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DTSTART;TZID=UTC:20250327T090000
DTEND;TZID=UTC:20250328T163000
DTSTAMP:20260408T083608
CREATED:20240120T190227Z
LAST-MODIFIED:20240121T232710Z
UID:3291-1743066000-1743179400@innoversity.org
SUMMARY:Solution Selling
DESCRIPTION:Solution Selling\nEmbark on a transformative journey with our Solution Selling Course\, where the art of strategic persuasion meets the science of understanding client needs. This immersive learning experience is designed to elevate your sales acumen to new heights\, transcending traditional methods and embracing a dynamic approach tailored to the modern business landscape. \nGuided by seasoned experts\, this course delves deep into the intricacies of solution selling\, offering a comprehensive exploration of the psychology behind successful client engagement. Uncover the secrets of empathetic communication and learn to navigate the complexities of buyer decision-making with finesse. \nThroughout the program\, participants will engage in real-world case studies\, honing their ability to identify and address customer pain points effectively. Discover the power of collaborative problem-solving as you cultivate a holistic understanding of your clients challenges\, positioning yourself as a trusted advisor rather than a mere salesperson. \nEmbrace a mindset shift that transcends transactional relationships\, fostering long-term partnerships built on mutual value. Our Solution Selling Course empowers you to articulate compelling narratives that resonate with your clients\, showcasing your products or services as indispensable solutions to their unique needs. \nAs you navigate this transformative learning experience\, you will gain practical insights into customizing your sales approach for diverse industries and clientele. Harness the art of persuasion\, leverage emotional intelligence\, and master the strategic finesse required to close deals in todays competitive marketplace. \nElevate your sales prowess\, unlock new opportunities\, and forge lasting connections with clients. Join our Solution Selling Course and embark on a journey that will revolutionize the way you approach sales\, transforming challenges into triumphs and turning transactions into enduring partnerships. \nInnoversity is a market leading education provider dedicated to enabling people to make the most out of technology. We offer courses in Project Management\, Digital Marketing\, Web Development\, Software Development\, Design\, Data\, AI\, Cyber\, Cloud\, Networking and Business Applications. \nWho Should Attend? \nThis consultative selling course is designed for professionals across various industries who are eager to enhance their sales skills and adopt a customer-centric approach to selling. The program is particularly beneficial for: \nSales Professionals: Sales representatives\, account executives\, and sales managers looking to elevate their consultative selling techniques and foster long-term client relationships. \nBusiness Development Professionals: Individuals responsible for identifying new opportunities\, building strategic partnerships\, and expanding market reach will gain valuable insights to refine their consultative selling strategies. \nEntrepreneurs and Small Business Owners: Those leading their own businesses will benefit from learning consultative selling methods to understand and meet the unique needs of their clients\, driving business growth. \nCustomer Service Representatives: Professionals focused on customer satisfaction and retention can leverage consultative selling principles to provide personalized solutions and enhance customer loyalty. \nMarketing Professionals: Marketers seeking a comprehensive understanding of the sales process and how to align marketing efforts with consultative selling strategies to generate more qualified leads. \nWhether you are new to sales or a seasoned professional\, this course provides a solid foundation in consultative selling principles\, equipping attendees with the tools and strategies to excel in todays dynamic and customer-focused business landscape. \nAgenda \nIntroduction to Solution Selling\n– Overview of the solution selling methodology\n– Key principles and benefits of solution selling\n– Differentiating solution selling from traditional sales approaches \nCustomer-Centric Approach\n– Importance of understanding and aligning with customer needs\n– Building empathy and rapport with clients\n– Identifying pain points and challenges through active listening \nThe Solution Selling Process\n– Exploring the stages of the solution-selling process\n– Mapping the buyers journey and sales process\n– Integrating solution selling into the overall sales strategy \nProduct vs. Solution\n– Understanding the distinction between products and solutions\n– Positioning offerings as comprehensive solutions to client problems\n– Creating value through a solutions-oriented mindset \nCustomizing Solutions\n– Tailoring solutions to meet individual client needs\n– Building flexible and adaptive proposals\n– Leveraging case studies and success stories in solution presentations \nAsking Powerful Questions\n– Techniques for asking open-ended and probing questions\n– Uncovering latent needs and desires of clients\n– Using questioning to guide the sales conversation \nHandling Objections\n– Identifying common objections in solution selling\n– Developing effective objection-handling strategies\n– Turning objections into opportunities for further discussion \nCrafting Persuasive Proposals\n– Structure and components of a compelling solution proposal\n– Highlighting key benefits and outcomes for the client\n– Incorporating visual elements for clarity and impact \nEffective Presentation Skills\n– Delivering engaging and persuasive solution presentations\n– Techniques for impactful storytelling\n– Handling Q&A sessions with confidence \nImplementing Solution Selling in Your Organization\n– Strategies for organizational alignment with solution selling\n– Training and coaching sales teams for success\n– Monitoring and measuring the effectiveness of solution selling \nContinuous Improvement\n– Establishing feedback loops for ongoing improvement\n– Adapting to changing market conditions and customer needs\n– Leveraging technology and analytics in solution selling
URL:https://innoversity.org/event/solution-selling-14/
LOCATION:Virtual
CATEGORIES:Sales
ATTACH;FMTTYPE=image/jpeg:https://innoversity.org/wp-content/uploads/2024/01/23.jpg
END:VEVENT
BEGIN:VEVENT
DTSTART;TZID=UTC:20250324T090000
DTEND;TZID=UTC:20250326T163000
DTSTAMP:20260408T083608
CREATED:20240120T185730Z
LAST-MODIFIED:20240121T232733Z
UID:3193-1742806800-1743006600@innoversity.org
SUMMARY:Consultative Selling
DESCRIPTION:Consultative Selling\nEmbark on a transformative journey into the art of consultative selling with our immersive course. Delve into the nuanced world of sales\, where relationships matter as much as results. This comprehensive program is designed to empower you with the skills and insights needed to navigate the complex terrain of consultative selling. \nGuided by seasoned experts\, you will explore the foundations of consultative selling\, emphasizing the importance of understanding clients unique needs and challenges. Uncover the keys to building genuine connections that go beyond transactional exchanges\, fostering trust and long-lasting partnerships. \nImmerse yourself in dynamic\, real-world scenarios that mirror the challenges of consultative selling. Through interactive exercises\, you will hone your ability to ask incisive questions\, actively listen\, and tailor your approach to each clients specific situation. Learn the art of uncovering latent needs and positioning your product or service as a tailored solution\, rather than a one-size-fits-all offering. \nThroughout the course\, well delve into the psychology of decision-making\, equipping you with the insights to anticipate and address objections effectively. Master the art of storytelling to create compelling narratives that resonate with your clients\, making your offerings not just products or services but solutions that align with their aspirations. \nThis consultative selling course transcends traditional sales methodologies. Its a holistic exploration of the client relationship\, where your role transforms from seller to trusted advisor. As you progress\, you will cultivate a mindset that values collaboration over persuasion and partnerships over transactions. \nBy the courses conclusion\, you will emerge with a refined skill set\, ready to navigate the intricate landscape of consultative selling with confidence and finesse. Elevate your sales approach\, deepen client relationships\, and propel your career to new heights with this enriching and dynamic consultative selling course. \nInnoversity is a market leading education provider dedicated to enabling people to make the most out of technology. We offer courses in Project Management\, Digital Marketing\, Web Development\, Software Development\, Design\, Data\, AI\, Cyber\, Cloud\, Networking and Business Applications. \nWho Should Attend \nThis course on Relationship Selling is tailored for individuals across diverse professional backgrounds who aspire to elevate their sales approach by prioritizing authentic connections and building long-lasting client relationships. Whether you are a seasoned sales professional seeking to refine your strategy or someone new to sales eager to establish a strong foundation\, this course is designed to benefit: \nSales Professionals: Enhance your existing sales skills by learning how to establish meaningful connections with clients\, resulting in increased client loyalty and long-term partnerships. \nBusiness Development Executives: Explore relationship-centric strategies to cultivate and expand your client base\, fostering trust and loyalty that goes beyond initial transactions. \nEntrepreneurs and Small Business Owners: Develop essential relationship selling skills to personally engage with clients\, creating a customer-centric approach that distinguishes your business in a competitive market. \nAccount Managers: Deepen your understanding of clients needs and aspirations\, transforming your role into that of a trusted advisor who actively contributes to clients success. \nCustomer Service Representatives: Discover how relationship selling principles can enhance customer satisfaction\, turning satisfied customers into loyal advocates for your products or services. \nMarketing Professionals: Gain insights into aligning marketing strategies with relationship-building goals\, ensuring a seamless and consistent customer experience throughout the entire sales journey. \nProfessionals in Client-Facing Roles: Whether you work in consulting\, finance\, or any client-facing position\, acquiring relationship selling skills will empower you to connect authentically with clients\, contributing to overall business success. \nAgenda \nIntroduction to Consultative Selling\n– Defining Consultative\nwith Traditional Sales Approaches\n– Understanding the Importance of Building Relationships in Sales \nThe Psychology of Decision-Making\n– Exploring Customer Selling\n– Contrasting Consultative Selling Decision-Making Processes\n– Identifying Emotional and Rational Drivers\n– Anticipating and Addressing Common Objections \nBuilding Effective Communication Skills\n– Developing Active Listening Techniques\n– Mastering the Art of Asking Incisive Questions\n– Enhancing Verbal and Non-Verbal Communication \nUncovering Client Needs\n– Strategies for Probing and Discovery\n– Recognizing Implicit Needs\n– Using Insights to Tailor Solutions \nPositioning Solutions with Impact\n– Creating Compelling Narratives\n– Art of Storytelling in Consultative Selling\n– Tailoring Product/Service Offerings to Client Needs \nHandling Objections with Finesse\n– Identifying Common Objections in Consultative Selling\n– Constructive Responses and Overcoming Resistance\n– Turning Objections into Opportunities \nBuilding Trust and Credibility\n– Strategies for Establishing Trustworthy Relationships\n– Balancing Professionalism and Authenticity\n– Leveraging Success Stories and Testimonials \nNavigating Long-Term Client Relationships\n– Transitioning from Salesperson to Trusted Advisor\n– Strategies for Ongoing Client Engagement\n– Cultivating Loyalty and Referral Opportunities \nReal-world Simulations and Case Studies\n– Applying Consultative Selling Principles in Practical Scenarios\n– Analyzing Success Stories and Learning from Challenges\n– Group Discussions and Peer-to-Peer Feedback
URL:https://innoversity.org/event/consultative-selling-14/
LOCATION:Virtual
CATEGORIES:Sales
ATTACH;FMTTYPE=image/jpeg:https://innoversity.org/wp-content/uploads/2024/01/Innoversity-Eventbrite-Cover-2.jpg
END:VEVENT
BEGIN:VEVENT
DTSTART;TZID=UTC:20250321T090000
DTEND;TZID=UTC:20250321T163000
DTSTAMP:20260408T083608
CREATED:20240120T190100Z
LAST-MODIFIED:20240121T232757Z
UID:3263-1742547600-1742574600@innoversity.org
SUMMARY:Relationship Selling
DESCRIPTION:Relationship Selling\nWelcome to the immersive course on Relationship Selling\, where the art of forging meaningful connections takes centre stage in the world of sales. In this transformative learning experience\, participants will delve into the intricacies of building authentic relationships with clients that extend beyond transactional encounters. \nEmbark on a journey that transcends conventional sales strategies as we explore the profound impact of interpersonal dynamics on the sales process. Through insightful discussions\, engaging case studies\, and interactive exercises\, you will gain a deep understanding of the psychology behind successful relationship selling. \nUncover the power of effective communication and active listening\, learning how to truly connect with your clients on a personal level. Discover the nuances of tailoring your approach to different personalities\, fostering trust\, and cultivating lasting partnerships that extend far beyond the initial sale. \nOur seasoned instructors bring a wealth of real-world experience to the table\, providing you with practical insights and proven techniques to navigate the complexities of relationship selling. Through role-playing scenarios and group discussions\, you will refine your skills in adapting to diverse client needs and building a rapport that stands the test of time. \nBy the end of this course\, you will not only master the art of relationship selling but also develop a strategic mindset that positions you as a trusted advisor rather than just a salesperson. Join us in this enriching exploration of human connection and elevate your sales approach to new heights. \nInnoversity is a market leading education provider dedicated to enabling people to make the most out of technology. We offer courses in Project Management\, Digital Marketing\, Web Development\, Software Development\, Design\, Data\, AI\, Cyber\, Cloud\, Networking and Business Applications. \nWho Should Attend? \nSales Professionals:\n– Individuals currently working in sales roles\, especially those involved in selling products or services that require relationship-building with clients and customers.\n– Sales representatives seeking to enhance their interpersonal skills and deepen connections with clients to drive long-term business relationships. \nBusiness Development Executives:\n– Professionals responsible for identifying new business opportunities and cultivating partnerships.\n– Those aiming to refine their relationship-building strategies to foster sustainable connections with potential clients and partners. \nEntrepreneurs and Small Business Owners:\n– Business leaders looking to establish and maintain strong connections with clients and customers for the growth and sustainability of their ventures.\n– Individuals keen on learning relationship selling techniques to differentiate their businesses in competitive markets. \nCustomer Service Representatives:\n– Individuals in customer-facing roles interested in improving customer satisfaction and loyalty through effective relationship-building.\n– Professionals seeking to integrate relationship selling principles into their customer service approach to create lasting connections. \nMarketing Professionals:\n– Marketers who want to understand the intersection of marketing and sales\, and how relationship selling can contribute to a more holistic customer experience.\n– Those interested in aligning marketing strategies with sales efforts to maximize customer engagement and retention. \nAccount Managers:\n– Professionals responsible for managing and nurturing existing client accounts.\n– Account managers aiming to strengthen client relationships\, increase client retention\, and identify upselling or cross-selling opportunities. \nSales Managers and Team Leaders:\n– Sales leaders looking to equip their teams with advanced relationship selling techniques to drive overall team success.\n– Managers seeking to create a customer-centric sales culture within their organizations. \nProfessionals Transitioning to Sales Roles:\n– Individuals from diverse professional backgrounds interested in entering the field of sales and wishing to develop strong relationship-building skills from the outset.\n– Career changers looking to understand the principles of relationship selling to excel in their new sales-focused roles. \nAgenda \nIntroduction to Relationship Selling\n– Defining Relationship Selling\n– Differentiating Relationship Selling from Traditional Sales Approaches \nUnderstanding Buyer Behavior\n– Analyzing the Buyers Journey\n– Recognizing Emotional Drivers in Purchasing Decisions \nBuilding Trust and Credibility\n– Importance of Trust in Sales\n– Strategies for Establishing Credibility with Clients \nEffective Communication Skills\n– Active Listening Techniques\n– Tailoring Communication Styles to Connect with Clients \nCustomizing Solutions for Clients\n– Needs Assessment and Solution Matching\n– Tailoring Products/Services to Client Requirements \nHandling Objections and Resolving Issues\n– Anticipating and Addressing Common Objections\n– Conflict Resolution Strategies for Maintaining Relationships \nCreating Value for Clients\n– Demonstrating Value Propositions\n– Adding Value Throughout the Sales Process \nLeveraging Technology in Relationship Selling\n– CRM Systems and Relationship Management\n– Integrating Digital Tools for Enhanced Customer Engagement \nCustomer Retention Strategies\n– Developing Loyalty Programs\n– Proactive Measures for Retaining Clients \nCross-Selling and Upselling Techniques\n– Identifying Opportunities for Additional Sales\n– Cross-Selling and Upselling without Alienating Clients \nHandling Difficult Situations\n– Dealing with Dissatisfied Clients\n– Turning Negative Experiences into Positive Outcomes \nMeasuring and Evaluating Relationship Success\n– Key Performance Indicators for Relationship Selling\n– Continuous Improvement and Adaptation \nSelf-Reflection and Continuous Learning\n– Assessing Personal Strengths and Weaknesses\n– Strategies for Ongoing Professional Development \nBuilding a Personal Brand in Sales\n– Establishing an Authentic and Trustworthy Image\n– Leveraging Personal Branding to Enhance Relationships \nNetworking and Relationship Building Beyond Sales\n– Expanding Professional Networks\n– Collaborative Approaches to Business Development
