intelligence (IQ) vs. emotional intelligence (EQ) and the effectiveness of leadership actions in social relationships.<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\n\t\t\t\t\n\t\t\t\t\t\t\t\t\tThe role of self-awareness, accurate self-assessment, empathy<\/strong>, and self-control as key conditions for creating effective leadership attitudes and behaviors based on them.<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\n\t\t\t\t\n\t\t\t\t\t\t\t\t\tSelf-assessment <\/strong>as a strong defense mechanism that can distort self-image and, as a result, block personal development.<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\n\t\t\t\t\n\t\t\t\t\t\t\t\t\tD. McLelland’s typology of social motivation<\/strong> – what motivates people to act and what makes them compete?
Achievement Motive, Power Motive and Belonging Motive – in other words, how do I recognise in practice what drives my interlocutor’s life? Keywords for each motivational type – i.e. how to manage relationships with individuals and influence their actions?<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\n\t\t\t\t\t\n\t\t\n\t\t\t\t\n\t\t\t\t\n\t\t\t\t\t\n\t\t\n\t\t\t Effective<\/span> Meeting Scheduling<\/span><\/h1>\t\t<\/div>\n\n\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\n\t\t\t\t\n\t\t\t\t\t\t\t\t\tIntroduction to scheduling meetings over the phone.<\/strong>
Defining the real purpose of a phone conversation and clearly resolving the conscious or unconscious dilemma of the salesperson: “What is and what should a phone conversation not be?”<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\n\t\t\t\t\n\t\t\t\t\t\t\t\t\tBuilding the right emotional attitude toward phone conversations.<\/strong>
The role of mindset, emotional state, and the salesperson’s actual expectations regarding the anticipated reaction of the client.<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\n\t\t\t\t\n\t\t\t\t\n\t\t\t\t\t\n\t\t\n\t\t\t\n\t\t\t\t\t\t\t\t\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<\/figure>\n\t\t\t<\/div>\n\t\t<\/div>\n\n\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\n\t\t\t\t\t\n\t\t\t\t\n\t\t\t\t\n\t\t\t\t\t\t\t\t\tThe First 21 Words on the Phone.<\/strong>
The role of smoothly trained, customer-encouraging messaging in the first contact as the foundation for further individual modifications by each salesperson. Emphasis on the delivery method (tone of voice, mood, confidence, etc.) as key success factors in the first 21 words \u2013 the advantage of the form of information delivery over its actual content.<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\n\t\t\t\t\n\t\t\t\t\t\t\t\t\tChallenging Situations in Phone Conversations with Clients.<\/strong>
An inventory of the most common objections communicated by clients during phone conversations, along with other challenging situations that prevent the salesperson from effectively achieving the objectives set for the call.<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\n\t\t\t\t\n\t\t\t\t\t\t\t\t\tStrategies and Techniques for Overcoming Objections During Phone Calls.<\/strong>
Development of a list of arguments aimed at neutralizing client objections, along with scenarios for effectively communicating them by salespeople. Practical exercises in new response techniques through role-playing and simulations to test their effectiveness and incorporate them into the behavioral repertoire as a habit.<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\n\t\t\t\t\n\t\t\t\t\t\t\t\t\tEnding a Phone Conversation.<\/strong>
Constructively concluding a phone call with a client and assertively obtaining key information for a future meeting.<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\n\t\t\t\t\t\n\t\t\n\t\t\t\t\n\t\t\t\t\n\t\t\t\t\t\n\t\t\n\t\t\t Networking<\/span> in Sales<\/span><\/h1>\t\t<\/div>\n\n\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\n\t\t\t\t\n\t\t\t\t\t\t\t\t\tMaking<\/strong> participants aware of the possibilities and mechanisms driving both personal brand building and target market development based on available tools using the latest technologies.<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\n\t\t\t\t\n\t\t\t\t\t\t\t\t\tDeveloping effective tools for market building<\/strong> and an action plan for the near future, leading to geometric growth in potential clients within the current database.
Building participants’ confidence in their own abilities to support the execution of planned prospecting activities.<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\n\t\t\t\t\n\t\t\t\t\n\t\t\t\t\t\n\t\t\n\t\t\t\n\t\t\t\t\t\t\t\t\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<\/figure>\n\t\t\t<\/div>\n\t\t<\/div>\n\n\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\n\t\t\t\t\t\n\t\t\t\t\n\t\t\t\t\n\t\t\t\t\t\t\t\t\tWhy doesn’t the potential client base renew automatically? <\/strong>\u2013 On the mechanisms in the sales process that cause a temporary decline to turn into a crisis.<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\n\t\t\t\t\n\t\t\t\t\t\t\t\t\tWhat makes the image in the mirror different from the market image?<\/strong> \u2013 How to build the foundation for a professional image in the target market that meets the requirements of the 21st century.<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\n\t\t\t\t\n\t\t\t\t\t\t\t\t\tProfessional arrhythmia or a temporary pause<\/strong> \u2013 which personal cognitive, emotional, and motivational patterns support or block functioning in a professional role.
