Community

Sales consultant (SPIN)

Date: Monday, October 18, 2010
Time: 17:30

Place: EADA, c/ Aragón 204.

Type: SEMINAIRE

Price: 690€
EADAAlumni and Corporate Business member fees: 390€

Sales consultant (SPIN)

This activity will be held in spanish.

Introduction

In the same way that rules and basic techniques are necessary when driving a car in order to avoid damaging the vehicle or causing an accident, in sales we also need communication paths to guide us towards understanding our partners and clients so that we can meet their needs in exchange for a profit.

In the sales process there is a critical phase, a survey in search of needs. This programme delves into the technique for planning the strategy of client interviews, using practical case studies and role plays and developing the survey process through four basic questions:

Situation, Problem, Implications and Needs (SPIN).

Objetives

• Acquire overall view of the sales process.

• Identify decision makers and buyers in our client’s organization, determine the role and attitudes of buying.

• Manage the various stages of the sales process: - Needs analysis - SPIN - Reasoning - Dealing with objections - Closing the sale.

• Manage business with confidence.

• Increase commercial productivity.

Target audience

Sales Managers, Key Accounts Managers, sales reps and any other professional in the field of sales and negotiation.

Speaker

Joan Ligorio
Holds a Diploma in Operations Management and a Diploma in Marketing Management from EADA. He is a consultant in CORETARGET and a professor in EADA.