URL:https://innoversity.org/event/relationship-selling-14/
LOCATION:Virtual
CATEGORIES:Sales
ATTACH;FMTTYPE=image/jpeg:https://innoversity.org/wp-content/uploads/2024/01/22.jpg
END:VEVENT
BEGIN:VEVENT
DTSTART;TZID=UTC:20250317T090000
DTEND;TZID=UTC:20250318T163000
DTSTAMP:20260408T083608
CREATED:20240120T185857Z
LAST-MODIFIED:20240121T232855Z
UID:3221-1742202000-1742315400@innoversity.org
SUMMARY:Commercial Negotiation
DESCRIPTION:Commercial Negotiation\nWelcome to the dynamic realm of Commercial Negotiation Excellence\, where strategic acumen meets persuasive finesse to unlock unparalleled success in the business arena. In this transformative course\, we invite you to embark on a journey that transcends traditional paradigms and equips you with the skills\, strategies\, and insights essential for mastering the art of negotiation in the commercial landscape. \nIn todays fast-paced and competitive business environment\, effective negotiation is a cornerstone of success. Whether you are navigating intricate deals\, forging alliances\, or seeking advantageous terms\, the ability to negotiate with confidence and finesse is indispensable. This course has been meticulously designed to empower professionals at all levels with the tools and techniques necessary to navigate the complexities of commercial negotiations and emerge victorious in every scenario. \nLed by seasoned industry experts and negotiation maestros\, our program transcends theoretical frameworks to provide practical\, real-world applications. Through a combination of immersive simulations\, case studies\, and interactive workshops\, participants will not only grasp the fundamental principles of negotiation but also cultivate the instincts required to thrive in the ever-evolving landscape of business transactions. \nGet ready to elevate your negotiation skills to new heights\, unravel the psychology behind successful deal-making\, and build a robust foundation for sustained success. Join us on this transformative journey and unlock the door to a world where every negotiation is an opportunity to excel. Enrol now\, and let the art and science of negotiation become your greatest professional asset. \nInnoversity is a market leading education provider dedicated to enabling people to make the most out of technology. We offer courses in Project Management\, Digital Marketing\, Web Development\, Software Development\, Design\, Data\, AI\, Cyber\, Cloud\, Networking and Business Applications. \nWho Should Attend? \nThis comprehensive Commercial Negotiation Course is tailored for professionals across various industries who aim to enhance their negotiation prowess and elevate their ability to secure favourable outcomes in commercial dealings. \nThe program is specifically designed for: \nBusiness Executives and Leaders: CEOs\, CFOs\, and other C-suite executives who are responsible for making critical business decisions and overseeing negotiations that impact the organizations success. \nSales and Business Development Professionals: Individuals involved in selling products\, services\, or forging partnerships\, seeking to sharpen their negotiation skills to secure optimal deals and cultivate long-term relationships. \nProcurement and Supply Chain Managers: Professionals responsible for sourcing goods and services\, who wish to strengthen their negotiation techniques to secure cost-effective agreements and mitigate risks in the supply chain. \nLegal Professionals: Attorneys and legal advisors involved in commercial transactions\, contracts\, and dispute resolution\, aiming to enhance their negotiation capabilities to better serve their clients. \nEntrepreneurs and Small Business Owners: Individuals leading their own ventures who want to negotiate effectively to secure partnerships\, funding\, and favourable business terms. \nProject Managers: Those tasked with managing projects and collaborations\, seeking to develop negotiation skills crucial for navigating project complexities\, managing stakeholders\, and ensuring successful project outcomes. \nHuman Resources Professionals: HR leaders and managers involved in employment negotiations\, conflict resolution\, and labour agreements\, looking to refine their negotiation skills in people-centric scenarios. \nGovernment and Nonprofit Sector Professionals: Individuals in public service\, diplomacy\, or the nonprofit sector engaged in negotiations for funding\, collaborations\, or policy agreements\, aiming to enhance their effectiveness in these unique contexts. \nAnyone Involved in Commercial Transactions: Professionals from diverse backgrounds\, including marketing\, finance\, and operations\, who play a role in commercial transactions and wish to contribute more effectively to negotiation processes. \nAgenda \nIntroduction to Commercial Negotiation\n– Overview of negotiation in the commercial context\n– Key principles and elements of successful negotiation. \nThe Psychology of Negotiation\n– Understanding human behaviour in negotiation\n– Building empathy and rapport for effective communication \nEssential Communication Skills for Negotiators\n– Active listening and effective questioning techniques\n– Non-verbal communication and body language in negotiation \nIdentifying and Prioritizing Interests\n– Differentiating between positions and interests\n– Strategies for uncovering and prioritizing stakeholders interests \nCreating Value in Negotiations\n– Collaborative problem-solving techniques\n– Expanding the pie: Strategies for creating mutually beneficial outcomes \nPower Dynamics in Negotiation\n– Understanding sources of power in negotiation\n– Strategies for navigating power imbalances \nNegotiation Styles and Approaches\n– Assessing personal negotiation style\n– Adapting negotiation approaches based on the context \nPreparing for Negotiation\n– Developing a comprehensive negotiation plan\n– Setting goals and defining BATNA (Best Alternative to a Negotiated Agreement) \nHandling Difficult Situations and Deadlocks\n– Strategies for overcoming impasses and deadlocks\n– Dealing with difficult personalities in negotiation \nEthical Considerations in Commercial Negotiation\n– Exploring ethical dilemmas in negotiation\n– Establishing ethical guidelines for negotiation practices \nNegotiating in a Global Context\n– Cross-cultural negotiation considerations\n– Adapting strategies for international negotiations \nReal-world Simulations and Case Studies\n– Applying learned concepts through practical exercises\n– Analyzing and discussing real-world negotiation scenarios \nMock Negotiation Exercises\n– Participants engage in simulated negotiations\n– Peer and instructor feedback for continuous improvement
URL:https://innoversity.org/event/commercial-negotiation-14/
LOCATION:Virtual
CATEGORIES:Sales
ATTACH;FMTTYPE=image/jpeg:https://innoversity.org/wp-content/uploads/2024/01/Innoversity-Eventbrite-Cover-1.jpg
END:VEVENT
BEGIN:VEVENT
DTSTART;TZID=UTC:20250310T090000
DTEND;TZID=UTC:20250314T163000
DTSTAMP:20260408T083608
CREATED:20240120T190016Z
LAST-MODIFIED:20240120T190016Z
UID:3249-1741597200-1741969800@innoversity.org
SUMMARY:Psycology of Selling
DESCRIPTION:Psychology of Selling\nWelcome to the “Psychology of Selling” course\, where the art and science of successful sales converge. In this dynamic program\, participants will delve into the intricacies of human behaviour\, unlocking the psychological principles that drive effective selling strategies. From understanding customer motivations to mastering the psychology behind persuasive communication\, this course empowers sales professionals and entrepreneurs alike with the insights and techniques needed to close deals\, build lasting client relationships\, and elevate sales performance to new heights. Join us for a transformative journey that goes beyond traditional sales tactics\, offering a deep dive into the psychology of buying and selling for unparalleled success in the world of sales. \nLooking to improve your selling skills?  \nThis five day course is designed for sales professionals looking for practical techniques to improve their game. This course will provide you with an overview of the sales process\, from prospecting through to closing the deal. It will take the fundamentals and develop your sales skills and techniques to enable you to think about the opportunity to understand the best approach. You will be taught consumer behaviour\, customer segmentation and targeting to tailor your sales efforts to match what the customer expects. This course is designed to enable you to quickly analyse the sales opportunity and adapt your sales approach to achieve maximum results. \nDevelop your skills to help customers identify their needs and provide solutions to those need. Sales professionals add value to the sales process by providing the customer with relevant information\, providing customers with insights and new ways of looking at problems.  \nProspecting is the one task that will directly impact a sales professionals performance. Successful sales professionals are those who spend the majority of their time prospecting. The quality of the prospecting efforts can boost the number of meetings booked and therefore deals closed. Learn effective techniques from experienced sales professionals Spend less time chatting to receptionists and more time dealing with decision makes by implementing effective prospecting techniques. Grab your prospects attention with tailored interest getters. \nBuild trust by demonstrating your competence and understanding how to take control of the sale process to maintain the customers confidence. \nIneffective sales people waste time speaking to prospects who are not interested in buying. Effective sales people qualify buyers. This will allow you to spend your time with potential buyers\, and spend your otherwise wasted time to improve prospects.  \nOur world class instructors have advanced qualifications and industry experience working for some of the largest international brands and can pass the insight on to you.  \nInnoversity is a market leading education provider dedicated to enabling people to make the most out of technology. We offer courses in Project Management\, Digital Marketing\, Web Development\, Software Development\, Design\, Data\, AI\, Cyber\, Cloud\, Networking and Business Applications.  \nWho is it for?  \nThis training course is intended for sales professionals who are looking for an introductory course on selling in a B2B and B2C environment.\n¥	Sales Representative\n¥	Account Manager\n¥	Client Executive\n¥	Customer Relationship Manager\n¥	Sales Manager\n¥	Sales Enablement \nAgenda \nThe Psychology of Selling – Understand the impact of mentality on your personal selling journey. Gain insight into motivational techniques to achieve success\nConsumer Buyer Behaviour – Understand the thoughts and actions of consumers before and during the sales. Examine how this impacts on the sales process.  \nOrganisational Buyer Behaviour – Organisations act differently to consumers. Learn how to optimise your sales techniques to appeal to business buyers \nSegmentation and Targeting – Tailor your messaging and approach based on your customer. Learn how to identify your customers wants and interests based on key demographics.  \nCreating a Personal Selling Strategy – Combine buyer behaviour and segmentation and targeting to adapt your sales approach to resonate with the customer as an individual\nEffective Prospecting	Break through the noise and gain your prospects interest. \nQualifying Buyers – Rookie sales executives waste time chasing prospects who like to chat\, but are not ready to buy. Quality your prospect to ensure you save yourself time\, and energy disqualifying prospects who are not ready to buy. \nBooking Meetings – Increase the number of meetings booked with quality prospects\nIdentifying Needs on Discovery Calls	Explore how to ask the right questions to discover your prospects needs and motivations \nPositioning Products and Services – Dont pitch. Position! Tailor your offer to solve your clients problems. Pitching the right way will increase your win rate. \nObjection Handling – Objections are a natural part of the sales process. Understand the different types of objections and how to handle them. Learn how to provide your prospects with the confidence to buy. \nNegotiation – Gain insight into basic negotiation tactics to provide your client with the best available offer \nClosing – Never sweat asking for business again. Learn how to bring the sale to a natural close and win business. \nFollowing up – Develop long term relationships with customers by following up. Ensure your customers are satisfied and collect social proof to develop future business.
URL:https://innoversity.org/event/psycology-of-selling-14/
LOCATION:Virtual
CATEGORIES:Sales
ATTACH;FMTTYPE=image/jpeg:https://innoversity.org/wp-content/uploads/2024/01/7697338D-76E1-4E5C-854D-46567308B047.jpg
END:VEVENT
BEGIN:VEVENT
DTSTART;TZID=UTC:20250306T090000
DTEND;TZID=UTC:20250307T163000
DTSTAMP:20260408T083608
CREATED:20240120T185933Z
LAST-MODIFIED:20240120T185933Z
UID:3235-1741251600-1741365000@innoversity.org
SUMMARY:Personal Selling Skills
DESCRIPTION:Personal Selling Skills\nGetting started in sales?  \nThis two day introductory course will cover the fundamentals of selling to enable you to hit the ground running to achieve your targets.  \n20% of sales professionals bring in 80% of the revenue. Learn the skills necessary to become a top performer and achieve your sales goals.  \nSales professionals are the rockstars that keep all businesses running. Their survival is based on sales professionals bringing in deals. Sales offers a rewarding and varied career with strong growth prospects. \nSales professionals help customers identify their needs and provide solutions to those needs. Sales professionals add value to the sales process by providing the customer with relevant information\, providing customers with insights and new ways of looking at problems. Learn how to take control of the sale process to ensure the customer receives what they want.  \nThis course will provide you with an overview of the sales process\, from prospecting through to closing the deal. You will also learn practical techniques you can apply immediately. This course is designed to speed up your learning process so that you are more effective early in your sales career.  \nProspecting is the one task that will directly impact a sales professionals performance. Successful sales professionals are those who spend the majority of their time prospecting. The quality of the prospecting efforts can boost the number of meetings booked and therefore deals closed. Learn effective techniques from experienced sales professionals Spend less time chatting to receptionists and more time dealing with decision makes by implementing effective prospecting techniques. Grab your prospects attention with tailored interest-getters. \nIneffective salespeople waste time speaking to prospects who are not interested in buying. Effective salespeople qualify buyers. This will allow you to spend your time with potential buyers\, and spend your otherwise wasted time to improve prospects.  \nOur world class instructors have advanced qualifications and industry experience working for some of the largest international brands and can pass the insight on to you.  \nInnoversity is a market leading education provider dedicated to enabling people to make the most out of technology. We offer courses in Project Management\, Digital Marketing\, Web Development\, Software Development\, Design\, Data\, AI\, Cyber\, Cloud\, Networking and Business Applications.  \nWho is it for?  \nThis training course is intended for sales professionals who are looking for an introductory course on selling in a B2B and B2C environment.\n¥	Sales Representative\n¥	Account Manager\n¥	Client Executive\n¥	Customer Relationship Manager\n¥	Sales Manager\n¥	Sales Enablement \nAgenda \nThe Role of Selling – Understand the impact selling makes to organisations and the different types of sales roles. \nSetting Targets – To be successful\, you need to set a target. Learn how to set effective personal sales goals. \nProspecting – Break through the noise and gain your prospects interest.  \nQualifying – Rookie sales executives waste time chasing prospects who like to chat\, but are not ready to buy. Qualify your prospect to ensure you save yourself time\, energy disqualifying prospects who are not ready to buy.  \nBooking Meetings – Increase the number of meetings booked with quality prospects\nDiscovery calls	Explore how to ask the right questions to discover your prospects needs and motivations \nPitching – Tailor your offer to solve your clients problems. Pitching the right way will increase your win rate.  \nObjection Handling – Objections are a natural part of the sales process. Understand the different types of objections and how to handle them. Learn how to provide your prospects with the confidence to buy. \nNegotiation – Gain insight into basic negotiation tactics to provide your client with the best available offer \nClosing – Never sweat asking for business again. Learn how to bring the sale to a natural close and win business.