Networking as a key tool for building professional stability \u2013 an introduction to an active client acquisition system and the creation of a network of referrals and recommendations.<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\n\t\t\t\t\n\t\t\t\t\t\t\t\t\tNetworking in Practice<\/strong> \u2013 a set of practical exercises and tasks that allow the acquired knowledge to be applied to personal skills.<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\n\t\t\t\t\t\n\t\t\n\t\t\t\t\n\t\t\t\t\n\t\t\t\t\t\n\t\t\n\t\t\t Transactional <\/span> Analysis in Sales<\/span><\/h1>\t\t<\/div>\n\n\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\n\t\t\t\t\n\t\t\t\t\t\t\t\t\tEric Berne’s Transactional<\/strong> Analysis as a skill for diagnosing a partner’s preferred communication position and shaping the final outcome of the relationship by adapting to and assertively enforcing constructive positions.<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\n\t\t\t\t\n\t\t\t\t\t\t\t\t\tHow to Effectively Build Relationships with Clients During Meetings?<\/strong>
Developing the ability to correct ineffective relationships and deal with “difficult clients.”<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\n\t\t\t\t\n\t\t\t\t\n\t\t\t\t\t\n\t\t\n\t\t\t\n\t\t\t\t\t\t\t\t\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<\/figure>\n\t\t\t<\/div>\n\t\t<\/div>\n\n\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\n\t\t\t\t\t\n\t\t\t\t\n\t\t\t\t\n\t\t\t\t\t\t\t\t\tYou\u2019re OK, but What About Me?<\/strong> \u2013 What functioning script in relationships with others is our personal preference and why others treat us the way they do. Four models of self-esteem in relationships with the environment and their impact on the quality of life we lead. The sources of our communication patterns and how we can manage them.<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\n\t\t\t\t\n\t\t\t\t\t\t\t\t\tParent, Adult, and Child \u2013 Who\u2019s in Charge of My Life?<\/strong>
What are ego states and how do they affect our communication with others? What do people expect from others and what does it mean for them? Which transactional position is our favorite, and what are its consequences in building relationships with clients?<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\n\t\t\t\t\n\t\t\t\t\t\t\t\t\tEffective Communication Strategies with Clients \u2013 How to Avoid Being Manipulated?<\/strong>
What does the client really expect from us? Why is adapting to the client’s transactional position a key element in building and maintaining contact in sales? “What games do people play?” \u2013 How to shape relationships with others to avoid becoming their victim.<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\n\t\t\t\t\t\n\t\t\n\t\t\t\t\n\t\t\t\t\n\t\t\t\t\t\n\t\t\n\t\t\t S.P.I.N. <\/span> Selling Method<\/span><\/h1>\t\t<\/div>\n\n\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\n\t\t\t\t\n\t\t\t\t\t\t\t\t\tThe SPIN <\/strong>Method as a tool for turning the sales process into the client’s process of purchasing a service.<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\n\t\t\t\t\n\t\t\t\t\t\t\t\t\tBuilding participants’ awareness of the importance<\/strong> of the emotional process during a client meeting. Developing the ability to conduct a client meeting in a way that transforms the sales situation into a consultation for purchasing a service, with full control over the process.<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\n\t\t\t\t\n\t\t\t\t\t\t\t\t\tThe SPIN Method as a framework <\/strong>for conducting the service sales process in a way that prevents the client from questioning their needs in this area by using a sequence of questions that allow them to view the situation from a different perspective than before.<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\n\t\t\t\t\n\t\t\t\t\n\t\t\t\t\t\n\t\t\n\t\t\t\n\t\t\t\t\t\t\t\t\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<\/figure>\n\t\t\t<\/div>\n\t\t<\/div>\n\n\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\n\t\t\t\t\t\n\t\t\t\t\n\t\t\t\t\n\t\t\t\t\t\t\t\t\tSituation<\/strong>,\u00a0or the contextual conditions in which a specific client finds themselves, defining their negotiating position.<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\n\t\t\t\t\n\t\t\t\t\t\t\t\t\tProblem<\/strong>, or potential threats that may randomly occur, leading to a disruption of the client’s status quo and potentially putting the achievement of their goals in doubt.<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\n\t\t\t\t\n\t\t\t\t\t\t\t\t\tImplications<\/strong>, or the negative consequences that are direct results of a problematic situation over time, i.e., crisis situations that arise from failing to attempt to find a solution to the previously defined problem.<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\n\t\t\t\t\n\t\t\t\t\t\t\t\t\tGuidance<\/strong>, or a set of actions and decisions taken in advance that will serve as a remedy for the negative consequences of a potential crisis situation.<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\n\t\t\t\t\t\n\t\t\n\t\t\t\t\n\t\t\t\t\n\t\t\t\t\t\n\t\t\n\t\t\t Sales<\/span> Mastermind Group<\/span><\/h1>\t\t<\/div>\n\n\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\n\t\t\t\t\n\t\t\t\t\t\t\t\t\tMeeting Objective:<\/strong><\/p>- Creating a communication platform that allows for the creation and testing of innovative ways to reach new clients and increase portfolio value in a safe environment. <\/span><\/span><\/li>
- Fostering a spirit of teamwork among homogeneous sales groups, which will become a lever for increasing each agent’s personal professional aspirations.<\/li>
- Reframing the perception of crisis situations into opportunities and possibilities they bring, and building personal courage to boldly turn them into income-generating opportunities.<\/li><\/ul>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\n\t\t\t\t\n\t\t\t\t\n\t\t\t\t\t\n\t\t\n\t\t\t\n\t\t\t\t\t\t\t\t
\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<\/figure>\n\t\t\t<\/div>\n\t\t<\/div>\n\n\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\n\t\t\t\t\t\n\t\t\t\t
