CURSO: VENDAS ESTRATÉGICAS
The history of sales has been presenting a constant progress, interrupted here and there by some effective innovations that have completely changed the direction of the profession.
It was in the 1970s when researchers began to take an interest in the possibility that the techniques and skills applicable to small sales were perhaps completely different from those that worked in more complex and larger operations.
Nowadays we see that technological advance has not reduced the continuous commoditization of products and services, therefore the competitive differential of companies has a short term (commoditization). Researches also indicate that an average of 7 people participate in the buying process in B2B, which makes the sale only by relationship ineffective (complexity). And finally, we have more informed customers who refuse to receive visits, and when they do, they have already advanced 60% in the purchase process (empowerment).
O processo de vendas nunca esteve tão complexo! A solução?
Presentation of concepts and many practical exercises so that the participant gets the most out of learning.
Este curso foi especialmente desenhado para Profissionais de Vendas (executivos/gestores) imersos num ambiente de média à alta complexidade do B2B (business-to-business).
Ao final deste curso, no mínimo, você será capaz de
- Simplify the complex selling
- Have a consistent and repeatable sales approach
- Think strategically supported by technology (HSS - Strategic Tool)
- Get better margins and sales volume
- Logical Basis | Learning Objectives
- A Venda de Soluções
- O Perfil dos Melhores Vendedores
- The 09 Principles of the Solution Selling Process
- Os Elementos Chave das Vendas Estratégicas:
- Análise Competitiva na Oportunidade
- Gestão do Engajamento dos Influenciadores da Oportunidade
- Papel na Oportunidade
- Valor de Negócio & Valor Pessoal
- Tipo e Grau de Receptividade
- Mapa das Partes Interessadas
- Types of Competition
- Ideal Customer Profile
- Prioritization and Elaboration of Tactical Actions
- Ferramenta para aplicação e prática dos conceitos “HSS • Strategic Tool” & “Mapa das Partes Interessadas”
- Practical exercises of the concepts with real cases of the participants
- Disponível nos formatos Presencial e VILT (Virtual Instructor-Led Training)
- Digital Certificate for participants
- Acesso às ferramentas de análise e planejamento
- Livro didático
- Sending Knowledge Capsules after training (weekly e-mail for up to 90 days)
- Gamified test after 30 days of workshop
- Duração de 08 horas em 01 dia (presencial) / 4 sessões virtuais de 120 min, com tarefas entre as sessões