URL:https://innoversity.org/event/personal-selling-skills-14/
LOCATION:Virtual
CATEGORIES:Sales
ATTACH;FMTTYPE=image/jpeg:https://innoversity.org/wp-content/uploads/2024/01/BEE556C7-030B-4B92-8B22-CC420E18B223.jpg
END:VEVENT
BEGIN:VEVENT
DTSTART;TZID=UTC:20250227T090000
DTEND;TZID=UTC:20250228T163000
DTSTAMP:20260408T083608
CREATED:20240120T190218Z
LAST-MODIFIED:20240121T233620Z
UID:3290-1740646800-1740760200@innoversity.org
SUMMARY:Solution Selling
DESCRIPTION:Solution Selling\nEmbark on a transformative journey with our Solution Selling Course\, where the art of strategic persuasion meets the science of understanding client needs. This immersive learning experience is designed to elevate your sales acumen to new heights\, transcending traditional methods and embracing a dynamic approach tailored to the modern business landscape. \nGuided by seasoned experts\, this course delves deep into the intricacies of solution selling\, offering a comprehensive exploration of the psychology behind successful client engagement. Uncover the secrets of empathetic communication and learn to navigate the complexities of buyer decision-making with finesse. \nThroughout the program\, participants will engage in real-world case studies\, honing their ability to identify and address customer pain points effectively. Discover the power of collaborative problem-solving as you cultivate a holistic understanding of your clients challenges\, positioning yourself as a trusted advisor rather than a mere salesperson. \nEmbrace a mindset shift that transcends transactional relationships\, fostering long-term partnerships built on mutual value. Our Solution Selling Course empowers you to articulate compelling narratives that resonate with your clients\, showcasing your products or services as indispensable solutions to their unique needs. \nAs you navigate this transformative learning experience\, you will gain practical insights into customizing your sales approach for diverse industries and clientele. Harness the art of persuasion\, leverage emotional intelligence\, and master the strategic finesse required to close deals in todays competitive marketplace. \nElevate your sales prowess\, unlock new opportunities\, and forge lasting connections with clients. Join our Solution Selling Course and embark on a journey that will revolutionize the way you approach sales\, transforming challenges into triumphs and turning transactions into enduring partnerships. \nInnoversity is a market leading education provider dedicated to enabling people to make the most out of technology. We offer courses in Project Management\, Digital Marketing\, Web Development\, Software Development\, Design\, Data\, AI\, Cyber\, Cloud\, Networking and Business Applications. \nWho Should Attend? \nThis consultative selling course is designed for professionals across various industries who are eager to enhance their sales skills and adopt a customer-centric approach to selling. The program is particularly beneficial for: \nSales Professionals: Sales representatives\, account executives\, and sales managers looking to elevate their consultative selling techniques and foster long-term client relationships. \nBusiness Development Professionals: Individuals responsible for identifying new opportunities\, building strategic partnerships\, and expanding market reach will gain valuable insights to refine their consultative selling strategies. \nEntrepreneurs and Small Business Owners: Those leading their own businesses will benefit from learning consultative selling methods to understand and meet the unique needs of their clients\, driving business growth. \nCustomer Service Representatives: Professionals focused on customer satisfaction and retention can leverage consultative selling principles to provide personalized solutions and enhance customer loyalty. \nMarketing Professionals: Marketers seeking a comprehensive understanding of the sales process and how to align marketing efforts with consultative selling strategies to generate more qualified leads. \nWhether you are new to sales or a seasoned professional\, this course provides a solid foundation in consultative selling principles\, equipping attendees with the tools and strategies to excel in todays dynamic and customer-focused business landscape. \nAgenda \nIntroduction to Solution Selling\n– Overview of the solution selling methodology\n– Key principles and benefits of solution selling\n– Differentiating solution selling from traditional sales approaches \nCustomer-Centric Approach\n– Importance of understanding and aligning with customer needs\n– Building empathy and rapport with clients\n– Identifying pain points and challenges through active listening \nThe Solution Selling Process\n– Exploring the stages of the solution-selling process\n– Mapping the buyers journey and sales process\n– Integrating solution selling into the overall sales strategy \nProduct vs. Solution\n– Understanding the distinction between products and solutions\n– Positioning offerings as comprehensive solutions to client problems\n– Creating value through a solutions-oriented mindset \nCustomizing Solutions\n– Tailoring solutions to meet individual client needs\n– Building flexible and adaptive proposals\n– Leveraging case studies and success stories in solution presentations \nAsking Powerful Questions\n– Techniques for asking open-ended and probing questions\n– Uncovering latent needs and desires of clients\n– Using questioning to guide the sales conversation \nHandling Objections\n– Identifying common objections in solution selling\n– Developing effective objection-handling strategies\n– Turning objections into opportunities for further discussion \nCrafting Persuasive Proposals\n– Structure and components of a compelling solution proposal\n– Highlighting key benefits and outcomes for the client\n– Incorporating visual elements for clarity and impact \nEffective Presentation Skills\n– Delivering engaging and persuasive solution presentations\n– Techniques for impactful storytelling\n– Handling Q&A sessions with confidence \nImplementing Solution Selling in Your Organization\n– Strategies for organizational alignment with solution selling\n– Training and coaching sales teams for success\n– Monitoring and measuring the effectiveness of solution selling \nContinuous Improvement\n– Establishing feedback loops for ongoing improvement\n– Adapting to changing market conditions and customer needs\n– Leveraging technology and analytics in solution selling
URL:https://innoversity.org/event/solution-selling-13/
LOCATION:Virtual
CATEGORIES:Sales
ATTACH;FMTTYPE=image/jpeg:https://innoversity.org/wp-content/uploads/2024/01/23.jpg
END:VEVENT
BEGIN:VEVENT
DTSTART;TZID=UTC:20250224T090000
DTEND;TZID=UTC:20250226T163000
DTSTAMP:20260408T083608
CREATED:20240120T185728Z
LAST-MODIFIED:20240120T185728Z
UID:3192-1740387600-1740587400@innoversity.org
SUMMARY:Consultative Selling
DESCRIPTION:Consultative Selling\nEmbark on a transformative journey into the art of consultative selling with our immersive course. Delve into the nuanced world of sales\, where relationships matter as much as results. This comprehensive program is designed to empower you with the skills and insights needed to navigate the complex terrain of consultative selling. \nGuided by seasoned experts\, you will explore the foundations of consultative selling\, emphasizing the importance of understanding clients unique needs and challenges. Uncover the keys to building genuine connections that go beyond transactional exchanges\, fostering trust and long-lasting partnerships. \nImmerse yourself in dynamic\, real-world scenarios that mirror the challenges of consultative selling. Through interactive exercises\, you will hone your ability to ask incisive questions\, actively listen\, and tailor your approach to each clients specific situation. Learn the art of uncovering latent needs and positioning your product or service as a tailored solution\, rather than a one-size-fits-all offering. \nThroughout the course\, well delve into the psychology of decision-making\, equipping you with the insights to anticipate and address objections effectively. Master the art of storytelling to create compelling narratives that resonate with your clients\, making your offerings not just products or services but solutions that align with their aspirations. \nThis consultative selling course transcends traditional sales methodologies. Its a holistic exploration of the client relationship\, where your role transforms from seller to trusted advisor. As you progress\, you will cultivate a mindset that values collaboration over persuasion and partnerships over transactions. \nBy the courses conclusion\, you will emerge with a refined skill set\, ready to navigate the intricate landscape of consultative selling with confidence and finesse. Elevate your sales approach\, deepen client relationships\, and propel your career to new heights with this enriching and dynamic consultative selling course. \nInnoversity is a market leading education provider dedicated to enabling people to make the most out of technology. We offer courses in Project Management\, Digital Marketing\, Web Development\, Software Development\, Design\, Data\, AI\, Cyber\, Cloud\, Networking and Business Applications.  \nWho Should Attend  \nThis course on Relationship Selling is tailored for individuals across diverse professional backgrounds who aspire to elevate their sales approach by prioritizing authentic connections and building long-lasting client relationships. Whether you are a seasoned sales professional seeking to refine your strategy or someone new to sales eager to establish a strong foundation\, this course is designed to benefit: \nSales Professionals: Enhance your existing sales skills by learning how to establish meaningful connections with clients\, resulting in increased client loyalty and long-term partnerships. \nBusiness Development Executives: Explore relationship-centric strategies to cultivate and expand your client base\, fostering trust and loyalty that goes beyond initial transactions. \nEntrepreneurs and Small Business Owners: Develop essential relationship selling skills to personally engage with clients\, creating a customer-centric approach that distinguishes your business in a competitive market. \nAccount Managers: Deepen your understanding of clients needs and aspirations\, transforming your role into that of a trusted advisor who actively contributes to clients success. \nCustomer Service Representatives: Discover how relationship selling principles can enhance customer satisfaction\, turning satisfied customers into loyal advocates for your products or services. \nMarketing Professionals: Gain insights into aligning marketing strategies with relationship-building goals\, ensuring a seamless and consistent customer experience throughout the entire sales journey. \nProfessionals in Client-Facing Roles: Whether you work in consulting\, finance\, or any client-facing position\, acquiring relationship selling skills will empower you to connect authentically with clients\, contributing to overall business success. \nAgenda \nIntroduction to Consultative Selling\n– Defining Consultative\nwith Traditional Sales Approaches\n– Understanding the Importance of Building Relationships in Sales \nThe Psychology of Decision-Making\n– Exploring Customer Selling\n– Contrasting Consultative Selling Decision-Making Processes\n– Identifying Emotional and Rational Drivers\n– Anticipating and Addressing Common Objections \nBuilding Effective Communication Skills\n– Developing Active Listening Techniques\n– Mastering the Art of Asking Incisive Questions\n– Enhancing Verbal and Non-Verbal Communication \nUncovering Client Needs\n– Strategies for Probing and Discovery\n– Recognizing Implicit Needs\n– Using Insights to Tailor Solutions \nPositioning Solutions with Impact\n– Creating Compelling Narratives\n– Art of Storytelling in Consultative Selling\n– Tailoring Product/Service Offerings to Client Needs \nHandling Objections with Finesse\n– Identifying Common Objections in Consultative Selling\n– Constructive Responses and Overcoming Resistance\n– Turning Objections into Opportunities \nBuilding Trust and Credibility\n– Strategies for Establishing Trustworthy Relationships\n– Balancing Professionalism and Authenticity\n– Leveraging Success Stories and Testimonials \nNavigating Long-Term Client Relationships\n– Transitioning from Salesperson to Trusted Advisor\n– Strategies for Ongoing Client Engagement\n– Cultivating Loyalty and Referral Opportunities \nReal-world Simulations and Case Studies\n– Applying Consultative Selling Principles in Practical Scenarios\n– Analyzing Success Stories and Learning from Challenges\n– Group Discussions and Peer-to-Peer Feedback
URL:https://innoversity.org/event/consultative-selling-13/
LOCATION:Virtual
CATEGORIES:Sales
ATTACH;FMTTYPE=image/jpeg:https://innoversity.org/wp-content/uploads/2024/01/Innoversity-Eventbrite-Cover-2.jpg
END:VEVENT
BEGIN:VEVENT
DTSTART;TZID=UTC:20250221T090000
DTEND;TZID=UTC:20250221T163000
DTSTAMP:20260408T083608
CREATED:20240120T190059Z
LAST-MODIFIED:20240121T233725Z
UID:3262-1740128400-1740155400@innoversity.org
SUMMARY:Relationship Selling
DESCRIPTION:Relationship Selling\nWelcome to the immersive course on Relationship Selling\, where the art of forging meaningful connections takes centre stage in the world of sales. In this transformative learning experience\, participants will delve into the intricacies of building authentic relationships with clients that extend beyond transactional encounters. \nEmbark on a journey that transcends conventional sales strategies as we explore the profound impact of interpersonal dynamics on the sales process. Through insightful discussions\, engaging case studies\, and interactive exercises\, you will gain a deep understanding of the psychology behind successful relationship selling. \nUncover the power of effective communication and active listening\, learning how to truly connect with your clients on a personal level. Discover the nuances of tailoring your approach to different personalities\, fostering trust\, and cultivating lasting partnerships that extend far beyond the initial sale. \nOur seasoned instructors bring a wealth of real-world experience to the table\, providing you with practical insights and proven techniques to navigate the complexities of relationship selling. Through role-playing scenarios and group discussions\, you will refine your skills in adapting to diverse client needs and building a rapport that stands the test of time. \nBy the end of this course\, you will not only master the art of relationship selling but also develop a strategic mindset that positions you as a trusted advisor rather than just a salesperson. Join us in this enriching exploration of human connection and elevate your sales approach to new heights. \nInnoversity is a market leading education provider dedicated to enabling people to make the most out of technology. We offer courses in Project Management\, Digital Marketing\, Web Development\, Software Development\, Design\, Data\, AI\, Cyber\, Cloud\, Networking and Business Applications. \nWho Should Attend? \nSales Professionals:\n– Individuals currently working in sales roles\, especially those involved in selling products or services that require relationship-building with clients and customers.\n– Sales representatives seeking to enhance their interpersonal skills and deepen connections with clients to drive long-term business relationships. \nBusiness Development Executives:\n– Professionals responsible for identifying new business opportunities and cultivating partnerships.\n– Those aiming to refine their relationship-building strategies to foster sustainable connections with potential clients and partners. \nEntrepreneurs and Small Business Owners:\n– Business leaders looking to establish and maintain strong connections with clients and customers for the growth and sustainability of their ventures.\n– Individuals keen on learning relationship selling techniques to differentiate their businesses in competitive markets. \nCustomer Service Representatives:\n– Individuals in customer-facing roles interested in improving customer satisfaction and loyalty through effective relationship-building.\n– Professionals seeking to integrate relationship selling principles into their customer service approach to create lasting connections. \nMarketing Professionals:\n– Marketers who want to understand the intersection of marketing and sales\, and how relationship selling can contribute to a more holistic customer experience.\n– Those interested in aligning marketing strategies with sales efforts to maximize customer engagement and retention. \nAccount Managers:\n– Professionals responsible for managing and nurturing existing client accounts.\n– Account managers aiming to strengthen client relationships\, increase client retention\, and identify upselling or cross-selling opportunities. \nSales Managers and Team Leaders:\n– Sales leaders looking to equip their teams with advanced relationship selling techniques to drive overall team success.\n– Managers seeking to create a customer-centric sales culture within their organizations. \nProfessionals Transitioning to Sales Roles:\n– Individuals from diverse professional backgrounds interested in entering the field of sales and wishing to develop strong relationship-building skills from the outset.\n– Career changers looking to understand the principles of relationship selling to excel in their new sales-focused roles. \nAgenda \nIntroduction to Relationship Selling\n– Defining Relationship Selling\n– Differentiating Relationship Selling from Traditional Sales Approaches \nUnderstanding Buyer Behavior\n– Analyzing the Buyers Journey\n– Recognizing Emotional Drivers in Purchasing Decisions \nBuilding Trust and Credibility\n– Importance of Trust in Sales\n– Strategies for Establishing Credibility with Clients \nEffective Communication Skills\n– Active Listening Techniques\n– Tailoring Communication Styles to Connect with Clients \nCustomizing Solutions for Clients\n– Needs Assessment and Solution Matching\n– Tailoring Products/Services to Client Requirements \nHandling Objections and Resolving Issues\n– Anticipating and Addressing Common Objections\n– Conflict Resolution Strategies for Maintaining Relationships \nCreating Value for Clients\n– Demonstrating Value Propositions\n– Adding Value Throughout the Sales Process \nLeveraging Technology in Relationship Selling\n– CRM Systems and Relationship Management\n– Integrating Digital Tools for Enhanced Customer Engagement \nCustomer Retention Strategies\n– Developing Loyalty Programs\n– Proactive Measures for Retaining Clients \nCross-Selling and Upselling Techniques\n– Identifying Opportunities for Additional Sales\n– Cross-Selling and Upselling without Alienating Clients \nHandling Difficult Situations\n– Dealing with Dissatisfied Clients\n– Turning Negative Experiences into Positive Outcomes \nMeasuring and Evaluating Relationship Success\n– Key Performance Indicators for Relationship Selling\n– Continuous Improvement and Adaptation \nSelf-Reflection and Continuous Learning\n– Assessing Personal Strengths and Weaknesses\n– Strategies for Ongoing Professional Development \nBuilding a Personal Brand in Sales\n– Establishing an Authentic and Trustworthy Image\n– Leveraging Personal Branding to Enhance Relationships \nNetworking and Relationship Building Beyond Sales\n– Expanding Professional Networks\n– Collaborative Approaches to Business Development
URL:https://innoversity.org/event/relationship-selling-13/
LOCATION:Virtual
CATEGORIES:Sales
ATTACH;FMTTYPE=image/jpeg:https://innoversity.org/wp-content/uploads/2024/01/22.jpg
END:VEVENT
BEGIN:VEVENT
DTSTART;TZID=UTC:20250217T090000
DTEND;TZID=UTC:20250218T163000
DTSTAMP:20260408T083608
CREATED:20240120T185848Z
LAST-MODIFIED:20240120T185848Z
UID:3220-1739782800-1739896200@innoversity.org
SUMMARY:Commercial Negotiation
DESCRIPTION:Commercial Negotiation\nWelcome to the dynamic realm of Commercial Negotiation Excellence\, where strategic acumen meets persuasive finesse to unlock unparalleled success in the business arena. In this transformative course\, we invite you to embark on a journey that transcends traditional paradigms and equips you with the skills\, strategies\, and insights essential for mastering the art of negotiation in the commercial landscape. \nIn todays fast-paced and competitive business environment\, effective negotiation is a cornerstone of success. Whether you are navigating intricate deals\, forging alliances\, or seeking advantageous terms\, the ability to negotiate with confidence and finesse is indispensable. This course has been meticulously designed to empower professionals at all levels with the tools and techniques necessary to navigate the complexities of commercial negotiations and emerge victorious in every scenario. \nLed by seasoned industry experts and negotiation maestros\, our program transcends theoretical frameworks to provide practical\, real-world applications. Through a combination of immersive simulations\, case studies\, and interactive workshops\, participants will not only grasp the fundamental principles of negotiation but also cultivate the instincts required to thrive in the ever-evolving landscape of business transactions. \nGet ready to elevate your negotiation skills to new heights\, unravel the psychology behind successful deal-making\, and build a robust foundation for sustained success. Join us on this transformative journey and unlock the door to a world where every negotiation is an opportunity to excel. Enrol now\, and let the art and science of negotiation become your greatest professional asset. \nInnoversity is a market leading education provider dedicated to enabling people to make the most out of technology. We offer courses in Project Management\, Digital Marketing\, Web Development\, Software Development\, Design\, Data\, AI\, Cyber\, Cloud\, Networking and Business Applications.  \nWho Should Attend?  \nThis comprehensive Commercial Negotiation Course is tailored for professionals across various industries who aim to enhance their negotiation prowess and elevate their ability to secure favourable outcomes in commercial dealings.  \nThe program is specifically designed for: \nBusiness Executives and Leaders: CEOs\, CFOs\, and other C-suite executives who are responsible for making critical business decisions and overseeing negotiations that impact the organizations success. \nSales and Business Development Professionals: Individuals involved in selling products\, services\, or forging partnerships\, seeking to sharpen their negotiation skills to secure optimal deals and cultivate long-term relationships. \nProcurement and Supply Chain Managers: Professionals responsible for sourcing goods and services\, who wish to strengthen their negotiation techniques to secure cost-effective agreements and mitigate risks in the supply chain. \nLegal Professionals: Attorneys and legal advisors involved in commercial transactions\, contracts\, and dispute resolution\, aiming to enhance their negotiation capabilities to better serve their clients. \nEntrepreneurs and Small Business Owners: Individuals leading their own ventures who want to negotiate effectively to secure partnerships\, funding\, and favourable business terms. \nProject Managers: Those tasked with managing projects and collaborations\, seeking to develop negotiation skills crucial for navigating project complexities\, managing stakeholders\, and ensuring successful project outcomes. \nHuman Resources Professionals: HR leaders and managers involved in employment negotiations\, conflict resolution\, and labour agreements\, looking to refine their negotiation skills in people-centric scenarios. \nGovernment and Nonprofit Sector Professionals: Individuals in public service\, diplomacy\, or the nonprofit sector engaged in negotiations for funding\, collaborations\, or policy agreements\, aiming to enhance their effectiveness in these unique contexts. \nAnyone Involved in Commercial Transactions: Professionals from diverse backgrounds\, including marketing\, finance\, and operations\, who play a role in commercial transactions and wish to contribute more effectively to negotiation processes. \nAgenda \nIntroduction to Commercial Negotiation\n   – Overview of negotiation in the commercial context\n   – Key principles and elements of successful negotiation. \nThe Psychology of Negotiation\n   – Understanding human behaviour in negotiation\n   – Building empathy and rapport for effective communication \nEssential Communication Skills for Negotiators\n   – Active listening and effective questioning techniques\n   – Non-verbal communication and body language in negotiation \nIdentifying and Prioritizing Interests\n   – Differentiating between positions and interests\n   – Strategies for uncovering and prioritizing stakeholders interests \nCreating Value in Negotiations\n   – Collaborative problem-solving techniques\n   – Expanding the pie: Strategies for creating mutually beneficial outcomes \nPower Dynamics in Negotiation\n   – Understanding sources of power in negotiation\n   – Strategies for navigating power imbalances \nNegotiation Styles and Approaches\n   – Assessing personal negotiation style\n   – Adapting negotiation approaches based on the context \nPreparing for Negotiation\n   – Developing a comprehensive negotiation plan\n   – Setting goals and defining BATNA (Best Alternative to a Negotiated Agreement) \nHandling Difficult Situations and Deadlocks\n   – Strategies for overcoming impasses and deadlocks\n   – Dealing with difficult personalities in negotiation \nEthical Considerations in Commercial Negotiation\n    – Exploring ethical dilemmas in negotiation\n    – Establishing ethical guidelines for negotiation practices \nNegotiating in a Global Context\n    – Cross-cultural negotiation considerations\n    – Adapting strategies for international negotiations \nReal-world Simulations and Case Studies\n    – Applying learned concepts through practical exercises\n    – Analyzing and discussing real-world negotiation scenarios \nMock Negotiation Exercises\n    – Participants engage in simulated negotiations\n    – Peer and instructor feedback for continuous improvement
URL:https://innoversity.org/event/commercial-negotiation-13/
LOCATION:Virtual
CATEGORIES:Sales
ATTACH;FMTTYPE=image/jpeg:https://innoversity.org/wp-content/uploads/2024/01/Innoversity-Eventbrite-Cover-1.jpg
END:VEVENT
BEGIN:VEVENT
DTSTART;TZID=UTC:20250210T090000
DTEND;TZID=UTC:20250214T163000
DTSTAMP:20260408T083608
CREATED:20240120T190015Z
LAST-MODIFIED:20240121T234934Z
UID:3248-1739178000-1739550600@innoversity.org
SUMMARY:Psycology of Selling
DESCRIPTION:Psychology of Selling\nWelcome to the “Psychology of Selling” course\, where the art and science of successful sales converge. In this dynamic program\, participants will delve into the intricacies of human behaviour\, unlocking the psychological principles that drive effective selling strategies. From understanding customer motivations to mastering the psychology behind persuasive communication\, this course empowers sales professionals and entrepreneurs alike with the insights and techniques needed to close deals\, build lasting client relationships\, and elevate sales performance to new heights. Join us for a transformative journey that goes beyond traditional sales tactics\, offering a deep dive into the psychology of buying and selling for unparalleled success in the world of sales. \nLooking to improve your selling skills? \nThis five day course is designed for sales professionals looking for practical techniques to improve their game. This course will provide you with an overview of the sales process\, from prospecting through to closing the deal. It will take the fundamentals and develop your sales skills and techniques to enable you to think about the opportunity to understand the best approach. You will be taught consumer behaviour\, customer segmentation and targeting to tailor your sales efforts to match what the customer expects. This course is designed to enable you to quickly analyse the sales opportunity and adapt your sales approach to achieve maximum results. \nDevelop your skills to help customers identify their needs and provide solutions to those need. Sales professionals add value to the sales process by providing the customer with relevant information\, providing customers with insights and new ways of looking at problems. \nProspecting is the one task that will directly impact a sales professionals performance. Successful sales professionals are those who spend the majority of their time prospecting. The quality of the prospecting efforts can boost the number of meetings booked and therefore deals closed. Learn effective techniques from experienced sales professionals Spend less time chatting to receptionists and more time dealing with decision makes by implementing effective prospecting techniques. Grab your prospects attention with tailored interest getters. \nBuild trust by demonstrating your competence and understanding how to take control of the sale process to maintain the customers confidence. \nIneffective sales people waste time speaking to prospects who are not interested in buying. Effective sales people qualify buyers. This will allow you to spend your time with potential buyers\, and spend your otherwise wasted time to improve prospects. \nOur world class instructors have advanced qualifications and industry experience working for some of the largest international brands and can pass the insight on to you. \nInnoversity is a market leading education provider dedicated to enabling people to make the most out of technology. We offer courses in Project Management\, Digital Marketing\, Web Development\, Software Development\, Design\, Data\, AI\, Cyber\, Cloud\, Networking and Business Applications. \nWho is it for? \nThis training course is intended for sales professionals who are looking for an introductory course on selling in a B2B and B2C environment. \nAgenda \nThe Psychology of Selling – Understand the impact of mentality on your personal selling journey. Gain insight into motivational techniques to achieve success\nConsumer Buyer Behaviour – Understand the thoughts and actions of consumers before and during the sales. Examine how this impacts on the sales process. \nOrganisational Buyer Behaviour – Organisations act differently to consumers. Learn how to optimise your sales techniques to appeal to business buyers \nSegmentation and Targeting – Tailor your messaging and approach based on your customer. Learn how to identify your customers wants and interests based on key demographics. \nCreating a Personal Selling Strategy – Combine buyer behaviour and segmentation and targeting to adapt your sales approach to resonate with the customer as an individual\nEffective Prospecting Break through the noise and gain your prospects interest. \nQualifying Buyers – Rookie sales executives waste time chasing prospects who like to chat\, but are not ready to buy. Quality your prospect to ensure you save yourself time\, and energy disqualifying prospects who are not ready to buy. \nBooking Meetings – Increase the number of meetings booked with quality prospects\nIdentifying Needs on Discovery Calls Explore how to ask the right questions to discover your prospects needs and motivations \nPositioning Products and Services – Dont pitch. Position! Tailor your offer to solve your clients problems. Pitching the right way will increase your win rate. \nObjection Handling – Objections are a natural part of the sales process. Understand the different types of objections and how to handle them. Learn how to provide your prospects with the confidence to buy. \nNegotiation – Gain insight into basic negotiation tactics to provide your client with the best available offer \nClosing – Never sweat asking for business again. Learn how to bring the sale to a natural close and win business. \nFollowing up – Develop long term relationships with customers by following up. Ensure your customers are satisfied and collect social proof to develop future business.