Perceptual mechanisms in the formation of beliefs. <\/strong><\/p> Reality vs. the subjectivity of our world; the importance of the context of information for creating its meaning. “What game are people playing?” \u2013 The hidden strategies that govern our lives.<\/strong> Perceptual mechanisms in the formation of beliefs. “What game are people playing?” \u2013 The hidden strategies that govern our lives.<\/strong> The “Johari Window” model in communication.<\/strong> Introduction to the emotional competence development model according to D. Goleman.<\/strong> The role of self-awareness, accurate self-assessment, empathy<\/strong>, and self-control as key conditions for creating effective leadership attitudes and behaviors based on them.<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t Self-assessment <\/strong>as a strong defense mechanism that can distort self-image and, as a result, block personal development.<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t D. McLelland’s typology of social motivation<\/strong> – what motivates people to act and what makes them compete? Introduction to scheduling meetings over the phone.<\/strong> Building the right emotional attitude toward phone conversations.<\/strong> The First 21 Words on the Phone.<\/strong> Challenging Situations in Phone Conversations with Clients.<\/strong> Strategies and Techniques for Overcoming Objections During Phone Calls.<\/strong> Ending a Phone Conversation.<\/strong> Making<\/strong> participants aware of the possibilities and mechanisms driving both personal brand building and target market development based on available tools using the latest technologies.<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t Developing effective tools for market building<\/strong> and an action plan for the near future, leading to geometric growth in potential clients within the current database. Why doesn’t the potential client base renew automatically? <\/strong>\u2013 On the mechanisms in the sales process that cause a temporary decline to turn into a crisis.<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t What makes the image in the mirror different from the market image?<\/strong> \u2013 How to build the foundation for a professional image in the target market that meets the requirements of the 21st century.<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t Professional arrhythmia or a temporary pause<\/strong> \u2013 which personal cognitive, emotional, and motivational patterns support or block functioning in a professional role. Networking in Practice<\/strong> \u2013 a set of practical exercises and tasks that allow the acquired knowledge to be applied to personal skills.<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t Eric Berne’s Transactional<\/strong> Analysis as a skill for diagnosing a partner’s preferred communication position and shaping the final outcome of the relationship by adapting to and assertively enforcing constructive positions.<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t How to Effectively Build Relationships with Clients During Meetings?<\/strong> You\u2019re OK, but What About Me?<\/strong> \u2013 What functioning script in relationships with others is our personal preference and why others treat us the way they do. Four models of self-esteem in relationships with the environment and their impact on the quality of life we lead. The sources of our communication patterns and how we can manage them.<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t Parent, Adult, and Child \u2013 Who\u2019s in Charge of My Life?<\/strong> Effective Communication Strategies with Clients \u2013 How to Avoid Being Manipulated?<\/strong> The SPIN <\/strong>Method as a tool for turning the sales process into the client’s process of purchasing a service.<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t Building participants’ awareness of the importance<\/strong> of the emotional process during a client meeting. Developing the ability to conduct a client meeting in a way that transforms the sales situation into a consultation for purchasing a service, with full control over the process.<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t The SPIN Method as a framework <\/strong>for conducting the service sales process in a way that prevents the client from questioning their needs in this area by using a sequence of questions that allow them to view the situation from a different perspective than before.<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t Situation<\/strong>,\u00a0or the contextual conditions in which a specific client finds themselves, defining their negotiating position.<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t Problem<\/strong>, or potential threats that may randomly occur, leading to a disruption of the client’s status quo and potentially putting the achievement of their goals in doubt.<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t Implications<\/strong>, or the negative consequences that are direct results of a problematic situation over time, i.e., crisis situations that arise from failing to attempt to find a solution to the previously defined problem.<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t Guidance<\/strong>, or a set of actions and decisions taken in advance that will serve as a remedy for the negative consequences of a potential crisis situation.<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t Meeting Objective:<\/strong><\/p>
Examples illustrating unconscious ways of shaping the perception of reality and how this image influences individual decision-making processes.<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t
Discussion of four types of unconscious assumptions used in business and their long-term consequences in each person\u2019s life, in relation to the insights gained during the game regarding personal fears, attachments, and resources for change.<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<\/figure>\n\t\t\t<\/div>\n\t\t<\/div>\n\n\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t
<\/strong>Reality vs. the subjectivity of our world; the importance of context in shaping the meaning of information.