URL:https://innoversity.org/event/psycology-of-selling-13/
LOCATION:Virtual
CATEGORIES:Sales
ATTACH;FMTTYPE=image/jpeg:https://innoversity.org/wp-content/uploads/2024/01/7697338D-76E1-4E5C-854D-46567308B047.jpg
END:VEVENT
BEGIN:VEVENT
DTSTART;TZID=UTC:20250206T090000
DTEND;TZID=UTC:20250207T163000
DTSTAMP:20260408T083608
CREATED:20240120T185931Z
LAST-MODIFIED:20240121T234335Z
UID:3234-1738832400-1738945800@innoversity.org
SUMMARY:Personal Selling Skills
DESCRIPTION:Personal Selling Skills\nGetting started in sales? \nThis two day introductory course will cover the fundamentals of selling to enable you to hit the ground running to achieve your targets. \n20% of sales professionals bring in 80% of the revenue. Learn the skills necessary to become a top performer and achieve your sales goals. \nSales professionals are the rockstars that keep all businesses running. Their survival is based on sales professionals bringing in deals. Sales offers a rewarding and varied career with strong growth prospects. \nSales professionals help customers identify their needs and provide solutions to those needs. Sales professionals add value to the sales process by providing the customer with relevant information\, providing customers with insights and new ways of looking at problems. Learn how to take control of the sale process to ensure the customer receives what they want. \nThis course will provide you with an overview of the sales process\, from prospecting through to closing the deal. You will also learn practical techniques you can apply immediately. This course is designed to speed up your learning process so that you are more effective early in your sales career. \nProspecting is the one task that will directly impact a sales professionals performance. Successful sales professionals are those who spend the majority of their time prospecting. The quality of the prospecting efforts can boost the number of meetings booked and therefore deals closed. Learn effective techniques from experienced sales professionals Spend less time chatting to receptionists and more time dealing with decision makes by implementing effective prospecting techniques. Grab your prospects attention with tailored interest-getters. \nIneffective salespeople waste time speaking to prospects who are not interested in buying. Effective salespeople qualify buyers. This will allow you to spend your time with potential buyers\, and spend your otherwise wasted time to improve prospects. \nOur world class instructors have advanced qualifications and industry experience working for some of the largest international brands and can pass the insight on to you. \nInnoversity is a market leading education provider dedicated to enabling people to make the most out of technology. We offer courses in Project Management\, Digital Marketing\, Web Development\, Software Development\, Design\, Data\, AI\, Cyber\, Cloud\, Networking and Business Applications. \nWho is it for? \nThis training course is intended for sales professionals who are looking for an introductory course on selling in a B2B and B2C environment. \nAgenda \nThe Role of Selling – Understand the impact selling makes to organisations and the different types of sales roles. \nSetting Targets – To be successful\, you need to set a target. Learn how to set effective personal sales goals. \nProspecting – Break through the noise and gain your prospects interest. \nQualifying – Rookie sales executives waste time chasing prospects who like to chat\, but are not ready to buy. Qualify your prospect to ensure you save yourself time\, energy disqualifying prospects who are not ready to buy. \nBooking Meetings – Increase the number of meetings booked with quality prospects\nDiscovery calls Explore how to ask the right questions to discover your prospects needs and motivations \nPitching – Tailor your offer to solve your clients problems. Pitching the right way will increase your win rate. \nObjection Handling – Objections are a natural part of the sales process. Understand the different types of objections and how to handle them. Learn how to provide your prospects with the confidence to buy. \nNegotiation – Gain insight into basic negotiation tactics to provide your client with the best available offer \nClosing – Never sweat asking for business again. Learn how to bring the sale to a natural close and win business.
URL:https://innoversity.org/event/personal-selling-skills-13/
LOCATION:Virtual
CATEGORIES:Sales
ATTACH;FMTTYPE=image/jpeg:https://innoversity.org/wp-content/uploads/2024/01/BEE556C7-030B-4B92-8B22-CC420E18B223.jpg
END:VEVENT
BEGIN:VEVENT
DTSTART;TZID=UTC:20250130T090000
DTEND;TZID=UTC:20250131T163000
DTSTAMP:20260408T083608
CREATED:20240120T190216Z
LAST-MODIFIED:20240121T234528Z
UID:3289-1738227600-1738341000@innoversity.org
SUMMARY:Solution Selling
DESCRIPTION:Solution Selling\nEmbark on a transformative journey with our Solution Selling Course\, where the art of strategic persuasion meets the science of understanding client needs. This immersive learning experience is designed to elevate your sales acumen to new heights\, transcending traditional methods and embracing a dynamic approach tailored to the modern business landscape. \nGuided by seasoned experts\, this course delves deep into the intricacies of solution selling\, offering a comprehensive exploration of the psychology behind successful client engagement. Uncover the secrets of empathetic communication and learn to navigate the complexities of buyer decision-making with finesse. \nThroughout the program\, participants will engage in real-world case studies\, honing their ability to identify and address customer pain points effectively. Discover the power of collaborative problem-solving as you cultivate a holistic understanding of your clients challenges\, positioning yourself as a trusted advisor rather than a mere salesperson. \nEmbrace a mindset shift that transcends transactional relationships\, fostering long-term partnerships built on mutual value. Our Solution Selling Course empowers you to articulate compelling narratives that resonate with your clients\, showcasing your products or services as indispensable solutions to their unique needs. \nAs you navigate this transformative learning experience\, you will gain practical insights into customizing your sales approach for diverse industries and clientele. Harness the art of persuasion\, leverage emotional intelligence\, and master the strategic finesse required to close deals in todays competitive marketplace. \nElevate your sales prowess\, unlock new opportunities\, and forge lasting connections with clients. Join our Solution Selling Course and embark on a journey that will revolutionize the way you approach sales\, transforming challenges into triumphs and turning transactions into enduring partnerships. \nInnoversity is a market leading education provider dedicated to enabling people to make the most out of technology. We offer courses in Project Management\, Digital Marketing\, Web Development\, Software Development\, Design\, Data\, AI\, Cyber\, Cloud\, Networking and Business Applications. \nWho Should Attend? \nThis consultative selling course is designed for professionals across various industries who are eager to enhance their sales skills and adopt a customer-centric approach to selling. The program is particularly beneficial for: \nSales Professionals: Sales representatives\, account executives\, and sales managers looking to elevate their consultative selling techniques and foster long-term client relationships. \nBusiness Development Professionals: Individuals responsible for identifying new opportunities\, building strategic partnerships\, and expanding market reach will gain valuable insights to refine their consultative selling strategies. \nEntrepreneurs and Small Business Owners: Those leading their own businesses will benefit from learning consultative selling methods to understand and meet the unique needs of their clients\, driving business growth. \nCustomer Service Representatives: Professionals focused on customer satisfaction and retention can leverage consultative selling principles to provide personalized solutions and enhance customer loyalty. \nMarketing Professionals: Marketers seeking a comprehensive understanding of the sales process and how to align marketing efforts with consultative selling strategies to generate more qualified leads. \nWhether you are new to sales or a seasoned professional\, this course provides a solid foundation in consultative selling principles\, equipping attendees with the tools and strategies to excel in todays dynamic and customer-focused business landscape. \nAgenda \nIntroduction to Solution Selling\n– Overview of the solution selling methodology\n– Key principles and benefits of solution selling\n– Differentiating solution selling from traditional sales approaches \nCustomer-Centric Approach\n– Importance of understanding and aligning with customer needs\n– Building empathy and rapport with clients\n– Identifying pain points and challenges through active listening \nThe Solution Selling Process\n– Exploring the stages of the solution-selling process\n– Mapping the buyers journey and sales process\n– Integrating solution selling into the overall sales strategy \nProduct vs. Solution\n– Understanding the distinction between products and solutions\n– Positioning offerings as comprehensive solutions to client problems\n– Creating value through a solutions-oriented mindset \nCustomizing Solutions\n– Tailoring solutions to meet individual client needs\n– Building flexible and adaptive proposals\n– Leveraging case studies and success stories in solution presentations \nAsking Powerful Questions\n– Techniques for asking open-ended and probing questions\n– Uncovering latent needs and desires of clients\n– Using questioning to guide the sales conversation \nHandling Objections\n– Identifying common objections in solution selling\n– Developing effective objection-handling strategies\n– Turning objections into opportunities for further discussion \nCrafting Persuasive Proposals\n– Structure and components of a compelling solution proposal\n– Highlighting key benefits and outcomes for the client\n– Incorporating visual elements for clarity and impact \nEffective Presentation Skills\n– Delivering engaging and persuasive solution presentations\n– Techniques for impactful storytelling\n– Handling Q&A sessions with confidence \nImplementing Solution Selling in Your Organization\n– Strategies for organizational alignment with solution selling\n– Training and coaching sales teams for success\n– Monitoring and measuring the effectiveness of solution selling \nContinuous Improvement\n– Establishing feedback loops for ongoing improvement\n– Adapting to changing market conditions and customer needs\n– Leveraging technology and analytics in solution selling
URL:https://innoversity.org/event/solution-selling-12/
LOCATION:Virtual
CATEGORIES:Sales
ATTACH;FMTTYPE=image/jpeg:https://innoversity.org/wp-content/uploads/2024/01/23.jpg
END:VEVENT
BEGIN:VEVENT
DTSTART;TZID=UTC:20250127T090000
DTEND;TZID=UTC:20250129T163000
DTSTAMP:20260408T083608
CREATED:20240120T185727Z
LAST-MODIFIED:20240120T185727Z
UID:3191-1737968400-1738168200@innoversity.org
SUMMARY:Consultative Selling
DESCRIPTION:Consultative Selling\nEmbark on a transformative journey into the art of consultative selling with our immersive course. Delve into the nuanced world of sales\, where relationships matter as much as results. This comprehensive program is designed to empower you with the skills and insights needed to navigate the complex terrain of consultative selling. \nGuided by seasoned experts\, you will explore the foundations of consultative selling\, emphasizing the importance of understanding clients unique needs and challenges. Uncover the keys to building genuine connections that go beyond transactional exchanges\, fostering trust and long-lasting partnerships. \nImmerse yourself in dynamic\, real-world scenarios that mirror the challenges of consultative selling. Through interactive exercises\, you will hone your ability to ask incisive questions\, actively listen\, and tailor your approach to each clients specific situation. Learn the art of uncovering latent needs and positioning your product or service as a tailored solution\, rather than a one-size-fits-all offering. \nThroughout the course\, well delve into the psychology of decision-making\, equipping you with the insights to anticipate and address objections effectively. Master the art of storytelling to create compelling narratives that resonate with your clients\, making your offerings not just products or services but solutions that align with their aspirations. \nThis consultative selling course transcends traditional sales methodologies. Its a holistic exploration of the client relationship\, where your role transforms from seller to trusted advisor. As you progress\, you will cultivate a mindset that values collaboration over persuasion and partnerships over transactions. \nBy the courses conclusion\, you will emerge with a refined skill set\, ready to navigate the intricate landscape of consultative selling with confidence and finesse. Elevate your sales approach\, deepen client relationships\, and propel your career to new heights with this enriching and dynamic consultative selling course. \nInnoversity is a market leading education provider dedicated to enabling people to make the most out of technology. We offer courses in Project Management\, Digital Marketing\, Web Development\, Software Development\, Design\, Data\, AI\, Cyber\, Cloud\, Networking and Business Applications.  \nWho Should Attend  \nThis course on Relationship Selling is tailored for individuals across diverse professional backgrounds who aspire to elevate their sales approach by prioritizing authentic connections and building long-lasting client relationships. Whether you are a seasoned sales professional seeking to refine your strategy or someone new to sales eager to establish a strong foundation\, this course is designed to benefit: \nSales Professionals: Enhance your existing sales skills by learning how to establish meaningful connections with clients\, resulting in increased client loyalty and long-term partnerships. \nBusiness Development Executives: Explore relationship-centric strategies to cultivate and expand your client base\, fostering trust and loyalty that goes beyond initial transactions. \nEntrepreneurs and Small Business Owners: Develop essential relationship selling skills to personally engage with clients\, creating a customer-centric approach that distinguishes your business in a competitive market. \nAccount Managers: Deepen your understanding of clients needs and aspirations\, transforming your role into that of a trusted advisor who actively contributes to clients success. \nCustomer Service Representatives: Discover how relationship selling principles can enhance customer satisfaction\, turning satisfied customers into loyal advocates for your products or services. \nMarketing Professionals: Gain insights into aligning marketing strategies with relationship-building goals\, ensuring a seamless and consistent customer experience throughout the entire sales journey. \nProfessionals in Client-Facing Roles: Whether you work in consulting\, finance\, or any client-facing position\, acquiring relationship selling skills will empower you to connect authentically with clients\, contributing to overall business success. \nAgenda \nIntroduction to Consultative Selling\n– Defining Consultative\nwith Traditional Sales Approaches\n– Understanding the Importance of Building Relationships in Sales \nThe Psychology of Decision-Making\n– Exploring Customer Selling\n– Contrasting Consultative Selling Decision-Making Processes\n– Identifying Emotional and Rational Drivers\n– Anticipating and Addressing Common Objections \nBuilding Effective Communication Skills\n– Developing Active Listening Techniques\n– Mastering the Art of Asking Incisive Questions\n– Enhancing Verbal and Non-Verbal Communication \nUncovering Client Needs\n– Strategies for Probing and Discovery\n– Recognizing Implicit Needs\n– Using Insights to Tailor Solutions \nPositioning Solutions with Impact\n– Creating Compelling Narratives\n– Art of Storytelling in Consultative Selling\n– Tailoring Product/Service Offerings to Client Needs \nHandling Objections with Finesse\n– Identifying Common Objections in Consultative Selling\n– Constructive Responses and Overcoming Resistance\n– Turning Objections into Opportunities \nBuilding Trust and Credibility\n– Strategies for Establishing Trustworthy Relationships\n– Balancing Professionalism and Authenticity\n– Leveraging Success Stories and Testimonials \nNavigating Long-Term Client Relationships\n– Transitioning from Salesperson to Trusted Advisor\n– Strategies for Ongoing Client Engagement\n– Cultivating Loyalty and Referral Opportunities \nReal-world Simulations and Case Studies\n– Applying Consultative Selling Principles in Practical Scenarios\n– Analyzing Success Stories and Learning from Challenges\n– Group Discussions and Peer-to-Peer Feedback
URL:https://innoversity.org/event/consultative-selling-12/
LOCATION:Virtual
CATEGORIES:Sales
ATTACH;FMTTYPE=image/jpeg:https://innoversity.org/wp-content/uploads/2024/01/Innoversity-Eventbrite-Cover-2.jpg
END:VEVENT
BEGIN:VEVENT
DTSTART;TZID=UTC:20250124T090000
DTEND;TZID=UTC:20250124T163000
DTSTAMP:20260408T083608
CREATED:20240120T190057Z
LAST-MODIFIED:20240120T190057Z
UID:3261-1737709200-1737736200@innoversity.org
SUMMARY:Relationship Selling
DESCRIPTION:Relationship Selling\nWelcome to the immersive course on Relationship Selling\, where the art of forging meaningful connections takes centre stage in the world of sales. In this transformative learning experience\, participants will delve into the intricacies of building authentic relationships with clients that extend beyond transactional encounters. \nEmbark on a journey that transcends conventional sales strategies as we explore the profound impact of interpersonal dynamics on the sales process. Through insightful discussions\, engaging case studies\, and interactive exercises\, you will gain a deep understanding of the psychology behind successful relationship selling. \nUncover the power of effective communication and active listening\, learning how to truly connect with your clients on a personal level. Discover the nuances of tailoring your approach to different personalities\, fostering trust\, and cultivating lasting partnerships that extend far beyond the initial sale. \nOur seasoned instructors bring a wealth of real-world experience to the table\, providing you with practical insights and proven techniques to navigate the complexities of relationship selling. Through role-playing scenarios and group discussions\, you will refine your skills in adapting to diverse client needs and building a rapport that stands the test of time. \nBy the end of this course\, you will not only master the art of relationship selling but also develop a strategic mindset that positions you as a trusted advisor rather than just a salesperson. Join us in this enriching exploration of human connection and elevate your sales approach to new heights. \nInnoversity is a market leading education provider dedicated to enabling people to make the most out of technology. We offer courses in Project Management\, Digital Marketing\, Web Development\, Software Development\, Design\, Data\, AI\, Cyber\, Cloud\, Networking and Business Applications.  \nWho Should Attend?  \nSales Professionals:\n   – Individuals currently working in sales roles\, especially those involved in selling products or services that require relationship-building with clients and customers.\n   – Sales representatives seeking to enhance their interpersonal skills and deepen connections with clients to drive long-term business relationships. \nBusiness Development Executives:\n   – Professionals responsible for identifying new business opportunities and cultivating partnerships.\n   – Those aiming to refine their relationship-building strategies to foster sustainable connections with potential clients and partners. \nEntrepreneurs and Small Business Owners:\n   – Business leaders looking to establish and maintain strong connections with clients and customers for the growth and sustainability of their ventures.\n   – Individuals keen on learning relationship selling techniques to differentiate their businesses in competitive markets. \nCustomer Service Representatives:\n   – Individuals in customer-facing roles interested in improving customer satisfaction and loyalty through effective relationship-building.\n   – Professionals seeking to integrate relationship selling principles into their customer service approach to create lasting connections. \nMarketing Professionals:\n   – Marketers who want to understand the intersection of marketing and sales\, and how relationship selling can contribute to a more holistic customer experience.\n   – Those interested in aligning marketing strategies with sales efforts to maximize customer engagement and retention. \nAccount Managers:\n   – Professionals responsible for managing and nurturing existing client accounts.\n   – Account managers aiming to strengthen client relationships\, increase client retention\, and identify upselling or cross-selling opportunities. \nSales Managers and Team Leaders:\n   – Sales leaders looking to equip their teams with advanced relationship selling techniques to drive overall team success.\n   – Managers seeking to create a customer-centric sales culture within their organizations. \nProfessionals Transitioning to Sales Roles:\n   – Individuals from diverse professional backgrounds interested in entering the field of sales and wishing to develop strong relationship-building skills from the outset.\n   – Career changers looking to understand the principles of relationship selling to excel in their new sales-focused roles. \nAgenda \nIntroduction to Relationship Selling\n   – Defining Relationship Selling\n   – Differentiating Relationship Selling from Traditional Sales Approaches \nUnderstanding Buyer Behavior\n   – Analyzing the Buyers Journey\n   – Recognizing Emotional Drivers in Purchasing Decisions \nBuilding Trust and Credibility\n   – Importance of Trust in Sales\n   – Strategies for Establishing Credibility with Clients \nEffective Communication Skills\n   – Active Listening Techniques\n   – Tailoring Communication Styles to Connect with Clients \nCustomizing Solutions for Clients\n   – Needs Assessment and Solution Matching\n   – Tailoring Products/Services to Client Requirements \nHandling Objections and Resolving Issues\n   – Anticipating and Addressing Common Objections\n   – Conflict Resolution Strategies for Maintaining Relationships \nCreating Value for Clients\n   – Demonstrating Value Propositions\n   – Adding Value Throughout the Sales Process \nLeveraging Technology in Relationship Selling\n   – CRM Systems and Relationship Management\n   – Integrating Digital Tools for Enhanced Customer Engagement \nCustomer Retention Strategies\n   – Developing Loyalty Programs\n   – Proactive Measures for Retaining Clients \nCross-Selling and Upselling Techniques\n   – Identifying Opportunities for Additional Sales\n   – Cross-Selling and Upselling without Alienating Clients \nHandling Difficult Situations\n   – Dealing with Dissatisfied Clients\n   – Turning Negative Experiences into Positive Outcomes \nMeasuring and Evaluating Relationship Success\n   – Key Performance Indicators for Relationship Selling\n   – Continuous Improvement and Adaptation \nSelf-Reflection and Continuous Learning\n   – Assessing Personal Strengths and Weaknesses\n   – Strategies for Ongoing Professional Development \nBuilding a Personal Brand in Sales\n   – Establishing an Authentic and Trustworthy Image\n   – Leveraging Personal Branding to Enhance Relationships \nNetworking and Relationship Building Beyond Sales\n   – Expanding Professional Networks\n   – Collaborative Approaches to Business Development
URL:https://innoversity.org/event/relationship-selling-12/
LOCATION:Virtual
CATEGORIES:Sales
ATTACH;FMTTYPE=image/jpeg:https://innoversity.org/wp-content/uploads/2024/01/22.jpg
END:VEVENT
BEGIN:VEVENT
DTSTART;TZID=UTC:20250120T090000
DTEND;TZID=UTC:20250121T163000
DTSTAMP:20260408T083608
CREATED:20240120T185846Z
LAST-MODIFIED:20240120T185846Z
UID:3219-1737363600-1737477000@innoversity.org
SUMMARY:Commercial Negotiation
DESCRIPTION:Commercial Negotiation\nWelcome to the dynamic realm of Commercial Negotiation Excellence\, where strategic acumen meets persuasive finesse to unlock unparalleled success in the business arena. In this transformative course\, we invite you to embark on a journey that transcends traditional paradigms and equips you with the skills\, strategies\, and insights essential for mastering the art of negotiation in the commercial landscape. \nIn todays fast-paced and competitive business environment\, effective negotiation is a cornerstone of success. Whether you are navigating intricate deals\, forging alliances\, or seeking advantageous terms\, the ability to negotiate with confidence and finesse is indispensable. This course has been meticulously designed to empower professionals at all levels with the tools and techniques necessary to navigate the complexities of commercial negotiations and emerge victorious in every scenario. \nLed by seasoned industry experts and negotiation maestros\, our program transcends theoretical frameworks to provide practical\, real-world applications. Through a combination of immersive simulations\, case studies\, and interactive workshops\, participants will not only grasp the fundamental principles of negotiation but also cultivate the instincts required to thrive in the ever-evolving landscape of business transactions. \nGet ready to elevate your negotiation skills to new heights\, unravel the psychology behind successful deal-making\, and build a robust foundation for sustained success. Join us on this transformative journey and unlock the door to a world where every negotiation is an opportunity to excel. Enrol now\, and let the art and science of negotiation become your greatest professional asset. \nInnoversity is a market leading education provider dedicated to enabling people to make the most out of technology. We offer courses in Project Management\, Digital Marketing\, Web Development\, Software Development\, Design\, Data\, AI\, Cyber\, Cloud\, Networking and Business Applications.  \nWho Should Attend?  \nThis comprehensive Commercial Negotiation Course is tailored for professionals across various industries who aim to enhance their negotiation prowess and elevate their ability to secure favourable outcomes in commercial dealings.  \nThe program is specifically designed for: \nBusiness Executives and Leaders: CEOs\, CFOs\, and other C-suite executives who are responsible for making critical business decisions and overseeing negotiations that impact the organizations success. \nSales and Business Development Professionals: Individuals involved in selling products\, services\, or forging partnerships\, seeking to sharpen their negotiation skills to secure optimal deals and cultivate long-term relationships. \nProcurement and Supply Chain Managers: Professionals responsible for sourcing goods and services\, who wish to strengthen their negotiation techniques to secure cost-effective agreements and mitigate risks in the supply chain. \nLegal Professionals: Attorneys and legal advisors involved in commercial transactions\, contracts\, and dispute resolution\, aiming to enhance their negotiation capabilities to better serve their clients. \nEntrepreneurs and Small Business Owners: Individuals leading their own ventures who want to negotiate effectively to secure partnerships\, funding\, and favourable business terms. \nProject Managers: Those tasked with managing projects and collaborations\, seeking to develop negotiation skills crucial for navigating project complexities\, managing stakeholders\, and ensuring successful project outcomes. \nHuman Resources Professionals: HR leaders and managers involved in employment negotiations\, conflict resolution\, and labour agreements\, looking to refine their negotiation skills in people-centric scenarios. \nGovernment and Nonprofit Sector Professionals: Individuals in public service\, diplomacy\, or the nonprofit sector engaged in negotiations for funding\, collaborations\, or policy agreements\, aiming to enhance their effectiveness in these unique contexts. \nAnyone Involved in Commercial Transactions: Professionals from diverse backgrounds\, including marketing\, finance\, and operations\, who play a role in commercial transactions and wish to contribute more effectively to negotiation processes. \nAgenda \nIntroduction to Commercial Negotiation\n   – Overview of negotiation in the commercial context\n   – Key principles and elements of successful negotiation. \nThe Psychology of Negotiation\n   – Understanding human behaviour in negotiation\n   – Building empathy and rapport for effective communication \nEssential Communication Skills for Negotiators\n   – Active listening and effective questioning techniques\n   – Non-verbal communication and body language in negotiation \nIdentifying and Prioritizing Interests\n   – Differentiating between positions and interests\n   – Strategies for uncovering and prioritizing stakeholders interests \nCreating Value in Negotiations\n   – Collaborative problem-solving techniques\n   – Expanding the pie: Strategies for creating mutually beneficial outcomes \nPower Dynamics in Negotiation\n   – Understanding sources of power in negotiation\n   – Strategies for navigating power imbalances \nNegotiation Styles and Approaches\n   – Assessing personal negotiation style\n   – Adapting negotiation approaches based on the context \nPreparing for Negotiation\n   – Developing a comprehensive negotiation plan\n   – Setting goals and defining BATNA (Best Alternative to a Negotiated Agreement) \nHandling Difficult Situations and Deadlocks\n   – Strategies for overcoming impasses and deadlocks\n   – Dealing with difficult personalities in negotiation \nEthical Considerations in Commercial Negotiation\n    – Exploring ethical dilemmas in negotiation\n    – Establishing ethical guidelines for negotiation practices \nNegotiating in a Global Context\n    – Cross-cultural negotiation considerations\n    – Adapting strategies for international negotiations \nReal-world Simulations and Case Studies\n    – Applying learned concepts through practical exercises\n    – Analyzing and discussing real-world negotiation scenarios \nMock Negotiation Exercises\n    – Participants engage in simulated negotiations\n    – Peer and instructor feedback for continuous improvement
URL:https://innoversity.org/event/commercial-negotiation-12/
LOCATION:Virtual
CATEGORIES:Sales
ATTACH;FMTTYPE=image/jpeg:https://innoversity.org/wp-content/uploads/2024/01/Innoversity-Eventbrite-Cover-1.jpg
END:VEVENT
BEGIN:VEVENT
DTSTART;TZID=UTC:20250113T090000
DTEND;TZID=UTC:20250117T163000
DTSTAMP:20260408T083608
CREATED:20240120T190014Z
LAST-MODIFIED:20240121T234759Z
UID:3247-1736758800-1737131400@innoversity.org
SUMMARY:Psycology of Selling
DESCRIPTION:Psychology of Selling\nWelcome to the “Psychology of Selling” course\, where the art and science of successful sales converge. In this dynamic program\, participants will delve into the intricacies of human behaviour\, unlocking the psychological principles that drive effective selling strategies. From understanding customer motivations to mastering the psychology behind persuasive communication\, this course empowers sales professionals and entrepreneurs alike with the insights and techniques needed to close deals\, build lasting client relationships\, and elevate sales performance to new heights. Join us for a transformative journey that goes beyond traditional sales tactics\, offering a deep dive into the psychology of buying and selling for unparalleled success in the world of sales. \nLooking to improve your selling skills? \nThis five day course is designed for sales professionals looking for practical techniques to improve their game. This course will provide you with an overview of the sales process\, from prospecting through to closing the deal. It will take the fundamentals and develop your sales skills and techniques to enable you to think about the opportunity to understand the best approach. You will be taught consumer behaviour\, customer segmentation and targeting to tailor your sales efforts to match what the customer expects. This course is designed to enable you to quickly analyse the sales opportunity and adapt your sales approach to achieve maximum results. \nDevelop your skills to help customers identify their needs and provide solutions to those need. Sales professionals add value to the sales process by providing the customer with relevant information\, providing customers with insights and new ways of looking at problems. \nProspecting is the one task that will directly impact a sales professionals performance. Successful sales professionals are those who spend the majority of their time prospecting. The quality of the prospecting efforts can boost the number of meetings booked and therefore deals closed. Learn effective techniques from experienced sales professionals Spend less time chatting to receptionists and more time dealing with decision makes by implementing effective prospecting techniques. Grab your prospects attention with tailored interest getters. \nBuild trust by demonstrating your competence and understanding how to take control of the sale process to maintain the customers confidence. \nIneffective sales people waste time speaking to prospects who are not interested in buying. Effective sales people qualify buyers. This will allow you to spend your time with potential buyers\, and spend your otherwise wasted time to improve prospects. \nOur world class instructors have advanced qualifications and industry experience working for some of the largest international brands and can pass the insight on to you. \nInnoversity is a market leading education provider dedicated to enabling people to make the most out of technology. We offer courses in Project Management\, Digital Marketing\, Web Development\, Software Development\, Design\, Data\, AI\, Cyber\, Cloud\, Networking and Business Applications. \nWho is it for? \nThis training course is intended for sales professionals who are looking for an introductory course on selling in a B2B and B2C environment. \nAgenda \nThe Psychology of Selling – Understand the impact of mentality on your personal selling journey. Gain insight into motivational techniques to achieve success\nConsumer Buyer Behaviour – Understand the thoughts and actions of consumers before and during the sales. Examine how this impacts on the sales process. \nOrganisational Buyer Behaviour – Organisations act differently to consumers. Learn how to optimise your sales techniques to appeal to business buyers \nSegmentation and Targeting – Tailor your messaging and approach based on your customer. Learn how to identify your customers wants and interests based on key demographics. \nCreating a Personal Selling Strategy – Combine buyer behaviour and segmentation and targeting to adapt your sales approach to resonate with the customer as an individual\nEffective Prospecting Break through the noise and gain your prospects interest. \nQualifying Buyers – Rookie sales executives waste time chasing prospects who like to chat\, but are not ready to buy. Quality your prospect to ensure you save yourself time\, and energy disqualifying prospects who are not ready to buy. \nBooking Meetings – Increase the number of meetings booked with quality prospects\nIdentifying Needs on Discovery Calls Explore how to ask the right questions to discover your prospects needs and motivations \nPositioning Products and Services – Dont pitch. Position! Tailor your offer to solve your clients problems. Pitching the right way will increase your win rate. \nObjection Handling – Objections are a natural part of the sales process. Understand the different types of objections and how to handle them. Learn how to provide your prospects with the confidence to buy. \nNegotiation – Gain insight into basic negotiation tactics to provide your client with the best available offer \nClosing – Never sweat asking for business again. Learn how to bring the sale to a natural close and win business. \nFollowing up – Develop long term relationships with customers by following up. Ensure your customers are satisfied and collect social proof to develop future business.