Examples illustrating unconscious ways of forming the image of reality and how this perception influences individual decision-making processes.<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t
A discussion of four types of unconscious assumptions used in business and their long-term consequences in each person’s life, in relation to the insights gained during the game about personal fears, attachments, and resources for change.<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t
The context of the mutual relationship between feelings, experiences, attitudes, intentions, and an individual’s motivations toward others \u2013 that is, how we can consciously shape a platform for understanding with others by discovering ourselves and being open to receiving feedback from our environment.<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t
Rational intelligence (IQ) vs. emotional intelligence (EQ) and the effectiveness of leadership actions in social relationships.<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t
Achievement Motive, Power Motive and Belonging Motive – in other words, how do I recognise in practice what drives my interlocutor’s life? Keywords for each motivational type – i.e. how to manage relationships with individuals and influence their actions?<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t Effective<\/span> Meeting Scheduling<\/span><\/h1>\t\t<\/div>\n\n\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t
Defining the real purpose of a phone conversation and clearly resolving the conscious or unconscious dilemma of the salesperson: “What is and what should a phone conversation not be?”<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t
The role of mindset, emotional state, and the salesperson’s actual expectations regarding the anticipated reaction of the client.<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<\/figure>\n\t\t\t<\/div>\n\t\t<\/div>\n\n\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t
The role of smoothly trained, customer-encouraging messaging in the first contact as the foundation for further individual modifications by each salesperson. Emphasis on the delivery method (tone of voice, mood, confidence, etc.) as key success factors in the first 21 words \u2013 the advantage of the form of information delivery over its actual content.<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t
An inventory of the most common objections communicated by clients during phone conversations, along with other challenging situations that prevent the salesperson from effectively achieving the objectives set for the call.<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t
Development of a list of arguments aimed at neutralizing client objections, along with scenarios for effectively communicating them by salespeople. Practical exercises in new response techniques through role-playing and simulations to test their effectiveness and incorporate them into the behavioral repertoire as a habit.<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t
Constructively concluding a phone call with a client and assertively obtaining key information for a future meeting.<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t Networking<\/span> in Sales<\/span><\/h1>\t\t<\/div>\n\n\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t
Building participants’ confidence in their own abilities to support the execution of planned prospecting activities.<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<\/figure>\n\t\t\t<\/div>\n\t\t<\/div>\n\n\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t
Networking as a key tool for building professional stability \u2013 an introduction to an active client acquisition system and the creation of a network of referrals and recommendations.<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t Transactional <\/span> Analysis in Sales<\/span><\/h1>\t\t<\/div>\n\n\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t
Developing the ability to correct ineffective relationships and deal with “difficult clients.”<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<\/figure>\n\t\t\t<\/div>\n\t\t<\/div>\n\n\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t
What are ego states and how do they affect our communication with others? What do people expect from others and what does it mean for them? Which transactional position is our favorite, and what are its consequences in building relationships with clients?<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t
What does the client really expect from us? Why is adapting to the client’s transactional position a key element in building and maintaining contact in sales? “What games do people play?” \u2013 How to shape relationships with others to avoid becoming their victim.<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t S.P.I.N. <\/span> Selling Method<\/span><\/h1>\t\t<\/div>\n\n\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t
\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<\/figure>\n\t\t\t<\/div>\n\t\t<\/div>\n\n\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t Sales<\/span> Mastermind Group<\/span><\/h1>\t\t<\/div>\n\n\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t
\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<\/figure>\n\t\t\t<\/div>\n\t\t<\/div>\n\n\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t