URL:https://innoversity.org/event/psycology-of-selling-12/
LOCATION:Virtual
CATEGORIES:Sales
ATTACH;FMTTYPE=image/jpeg:https://innoversity.org/wp-content/uploads/2024/01/7697338D-76E1-4E5C-854D-46567308B047.jpg
END:VEVENT
BEGIN:VEVENT
DTSTART;TZID=UTC:20250109T090000
DTEND;TZID=UTC:20250110T163000
DTSTAMP:20260408T083608
CREATED:20240120T185930Z
LAST-MODIFIED:20240120T185930Z
UID:3233-1736413200-1736526600@innoversity.org
SUMMARY:Personal Selling Skills
DESCRIPTION:Personal Selling Skills\nGetting started in sales?  \nThis two day introductory course will cover the fundamentals of selling to enable you to hit the ground running to achieve your targets.  \n20% of sales professionals bring in 80% of the revenue. Learn the skills necessary to become a top performer and achieve your sales goals.  \nSales professionals are the rockstars that keep all businesses running. Their survival is based on sales professionals bringing in deals. Sales offers a rewarding and varied career with strong growth prospects. \nSales professionals help customers identify their needs and provide solutions to those needs. Sales professionals add value to the sales process by providing the customer with relevant information\, providing customers with insights and new ways of looking at problems. Learn how to take control of the sale process to ensure the customer receives what they want.  \nThis course will provide you with an overview of the sales process\, from prospecting through to closing the deal. You will also learn practical techniques you can apply immediately. This course is designed to speed up your learning process so that you are more effective early in your sales career.  \nProspecting is the one task that will directly impact a sales professionals performance. Successful sales professionals are those who spend the majority of their time prospecting. The quality of the prospecting efforts can boost the number of meetings booked and therefore deals closed. Learn effective techniques from experienced sales professionals Spend less time chatting to receptionists and more time dealing with decision makes by implementing effective prospecting techniques. Grab your prospects attention with tailored interest-getters. \nIneffective salespeople waste time speaking to prospects who are not interested in buying. Effective salespeople qualify buyers. This will allow you to spend your time with potential buyers\, and spend your otherwise wasted time to improve prospects.  \nOur world class instructors have advanced qualifications and industry experience working for some of the largest international brands and can pass the insight on to you.  \nInnoversity is a market leading education provider dedicated to enabling people to make the most out of technology. We offer courses in Project Management\, Digital Marketing\, Web Development\, Software Development\, Design\, Data\, AI\, Cyber\, Cloud\, Networking and Business Applications.  \nWho is it for?  \nThis training course is intended for sales professionals who are looking for an introductory course on selling in a B2B and B2C environment.\n¥	Sales Representative\n¥	Account Manager\n¥	Client Executive\n¥	Customer Relationship Manager\n¥	Sales Manager\n¥	Sales Enablement \nAgenda \nThe Role of Selling – Understand the impact selling makes to organisations and the different types of sales roles. \nSetting Targets – To be successful\, you need to set a target. Learn how to set effective personal sales goals. \nProspecting – Break through the noise and gain your prospects interest.  \nQualifying – Rookie sales executives waste time chasing prospects who like to chat\, but are not ready to buy. Qualify your prospect to ensure you save yourself time\, energy disqualifying prospects who are not ready to buy.  \nBooking Meetings – Increase the number of meetings booked with quality prospects\nDiscovery calls	Explore how to ask the right questions to discover your prospects needs and motivations \nPitching – Tailor your offer to solve your clients problems. Pitching the right way will increase your win rate.  \nObjection Handling – Objections are a natural part of the sales process. Understand the different types of objections and how to handle them. Learn how to provide your prospects with the confidence to buy. \nNegotiation – Gain insight into basic negotiation tactics to provide your client with the best available offer \nClosing – Never sweat asking for business again. Learn how to bring the sale to a natural close and win business.
URL:https://innoversity.org/event/personal-selling-skills-12/
LOCATION:Virtual
CATEGORIES:Sales
ATTACH;FMTTYPE=image/jpeg:https://innoversity.org/wp-content/uploads/2024/01/BEE556C7-030B-4B92-8B22-CC420E18B223.jpg
END:VEVENT
BEGIN:VEVENT
DTSTART;TZID=UTC:20250102T090000
DTEND;TZID=UTC:20250103T163000
DTSTAMP:20260408T083608
CREATED:20240120T190215Z
LAST-MODIFIED:20240120T190215Z
UID:3288-1735808400-1735921800@innoversity.org
SUMMARY:Solution Selling
DESCRIPTION:Solution Selling\nEmbark on a transformative journey with our Solution Selling Course\, where the art of strategic persuasion meets the science of understanding client needs. This immersive learning experience is designed to elevate your sales acumen to new heights\, transcending traditional methods and embracing a dynamic approach tailored to the modern business landscape. \nGuided by seasoned experts\, this course delves deep into the intricacies of solution selling\, offering a comprehensive exploration of the psychology behind successful client engagement. Uncover the secrets of empathetic communication and learn to navigate the complexities of buyer decision-making with finesse. \nThroughout the program\, participants will engage in real-world case studies\, honing their ability to identify and address customer pain points effectively. Discover the power of collaborative problem-solving as you cultivate a holistic understanding of your clients challenges\, positioning yourself as a trusted advisor rather than a mere salesperson. \nEmbrace a mindset shift that transcends transactional relationships\, fostering long-term partnerships built on mutual value. Our Solution Selling Course empowers you to articulate compelling narratives that resonate with your clients\, showcasing your products or services as indispensable solutions to their unique needs. \nAs you navigate this transformative learning experience\, you will gain practical insights into customizing your sales approach for diverse industries and clientele. Harness the art of persuasion\, leverage emotional intelligence\, and master the strategic finesse required to close deals in todays competitive marketplace. \nElevate your sales prowess\, unlock new opportunities\, and forge lasting connections with clients. Join our Solution Selling Course and embark on a journey that will revolutionize the way you approach sales\, transforming challenges into triumphs and turning transactions into enduring partnerships. \nInnoversity is a market leading education provider dedicated to enabling people to make the most out of technology. We offer courses in Project Management\, Digital Marketing\, Web Development\, Software Development\, Design\, Data\, AI\, Cyber\, Cloud\, Networking and Business Applications.  \nWho Should Attend?  \nThis consultative selling course is designed for professionals across various industries who are eager to enhance their sales skills and adopt a customer-centric approach to selling. The program is particularly beneficial for: \nSales Professionals: Sales representatives\, account executives\, and sales managers looking to elevate their consultative selling techniques and foster long-term client relationships. \nBusiness Development Professionals: Individuals responsible for identifying new opportunities\, building strategic partnerships\, and expanding market reach will gain valuable insights to refine their consultative selling strategies. \nEntrepreneurs and Small Business Owners: Those leading their own businesses will benefit from learning consultative selling methods to understand and meet the unique needs of their clients\, driving business growth. \nCustomer Service Representatives: Professionals focused on customer satisfaction and retention can leverage consultative selling principles to provide personalized solutions and enhance customer loyalty. \nMarketing Professionals: Marketers seeking a comprehensive understanding of the sales process and how to align marketing efforts with consultative selling strategies to generate more qualified leads. \nWhether you are new to sales or a seasoned professional\, this course provides a solid foundation in consultative selling principles\, equipping attendees with the tools and strategies to excel in todays dynamic and customer-focused business landscape. \nAgenda \nIntroduction to Solution Selling\n– Overview of the solution selling methodology\n– Key principles and benefits of solution selling\n– Differentiating solution selling from traditional sales approaches \nCustomer-Centric Approach\n– Importance of understanding and aligning with customer needs\n– Building empathy and rapport with clients\n– Identifying pain points and challenges through active listening \nThe Solution Selling Process\n– Exploring the stages of the solution-selling process\n– Mapping the buyers journey and sales process\n– Integrating solution selling into the overall sales strategy \nProduct vs. Solution\n– Understanding the distinction between products and solutions\n– Positioning offerings as comprehensive solutions to client problems\n– Creating value through a solutions-oriented mindset \nCustomizing Solutions\n– Tailoring solutions to meet individual client needs\n– Building flexible and adaptive proposals\n– Leveraging case studies and success stories in solution presentations \nAsking Powerful Questions\n– Techniques for asking open-ended and probing questions\n– Uncovering latent needs and desires of clients\n– Using questioning to guide the sales conversation \nHandling Objections\n– Identifying common objections in solution selling\n– Developing effective objection-handling strategies\n– Turning objections into opportunities for further discussion \nCrafting Persuasive Proposals\n– Structure and components of a compelling solution proposal\n– Highlighting key benefits and outcomes for the client\n– Incorporating visual elements for clarity and impact \nEffective Presentation Skills\n– Delivering engaging and persuasive solution presentations\n– Techniques for impactful storytelling\n– Handling Q&A sessions with confidence \nImplementing Solution Selling in Your Organization\n– Strategies for organizational alignment with solution selling\n– Training and coaching sales teams for success\n– Monitoring and measuring the effectiveness of solution selling \nContinuous Improvement\n– Establishing feedback loops for ongoing improvement\n– Adapting to changing market conditions and customer needs\n– Leveraging technology and analytics in solution selling
URL:https://innoversity.org/event/solution-selling-11/
LOCATION:Virtual
CATEGORIES:Sales
ATTACH;FMTTYPE=image/jpeg:https://innoversity.org/wp-content/uploads/2024/01/23.jpg
END:VEVENT
BEGIN:VEVENT
DTSTART;TZID=UTC:20241230T090000
DTEND;TZID=UTC:20250101T163000
DTSTAMP:20260408T083608
CREATED:20240120T185718Z
LAST-MODIFIED:20240120T185718Z
UID:3190-1735549200-1735749000@innoversity.org
SUMMARY:Consultative Selling
DESCRIPTION:Consultative Selling\nEmbark on a transformative journey into the art of consultative selling with our immersive course. Delve into the nuanced world of sales\, where relationships matter as much as results. This comprehensive program is designed to empower you with the skills and insights needed to navigate the complex terrain of consultative selling. \nGuided by seasoned experts\, you will explore the foundations of consultative selling\, emphasizing the importance of understanding clients unique needs and challenges. Uncover the keys to building genuine connections that go beyond transactional exchanges\, fostering trust and long-lasting partnerships. \nImmerse yourself in dynamic\, real-world scenarios that mirror the challenges of consultative selling. Through interactive exercises\, you will hone your ability to ask incisive questions\, actively listen\, and tailor your approach to each clients specific situation. Learn the art of uncovering latent needs and positioning your product or service as a tailored solution\, rather than a one-size-fits-all offering. \nThroughout the course\, well delve into the psychology of decision-making\, equipping you with the insights to anticipate and address objections effectively. Master the art of storytelling to create compelling narratives that resonate with your clients\, making your offerings not just products or services but solutions that align with their aspirations. \nThis consultative selling course transcends traditional sales methodologies. Its a holistic exploration of the client relationship\, where your role transforms from seller to trusted advisor. As you progress\, you will cultivate a mindset that values collaboration over persuasion and partnerships over transactions. \nBy the courses conclusion\, you will emerge with a refined skill set\, ready to navigate the intricate landscape of consultative selling with confidence and finesse. Elevate your sales approach\, deepen client relationships\, and propel your career to new heights with this enriching and dynamic consultative selling course. \nInnoversity is a market leading education provider dedicated to enabling people to make the most out of technology. We offer courses in Project Management\, Digital Marketing\, Web Development\, Software Development\, Design\, Data\, AI\, Cyber\, Cloud\, Networking and Business Applications.  \nWho Should Attend  \nThis course on Relationship Selling is tailored for individuals across diverse professional backgrounds who aspire to elevate their sales approach by prioritizing authentic connections and building long-lasting client relationships. Whether you are a seasoned sales professional seeking to refine your strategy or someone new to sales eager to establish a strong foundation\, this course is designed to benefit: \nSales Professionals: Enhance your existing sales skills by learning how to establish meaningful connections with clients\, resulting in increased client loyalty and long-term partnerships. \nBusiness Development Executives: Explore relationship-centric strategies to cultivate and expand your client base\, fostering trust and loyalty that goes beyond initial transactions. \nEntrepreneurs and Small Business Owners: Develop essential relationship selling skills to personally engage with clients\, creating a customer-centric approach that distinguishes your business in a competitive market. \nAccount Managers: Deepen your understanding of clients needs and aspirations\, transforming your role into that of a trusted advisor who actively contributes to clients success. \nCustomer Service Representatives: Discover how relationship selling principles can enhance customer satisfaction\, turning satisfied customers into loyal advocates for your products or services. \nMarketing Professionals: Gain insights into aligning marketing strategies with relationship-building goals\, ensuring a seamless and consistent customer experience throughout the entire sales journey. \nProfessionals in Client-Facing Roles: Whether you work in consulting\, finance\, or any client-facing position\, acquiring relationship selling skills will empower you to connect authentically with clients\, contributing to overall business success. \nAgenda \nIntroduction to Consultative Selling\n– Defining Consultative\nwith Traditional Sales Approaches\n– Understanding the Importance of Building Relationships in Sales \nThe Psychology of Decision-Making\n– Exploring Customer Selling\n– Contrasting Consultative Selling Decision-Making Processes\n– Identifying Emotional and Rational Drivers\n– Anticipating and Addressing Common Objections \nBuilding Effective Communication Skills\n– Developing Active Listening Techniques\n– Mastering the Art of Asking Incisive Questions\n– Enhancing Verbal and Non-Verbal Communication \nUncovering Client Needs\n– Strategies for Probing and Discovery\n– Recognizing Implicit Needs\n– Using Insights to Tailor Solutions \nPositioning Solutions with Impact\n– Creating Compelling Narratives\n– Art of Storytelling in Consultative Selling\n– Tailoring Product/Service Offerings to Client Needs \nHandling Objections with Finesse\n– Identifying Common Objections in Consultative Selling\n– Constructive Responses and Overcoming Resistance\n– Turning Objections into Opportunities \nBuilding Trust and Credibility\n– Strategies for Establishing Trustworthy Relationships\n– Balancing Professionalism and Authenticity\n– Leveraging Success Stories and Testimonials \nNavigating Long-Term Client Relationships\n– Transitioning from Salesperson to Trusted Advisor\n– Strategies for Ongoing Client Engagement\n– Cultivating Loyalty and Referral Opportunities \nReal-world Simulations and Case Studies\n– Applying Consultative Selling Principles in Practical Scenarios\n– Analyzing Success Stories and Learning from Challenges\n– Group Discussions and Peer-to-Peer Feedback
URL:https://innoversity.org/event/consultative-selling-11/
LOCATION:Virtual
CATEGORIES:Sales
ATTACH;FMTTYPE=image/jpeg:https://innoversity.org/wp-content/uploads/2024/01/Innoversity-Eventbrite-Cover-2.jpg
END:VEVENT
BEGIN:VEVENT
DTSTART;TZID=UTC:20241227T090000
DTEND;TZID=UTC:20241227T163000
DTSTAMP:20260408T083608
CREATED:20240120T190048Z
LAST-MODIFIED:20240120T190048Z
UID:3260-1735290000-1735317000@innoversity.org
SUMMARY:Relationship Selling
DESCRIPTION:Relationship Selling\nWelcome to the immersive course on Relationship Selling\, where the art of forging meaningful connections takes centre stage in the world of sales. In this transformative learning experience\, participants will delve into the intricacies of building authentic relationships with clients that extend beyond transactional encounters. \nEmbark on a journey that transcends conventional sales strategies as we explore the profound impact of interpersonal dynamics on the sales process. Through insightful discussions\, engaging case studies\, and interactive exercises\, you will gain a deep understanding of the psychology behind successful relationship selling. \nUncover the power of effective communication and active listening\, learning how to truly connect with your clients on a personal level. Discover the nuances of tailoring your approach to different personalities\, fostering trust\, and cultivating lasting partnerships that extend far beyond the initial sale. \nOur seasoned instructors bring a wealth of real-world experience to the table\, providing you with practical insights and proven techniques to navigate the complexities of relationship selling. Through role-playing scenarios and group discussions\, you will refine your skills in adapting to diverse client needs and building a rapport that stands the test of time. \nBy the end of this course\, you will not only master the art of relationship selling but also develop a strategic mindset that positions you as a trusted advisor rather than just a salesperson. Join us in this enriching exploration of human connection and elevate your sales approach to new heights. \nInnoversity is a market leading education provider dedicated to enabling people to make the most out of technology. We offer courses in Project Management\, Digital Marketing\, Web Development\, Software Development\, Design\, Data\, AI\, Cyber\, Cloud\, Networking and Business Applications.  \nWho Should Attend?  \nSales Professionals:\n   – Individuals currently working in sales roles\, especially those involved in selling products or services that require relationship-building with clients and customers.\n   – Sales representatives seeking to enhance their interpersonal skills and deepen connections with clients to drive long-term business relationships. \nBusiness Development Executives:\n   – Professionals responsible for identifying new business opportunities and cultivating partnerships.\n   – Those aiming to refine their relationship-building strategies to foster sustainable connections with potential clients and partners. \nEntrepreneurs and Small Business Owners:\n   – Business leaders looking to establish and maintain strong connections with clients and customers for the growth and sustainability of their ventures.\n   – Individuals keen on learning relationship selling techniques to differentiate their businesses in competitive markets. \nCustomer Service Representatives:\n   – Individuals in customer-facing roles interested in improving customer satisfaction and loyalty through effective relationship-building.\n   – Professionals seeking to integrate relationship selling principles into their customer service approach to create lasting connections. \nMarketing Professionals:\n   – Marketers who want to understand the intersection of marketing and sales\, and how relationship selling can contribute to a more holistic customer experience.\n   – Those interested in aligning marketing strategies with sales efforts to maximize customer engagement and retention. \nAccount Managers:\n   – Professionals responsible for managing and nurturing existing client accounts.\n   – Account managers aiming to strengthen client relationships\, increase client retention\, and identify upselling or cross-selling opportunities. \nSales Managers and Team Leaders:\n   – Sales leaders looking to equip their teams with advanced relationship selling techniques to drive overall team success.\n   – Managers seeking to create a customer-centric sales culture within their organizations. \nProfessionals Transitioning to Sales Roles:\n   – Individuals from diverse professional backgrounds interested in entering the field of sales and wishing to develop strong relationship-building skills from the outset.\n   – Career changers looking to understand the principles of relationship selling to excel in their new sales-focused roles. \nAgenda \nIntroduction to Relationship Selling\n   – Defining Relationship Selling\n   – Differentiating Relationship Selling from Traditional Sales Approaches \nUnderstanding Buyer Behavior\n   – Analyzing the Buyers Journey\n   – Recognizing Emotional Drivers in Purchasing Decisions \nBuilding Trust and Credibility\n   – Importance of Trust in Sales\n   – Strategies for Establishing Credibility with Clients \nEffective Communication Skills\n   – Active Listening Techniques\n   – Tailoring Communication Styles to Connect with Clients \nCustomizing Solutions for Clients\n   – Needs Assessment and Solution Matching\n   – Tailoring Products/Services to Client Requirements \nHandling Objections and Resolving Issues\n   – Anticipating and Addressing Common Objections\n   – Conflict Resolution Strategies for Maintaining Relationships \nCreating Value for Clients\n   – Demonstrating Value Propositions\n   – Adding Value Throughout the Sales Process \nLeveraging Technology in Relationship Selling\n   – CRM Systems and Relationship Management\n   – Integrating Digital Tools for Enhanced Customer Engagement \nCustomer Retention Strategies\n   – Developing Loyalty Programs\n   – Proactive Measures for Retaining Clients \nCross-Selling and Upselling Techniques\n   – Identifying Opportunities for Additional Sales\n   – Cross-Selling and Upselling without Alienating Clients \nHandling Difficult Situations\n   – Dealing with Dissatisfied Clients\n   – Turning Negative Experiences into Positive Outcomes \nMeasuring and Evaluating Relationship Success\n   – Key Performance Indicators for Relationship Selling\n   – Continuous Improvement and Adaptation \nSelf-Reflection and Continuous Learning\n   – Assessing Personal Strengths and Weaknesses\n   – Strategies for Ongoing Professional Development \nBuilding a Personal Brand in Sales\n   – Establishing an Authentic and Trustworthy Image\n   – Leveraging Personal Branding to Enhance Relationships \nNetworking and Relationship Building Beyond Sales\n   – Expanding Professional Networks\n   – Collaborative Approaches to Business Development
URL:https://innoversity.org/event/relationship-selling-11/
LOCATION:Virtual
CATEGORIES:Sales
ATTACH;FMTTYPE=image/jpeg:https://innoversity.org/wp-content/uploads/2024/01/22.jpg
END:VEVENT
BEGIN:VEVENT
DTSTART;TZID=UTC:20241223T090000
DTEND;TZID=UTC:20241224T163000
DTSTAMP:20260408T083608
CREATED:20240120T185845Z
LAST-MODIFIED:20240120T185845Z
UID:3218-1734944400-1735057800@innoversity.org
SUMMARY:Commercial Negotiation
DESCRIPTION:Commercial Negotiation\nWelcome to the dynamic realm of Commercial Negotiation Excellence\, where strategic acumen meets persuasive finesse to unlock unparalleled success in the business arena. In this transformative course\, we invite you to embark on a journey that transcends traditional paradigms and equips you with the skills\, strategies\, and insights essential for mastering the art of negotiation in the commercial landscape. \nIn todays fast-paced and competitive business environment\, effective negotiation is a cornerstone of success. Whether you are navigating intricate deals\, forging alliances\, or seeking advantageous terms\, the ability to negotiate with confidence and finesse is indispensable. This course has been meticulously designed to empower professionals at all levels with the tools and techniques necessary to navigate the complexities of commercial negotiations and emerge victorious in every scenario. \nLed by seasoned industry experts and negotiation maestros\, our program transcends theoretical frameworks to provide practical\, real-world applications. Through a combination of immersive simulations\, case studies\, and interactive workshops\, participants will not only grasp the fundamental principles of negotiation but also cultivate the instincts required to thrive in the ever-evolving landscape of business transactions. \nGet ready to elevate your negotiation skills to new heights\, unravel the psychology behind successful deal-making\, and build a robust foundation for sustained success. Join us on this transformative journey and unlock the door to a world where every negotiation is an opportunity to excel. Enrol now\, and let the art and science of negotiation become your greatest professional asset. \nInnoversity is a market leading education provider dedicated to enabling people to make the most out of technology. We offer courses in Project Management\, Digital Marketing\, Web Development\, Software Development\, Design\, Data\, AI\, Cyber\, Cloud\, Networking and Business Applications.  \nWho Should Attend?  \nThis comprehensive Commercial Negotiation Course is tailored for professionals across various industries who aim to enhance their negotiation prowess and elevate their ability to secure favourable outcomes in commercial dealings.  \nThe program is specifically designed for: \nBusiness Executives and Leaders: CEOs\, CFOs\, and other C-suite executives who are responsible for making critical business decisions and overseeing negotiations that impact the organizations success. \nSales and Business Development Professionals: Individuals involved in selling products\, services\, or forging partnerships\, seeking to sharpen their negotiation skills to secure optimal deals and cultivate long-term relationships. \nProcurement and Supply Chain Managers: Professionals responsible for sourcing goods and services\, who wish to strengthen their negotiation techniques to secure cost-effective agreements and mitigate risks in the supply chain. \nLegal Professionals: Attorneys and legal advisors involved in commercial transactions\, contracts\, and dispute resolution\, aiming to enhance their negotiation capabilities to better serve their clients. \nEntrepreneurs and Small Business Owners: Individuals leading their own ventures who want to negotiate effectively to secure partnerships\, funding\, and favourable business terms. \nProject Managers: Those tasked with managing projects and collaborations\, seeking to develop negotiation skills crucial for navigating project complexities\, managing stakeholders\, and ensuring successful project outcomes. \nHuman Resources Professionals: HR leaders and managers involved in employment negotiations\, conflict resolution\, and labour agreements\, looking to refine their negotiation skills in people-centric scenarios. \nGovernment and Nonprofit Sector Professionals: Individuals in public service\, diplomacy\, or the nonprofit sector engaged in negotiations for funding\, collaborations\, or policy agreements\, aiming to enhance their effectiveness in these unique contexts. \nAnyone Involved in Commercial Transactions: Professionals from diverse backgrounds\, including marketing\, finance\, and operations\, who play a role in commercial transactions and wish to contribute more effectively to negotiation processes. \nAgenda \nIntroduction to Commercial Negotiation\n   – Overview of negotiation in the commercial context\n   – Key principles and elements of successful negotiation. \nThe Psychology of Negotiation\n   – Understanding human behaviour in negotiation\n   – Building empathy and rapport for effective communication \nEssential Communication Skills for Negotiators\n   – Active listening and effective questioning techniques\n   – Non-verbal communication and body language in negotiation \nIdentifying and Prioritizing Interests\n   – Differentiating between positions and interests\n   – Strategies for uncovering and prioritizing stakeholders interests \nCreating Value in Negotiations\n   – Collaborative problem-solving techniques\n   – Expanding the pie: Strategies for creating mutually beneficial outcomes \nPower Dynamics in Negotiation\n   – Understanding sources of power in negotiation\n   – Strategies for navigating power imbalances \nNegotiation Styles and Approaches\n   – Assessing personal negotiation style\n   – Adapting negotiation approaches based on the context \nPreparing for Negotiation\n   – Developing a comprehensive negotiation plan\n   – Setting goals and defining BATNA (Best Alternative to a Negotiated Agreement) \nHandling Difficult Situations and Deadlocks\n   – Strategies for overcoming impasses and deadlocks\n   – Dealing with difficult personalities in negotiation \nEthical Considerations in Commercial Negotiation\n    – Exploring ethical dilemmas in negotiation\n    – Establishing ethical guidelines for negotiation practices \nNegotiating in a Global Context\n    – Cross-cultural negotiation considerations\n    – Adapting strategies for international negotiations \nReal-world Simulations and Case Studies\n    – Applying learned concepts through practical exercises\n    – Analyzing and discussing real-world negotiation scenarios \nMock Negotiation Exercises\n    – Participants engage in simulated negotiations\n    – Peer and instructor feedback for continuous improvement
URL:https://innoversity.org/event/commercial-negotiation-11/
LOCATION:Virtual
CATEGORIES:Sales
ATTACH;FMTTYPE=image/jpeg:https://innoversity.org/wp-content/uploads/2024/01/Innoversity-Eventbrite-Cover-1.jpg
END:VEVENT
BEGIN:VEVENT
DTSTART;TZID=UTC:20241216T090000
DTEND;TZID=UTC:20241220T163000
DTSTAMP:20260408T083608
CREATED:20240120T190012Z
LAST-MODIFIED:20240120T190012Z
UID:3246-1734339600-1734712200@innoversity.org
SUMMARY:Psycology of Selling
DESCRIPTION:Psychology of Selling\nWelcome to the “Psychology of Selling” course\, where the art and science of successful sales converge. In this dynamic program\, participants will delve into the intricacies of human behaviour\, unlocking the psychological principles that drive effective selling strategies. From understanding customer motivations to mastering the psychology behind persuasive communication\, this course empowers sales professionals and entrepreneurs alike with the insights and techniques needed to close deals\, build lasting client relationships\, and elevate sales performance to new heights. Join us for a transformative journey that goes beyond traditional sales tactics\, offering a deep dive into the psychology of buying and selling for unparalleled success in the world of sales. \nLooking to improve your selling skills?  \nThis five day course is designed for sales professionals looking for practical techniques to improve their game. This course will provide you with an overview of the sales process\, from prospecting through to closing the deal. It will take the fundamentals and develop your sales skills and techniques to enable you to think about the opportunity to understand the best approach. You will be taught consumer behaviour\, customer segmentation and targeting to tailor your sales efforts to match what the customer expects. This course is designed to enable you to quickly analyse the sales opportunity and adapt your sales approach to achieve maximum results. \nDevelop your skills to help customers identify their needs and provide solutions to those need. Sales professionals add value to the sales process by providing the customer with relevant information\, providing customers with insights and new ways of looking at problems.  \nProspecting is the one task that will directly impact a sales professionals performance. Successful sales professionals are those who spend the majority of their time prospecting. The quality of the prospecting efforts can boost the number of meetings booked and therefore deals closed. Learn effective techniques from experienced sales professionals Spend less time chatting to receptionists and more time dealing with decision makes by implementing effective prospecting techniques. Grab your prospects attention with tailored interest getters. \nBuild trust by demonstrating your competence and understanding how to take control of the sale process to maintain the customers confidence. \nIneffective sales people waste time speaking to prospects who are not interested in buying. Effective sales people qualify buyers. This will allow you to spend your time with potential buyers\, and spend your otherwise wasted time to improve prospects.  \nOur world class instructors have advanced qualifications and industry experience working for some of the largest international brands and can pass the insight on to you.  \nInnoversity is a market leading education provider dedicated to enabling people to make the most out of technology. We offer courses in Project Management\, Digital Marketing\, Web Development\, Software Development\, Design\, Data\, AI\, Cyber\, Cloud\, Networking and Business Applications.  \nWho is it for?  \nThis training course is intended for sales professionals who are looking for an introductory course on selling in a B2B and B2C environment.\n¥	Sales Representative\n¥	Account Manager\n¥	Client Executive\n¥	Customer Relationship Manager\n¥	Sales Manager\n¥	Sales Enablement \nAgenda \nThe Psychology of Selling – Understand the impact of mentality on your personal selling journey. Gain insight into motivational techniques to achieve success\nConsumer Buyer Behaviour – Understand the thoughts and actions of consumers before and during the sales. Examine how this impacts on the sales process.  \nOrganisational Buyer Behaviour – Organisations act differently to consumers. Learn how to optimise your sales techniques to appeal to business buyers \nSegmentation and Targeting – Tailor your messaging and approach based on your customer. Learn how to identify your customers wants and interests based on key demographics.  \nCreating a Personal Selling Strategy – Combine buyer behaviour and segmentation and targeting to adapt your sales approach to resonate with the customer as an individual\nEffective Prospecting	Break through the noise and gain your prospects interest. \nQualifying Buyers – Rookie sales executives waste time chasing prospects who like to chat\, but are not ready to buy. Quality your prospect to ensure you save yourself time\, and energy disqualifying prospects who are not ready to buy. \nBooking Meetings – Increase the number of meetings booked with quality prospects\nIdentifying Needs on Discovery Calls	Explore how to ask the right questions to discover your prospects needs and motivations \nPositioning Products and Services – Dont pitch. Position! Tailor your offer to solve your clients problems. Pitching the right way will increase your win rate. \nObjection Handling – Objections are a natural part of the sales process. Understand the different types of objections and how to handle them. Learn how to provide your prospects with the confidence to buy. \nNegotiation – Gain insight into basic negotiation tactics to provide your client with the best available offer \nClosing – Never sweat asking for business again. Learn how to bring the sale to a natural close and win business. \nFollowing up – Develop long term relationships with customers by following up. Ensure your customers are satisfied and collect social proof to develop future business.
URL:https://innoversity.org/event/psycology-of-selling-11/
LOCATION:Virtual
CATEGORIES:Sales
ATTACH;FMTTYPE=image/jpeg:https://innoversity.org/wp-content/uploads/2024/01/7697338D-76E1-4E5C-854D-46567308B047.jpg
END:VEVENT
BEGIN:VEVENT
DTSTART;TZID=UTC:20241212T090000
DTEND;TZID=UTC:20241213T163000
DTSTAMP:20260408T083608
CREATED:20240120T185928Z
LAST-MODIFIED:20240122T114004Z
UID:3232-1733994000-1734107400@innoversity.org
SUMMARY:Personal Selling Skills
DESCRIPTION:Personal Selling Skills\nGetting started in sales? \nThis two day introductory course will cover the fundamentals of selling to enable you to hit the ground running to achieve your targets. \n20% of sales professionals bring in 80% of the revenue. Learn the skills necessary to become a top performer and achieve your sales goals. \nSales professionals are the rockstars that keep all businesses running. Their survival is based on sales professionals bringing in deals. Sales offers a rewarding and varied career with strong growth prospects. \nSales professionals help customers identify their needs and provide solutions to those needs. Sales professionals add value to the sales process by providing the customer with relevant information\, providing customers with insights and new ways of looking at problems. Learn how to take control of the sale process to ensure the customer receives what they want. \nThis course will provide you with an overview of the sales process\, from prospecting through to closing the deal. You will also learn practical techniques you can apply immediately. This course is designed to speed up your learning process so that you are more effective early in your sales career. \nProspecting is the one task that will directly impact a sales professionals performance. Successful sales professionals are those who spend the majority of their time prospecting. The quality of the prospecting efforts can boost the number of meetings booked and therefore deals closed. Learn effective techniques from experienced sales professionals Spend less time chatting to receptionists and more time dealing with decision makes by implementing effective prospecting techniques. Grab your prospects attention with tailored interest-getters. \nIneffective salespeople waste time speaking to prospects who are not interested in buying. Effective salespeople qualify buyers. This will allow you to spend your time with potential buyers\, and spend your otherwise wasted time to improve prospects. \nOur world class instructors have advanced qualifications and industry experience working for some of the largest international brands and can pass the insight on to you. \nInnoversity is a market leading education provider dedicated to enabling people to make the most out of technology. We offer courses in Project Management\, Digital Marketing\, Web Development\, Software Development\, Design\, Data\, AI\, Cyber\, Cloud\, Networking and Business Applications. \nWho is it for? \nThis training course is intended for sales professionals who are looking for an introductory course on selling in a B2B and B2C environment. \nAgenda \nThe Role of Selling – Understand the impact selling makes to organisations and the different types of sales roles. \nSetting Targets – To be successful\, you need to set a target. Learn how to set effective personal sales goals. \nProspecting – Break through the noise and gain your prospects interest. \nQualifying – Rookie sales executives waste time chasing prospects who like to chat\, but are not ready to buy. Qualify your prospect to ensure you save yourself time\, energy disqualifying prospects who are not ready to buy. \nBooking Meetings – Increase the number of meetings booked with quality prospects\nDiscovery calls Explore how to ask the right questions to discover your prospects needs and motivations \nPitching – Tailor your offer to solve your clients problems. Pitching the right way will increase your win rate. \nObjection Handling – Objections are a natural part of the sales process. Understand the different types of objections and how to handle them. Learn how to provide your prospects with the confidence to buy. \nNegotiation – Gain insight into basic negotiation tactics to provide your client with the best available offer \nClosing – Never sweat asking for business again. Learn how to bring the sale to a natural close and win business.
URL:https://innoversity.org/event/personal-selling-skills-11/
LOCATION:Virtual
CATEGORIES:Sales
ATTACH;FMTTYPE=image/jpeg:https://innoversity.org/wp-content/uploads/2024/01/BEE556C7-030B-4B92-8B22-CC420E18B223.jpg
END:VEVENT
BEGIN:VEVENT
DTSTART;TZID=UTC:20241205T090000
DTEND;TZID=UTC:20241206T163000
DTSTAMP:20260408T083608
CREATED:20240120T190213Z
LAST-MODIFIED:20240120T190213Z
UID:3287-1733389200-1733502600@innoversity.org
SUMMARY:Solution Selling
DESCRIPTION:Solution Selling\nEmbark on a transformative journey with our Solution Selling Course\, where the art of strategic persuasion meets the science of understanding client needs. This immersive learning experience is designed to elevate your sales acumen to new heights\, transcending traditional methods and embracing a dynamic approach tailored to the modern business landscape. \nGuided by seasoned experts\, this course delves deep into the intricacies of solution selling\, offering a comprehensive exploration of the psychology behind successful client engagement. Uncover the secrets of empathetic communication and learn to navigate the complexities of buyer decision-making with finesse. \nThroughout the program\, participants will engage in real-world case studies\, honing their ability to identify and address customer pain points effectively. Discover the power of collaborative problem-solving as you cultivate a holistic understanding of your clients challenges\, positioning yourself as a trusted advisor rather than a mere salesperson. \nEmbrace a mindset shift that transcends transactional relationships\, fostering long-term partnerships built on mutual value. Our Solution Selling Course empowers you to articulate compelling narratives that resonate with your clients\, showcasing your products or services as indispensable solutions to their unique needs. \nAs you navigate this transformative learning experience\, you will gain practical insights into customizing your sales approach for diverse industries and clientele. Harness the art of persuasion\, leverage emotional intelligence\, and master the strategic finesse required to close deals in todays competitive marketplace. \nElevate your sales prowess\, unlock new opportunities\, and forge lasting connections with clients. Join our Solution Selling Course and embark on a journey that will revolutionize the way you approach sales\, transforming challenges into triumphs and turning transactions into enduring partnerships. \nInnoversity is a market leading education provider dedicated to enabling people to make the most out of technology. We offer courses in Project Management\, Digital Marketing\, Web Development\, Software Development\, Design\, Data\, AI\, Cyber\, Cloud\, Networking and Business Applications.  \nWho Should Attend?  \nThis consultative selling course is designed for professionals across various industries who are eager to enhance their sales skills and adopt a customer-centric approach to selling. The program is particularly beneficial for: \nSales Professionals: Sales representatives\, account executives\, and sales managers looking to elevate their consultative selling techniques and foster long-term client relationships. \nBusiness Development Professionals: Individuals responsible for identifying new opportunities\, building strategic partnerships\, and expanding market reach will gain valuable insights to refine their consultative selling strategies. \nEntrepreneurs and Small Business Owners: Those leading their own businesses will benefit from learning consultative selling methods to understand and meet the unique needs of their clients\, driving business growth. \nCustomer Service Representatives: Professionals focused on customer satisfaction and retention can leverage consultative selling principles to provide personalized solutions and enhance customer loyalty. \nMarketing Professionals: Marketers seeking a comprehensive understanding of the sales process and how to align marketing efforts with consultative selling strategies to generate more qualified leads. \nWhether you are new to sales or a seasoned professional\, this course provides a solid foundation in consultative selling principles\, equipping attendees with the tools and strategies to excel in todays dynamic and customer-focused business landscape. \nAgenda \nIntroduction to Solution Selling\n– Overview of the solution selling methodology\n– Key principles and benefits of solution selling\n– Differentiating solution selling from traditional sales approaches \nCustomer-Centric Approach\n– Importance of understanding and aligning with customer needs\n– Building empathy and rapport with clients\n– Identifying pain points and challenges through active listening \nThe Solution Selling Process\n– Exploring the stages of the solution-selling process\n– Mapping the buyers journey and sales process\n– Integrating solution selling into the overall sales strategy \nProduct vs. Solution\n– Understanding the distinction between products and solutions\n– Positioning offerings as comprehensive solutions to client problems\n– Creating value through a solutions-oriented mindset \nCustomizing Solutions\n– Tailoring solutions to meet individual client needs\n– Building flexible and adaptive proposals\n– Leveraging case studies and success stories in solution presentations \nAsking Powerful Questions\n– Techniques for asking open-ended and probing questions\n– Uncovering latent needs and desires of clients\n– Using questioning to guide the sales conversation \nHandling Objections\n– Identifying common objections in solution selling\n– Developing effective objection-handling strategies\n– Turning objections into opportunities for further discussion \nCrafting Persuasive Proposals\n– Structure and components of a compelling solution proposal\n– Highlighting key benefits and outcomes for the client\n– Incorporating visual elements for clarity and impact \nEffective Presentation Skills\n– Delivering engaging and persuasive solution presentations\n– Techniques for impactful storytelling\n– Handling Q&A sessions with confidence \nImplementing Solution Selling in Your Organization\n– Strategies for organizational alignment with solution selling\n– Training and coaching sales teams for success\n– Monitoring and measuring the effectiveness of solution selling \nContinuous Improvement\n– Establishing feedback loops for ongoing improvement\n– Adapting to changing market conditions and customer needs\n– Leveraging technology and analytics in solution selling
URL:https://innoversity.org/event/solution-selling-10/
LOCATION:Virtual
CATEGORIES:Sales
ATTACH;FMTTYPE=image/jpeg:https://innoversity.org/wp-content/uploads/2024/01/23.jpg
END:VEVENT
BEGIN:VEVENT
DTSTART;TZID=UTC:20241202T090000
DTEND;TZID=UTC:20241204T163000
DTSTAMP:20260408T083608
CREATED:20240120T185716Z
LAST-MODIFIED:20240120T185716Z
UID:3189-1733130000-1733329800@innoversity.org
SUMMARY:Consultative Selling
DESCRIPTION:Consultative Selling\nEmbark on a transformative journey into the art of consultative selling with our immersive course. Delve into the nuanced world of sales\, where relationships matter as much as results. This comprehensive program is designed to empower you with the skills and insights needed to navigate the complex terrain of consultative selling. \nGuided by seasoned experts\, you will explore the foundations of consultative selling\, emphasizing the importance of understanding clients unique needs and challenges. Uncover the keys to building genuine connections that go beyond transactional exchanges\, fostering trust and long-lasting partnerships. \nImmerse yourself in dynamic\, real-world scenarios that mirror the challenges of consultative selling. Through interactive exercises\, you will hone your ability to ask incisive questions\, actively listen\, and tailor your approach to each clients specific situation. Learn the art of uncovering latent needs and positioning your product or service as a tailored solution\, rather than a one-size-fits-all offering. \nThroughout the course\, well delve into the psychology of decision-making\, equipping you with the insights to anticipate and address objections effectively. Master the art of storytelling to create compelling narratives that resonate with your clients\, making your offerings not just products or services but solutions that align with their aspirations. \nThis consultative selling course transcends traditional sales methodologies. Its a holistic exploration of the client relationship\, where your role transforms from seller to trusted advisor. As you progress\, you will cultivate a mindset that values collaboration over persuasion and partnerships over transactions. \nBy the courses conclusion\, you will emerge with a refined skill set\, ready to navigate the intricate landscape of consultative selling with confidence and finesse. Elevate your sales approach\, deepen client relationships\, and propel your career to new heights with this enriching and dynamic consultative selling course. \nInnoversity is a market leading education provider dedicated to enabling people to make the most out of technology. We offer courses in Project Management\, Digital Marketing\, Web Development\, Software Development\, Design\, Data\, AI\, Cyber\, Cloud\, Networking and Business Applications.  \nWho Should Attend  \nThis course on Relationship Selling is tailored for individuals across diverse professional backgrounds who aspire to elevate their sales approach by prioritizing authentic connections and building long-lasting client relationships. Whether you are a seasoned sales professional seeking to refine your strategy or someone new to sales eager to establish a strong foundation\, this course is designed to benefit: \nSales Professionals: Enhance your existing sales skills by learning how to establish meaningful connections with clients\, resulting in increased client loyalty and long-term partnerships. \nBusiness Development Executives: Explore relationship-centric strategies to cultivate and expand your client base\, fostering trust and loyalty that goes beyond initial transactions. \nEntrepreneurs and Small Business Owners: Develop essential relationship selling skills to personally engage with clients\, creating a customer-centric approach that distinguishes your business in a competitive market. \nAccount Managers: Deepen your understanding of clients needs and aspirations\, transforming your role into that of a trusted advisor who actively contributes to clients success. \nCustomer Service Representatives: Discover how relationship selling principles can enhance customer satisfaction\, turning satisfied customers into loyal advocates for your products or services. \nMarketing Professionals: Gain insights into aligning marketing strategies with relationship-building goals\, ensuring a seamless and consistent customer experience throughout the entire sales journey. \nProfessionals in Client-Facing Roles: Whether you work in consulting\, finance\, or any client-facing position\, acquiring relationship selling skills will empower you to connect authentically with clients\, contributing to overall business success. \nAgenda \nIntroduction to Consultative Selling\n– Defining Consultative\nwith Traditional Sales Approaches\n– Understanding the Importance of Building Relationships in Sales \nThe Psychology of Decision-Making\n– Exploring Customer Selling\n– Contrasting Consultative Selling Decision-Making Processes\n– Identifying Emotional and Rational Drivers\n– Anticipating and Addressing Common Objections \nBuilding Effective Communication Skills\n– Developing Active Listening Techniques\n– Mastering the Art of Asking Incisive Questions\n– Enhancing Verbal and Non-Verbal Communication \nUncovering Client Needs\n– Strategies for Probing and Discovery\n– Recognizing Implicit Needs\n– Using Insights to Tailor Solutions \nPositioning Solutions with Impact\n– Creating Compelling Narratives\n– Art of Storytelling in Consultative Selling\n– Tailoring Product/Service Offerings to Client Needs \nHandling Objections with Finesse\n– Identifying Common Objections in Consultative Selling\n– Constructive Responses and Overcoming Resistance\n– Turning Objections into Opportunities \nBuilding Trust and Credibility\n– Strategies for Establishing Trustworthy Relationships\n– Balancing Professionalism and Authenticity\n– Leveraging Success Stories and Testimonials \nNavigating Long-Term Client Relationships\n– Transitioning from Salesperson to Trusted Advisor\n– Strategies for Ongoing Client Engagement\n– Cultivating Loyalty and Referral Opportunities \nReal-world Simulations and Case Studies\n– Applying Consultative Selling Principles in Practical Scenarios\n– Analyzing Success Stories and Learning from Challenges\n– Group Discussions and Peer-to-Peer Feedback
URL:https://innoversity.org/event/consultative-selling-10/
LOCATION:Virtual
CATEGORIES:Sales
ATTACH;FMTTYPE=image/jpeg:https://innoversity.org/wp-content/uploads/2024/01/Innoversity-Eventbrite-Cover-2.jpg
END:VEVENT
BEGIN:VEVENT
DTSTART;TZID=UTC:20241129T090000
DTEND;TZID=UTC:20241129T163000
DTSTAMP:20260408T083608
CREATED:20240120T190046Z
LAST-MODIFIED:20240120T190046Z
UID:3259-1732870800-1732897800@innoversity.org
SUMMARY:Relationship Selling
DESCRIPTION:Relationship Selling\nWelcome to the immersive course on Relationship Selling\, where the art of forging meaningful connections takes centre stage in the world of sales. In this transformative learning experience\, participants will delve into the intricacies of building authentic relationships with clients that extend beyond transactional encounters. \nEmbark on a journey that transcends conventional sales strategies as we explore the profound impact of interpersonal dynamics on the sales process. Through insightful discussions\, engaging case studies\, and interactive exercises\, you will gain a deep understanding of the psychology behind successful relationship selling. \nUncover the power of effective communication and active listening\, learning how to truly connect with your clients on a personal level. Discover the nuances of tailoring your approach to different personalities\, fostering trust\, and cultivating lasting partnerships that extend far beyond the initial sale. \nOur seasoned instructors bring a wealth of real-world experience to the table\, providing you with practical insights and proven techniques to navigate the complexities of relationship selling. Through role-playing scenarios and group discussions\, you will refine your skills in adapting to diverse client needs and building a rapport that stands the test of time. \nBy the end of this course\, you will not only master the art of relationship selling but also develop a strategic mindset that positions you as a trusted advisor rather than just a salesperson. Join us in this enriching exploration of human connection and elevate your sales approach to new heights. \nInnoversity is a market leading education provider dedicated to enabling people to make the most out of technology. We offer courses in Project Management\, Digital Marketing\, Web Development\, Software Development\, Design\, Data\, AI\, Cyber\, Cloud\, Networking and Business Applications.  \nWho Should Attend?  \nSales Professionals:\n   – Individuals currently working in sales roles\, especially those involved in selling products or services that require relationship-building with clients and customers.\n   – Sales representatives seeking to enhance their interpersonal skills and deepen connections with clients to drive long-term business relationships. \nBusiness Development Executives:\n   – Professionals responsible for identifying new business opportunities and cultivating partnerships.\n   – Those aiming to refine their relationship-building strategies to foster sustainable connections with potential clients and partners. \nEntrepreneurs and Small Business Owners:\n   – Business leaders looking to establish and maintain strong connections with clients and customers for the growth and sustainability of their ventures.\n   – Individuals keen on learning relationship selling techniques to differentiate their businesses in competitive markets. \nCustomer Service Representatives:\n   – Individuals in customer-facing roles interested in improving customer satisfaction and loyalty through effective relationship-building.\n   – Professionals seeking to integrate relationship selling principles into their customer service approach to create lasting connections. \nMarketing Professionals:\n   – Marketers who want to understand the intersection of marketing and sales\, and how relationship selling can contribute to a more holistic customer experience.\n   – Those interested in aligning marketing strategies with sales efforts to maximize customer engagement and retention. \nAccount Managers:\n   – Professionals responsible for managing and nurturing existing client accounts.\n   – Account managers aiming to strengthen client relationships\, increase client retention\, and identify upselling or cross-selling opportunities. \nSales Managers and Team Leaders:\n   – Sales leaders looking to equip their teams with advanced relationship selling techniques to drive overall team success.\n   – Managers seeking to create a customer-centric sales culture within their organizations. \nProfessionals Transitioning to Sales Roles:\n   – Individuals from diverse professional backgrounds interested in entering the field of sales and wishing to develop strong relationship-building skills from the outset.\n   – Career changers looking to understand the principles of relationship selling to excel in their new sales-focused roles. \nAgenda \nIntroduction to Relationship Selling\n   – Defining Relationship Selling\n   – Differentiating Relationship Selling from Traditional Sales Approaches \nUnderstanding Buyer Behavior\n   – Analyzing the Buyers Journey\n   – Recognizing Emotional Drivers in Purchasing Decisions \nBuilding Trust and Credibility\n   – Importance of Trust in Sales\n   – Strategies for Establishing Credibility with Clients \nEffective Communication Skills\n   – Active Listening Techniques\n   – Tailoring Communication Styles to Connect with Clients \nCustomizing Solutions for Clients\n   – Needs Assessment and Solution Matching\n   – Tailoring Products/Services to Client Requirements \nHandling Objections and Resolving Issues\n   – Anticipating and Addressing Common Objections\n   – Conflict Resolution Strategies for Maintaining Relationships \nCreating Value for Clients\n   – Demonstrating Value Propositions\n   – Adding Value Throughout the Sales Process \nLeveraging Technology in Relationship Selling\n   – CRM Systems and Relationship Management\n   – Integrating Digital Tools for Enhanced Customer Engagement \nCustomer Retention Strategies\n   – Developing Loyalty Programs\n   – Proactive Measures for Retaining Clients \nCross-Selling and Upselling Techniques\n   – Identifying Opportunities for Additional Sales\n   – Cross-Selling and Upselling without Alienating Clients \nHandling Difficult Situations\n   – Dealing with Dissatisfied Clients\n   – Turning Negative Experiences into Positive Outcomes \nMeasuring and Evaluating Relationship Success\n   – Key Performance Indicators for Relationship Selling\n   – Continuous Improvement and Adaptation \nSelf-Reflection and Continuous Learning\n   – Assessing Personal Strengths and Weaknesses\n   – Strategies for Ongoing Professional Development \nBuilding a Personal Brand in Sales\n   – Establishing an Authentic and Trustworthy Image\n   – Leveraging Personal Branding to Enhance Relationships \nNetworking and Relationship Building Beyond Sales\n   – Expanding Professional Networks\n   – Collaborative Approaches to Business Development
URL:https://innoversity.org/event/relationship-selling-10/
LOCATION:Virtual
CATEGORIES:Sales
ATTACH;FMTTYPE=image/jpeg:https://innoversity.org/wp-content/uploads/2024/01/22.jpg
END:VEVENT
BEGIN:VEVENT
DTSTART;TZID=UTC:20241125T090000
DTEND;TZID=UTC:20241126T163000
DTSTAMP:20260408T083608
CREATED:20240120T185843Z
LAST-MODIFIED:20240120T185843Z
UID:3217-1732525200-1732638600@innoversity.org
SUMMARY:Commercial Negotiation
DESCRIPTION:Commercial Negotiation\nWelcome to the dynamic realm of Commercial Negotiation Excellence\, where strategic acumen meets persuasive finesse to unlock unparalleled success in the business arena. In this transformative course\, we invite you to embark on a journey that transcends traditional paradigms and equips you with the skills\, strategies\, and insights essential for mastering the art of negotiation in the commercial landscape. \nIn todays fast-paced and competitive business environment\, effective negotiation is a cornerstone of success. Whether you are navigating intricate deals\, forging alliances\, or seeking advantageous terms\, the ability to negotiate with confidence and finesse is indispensable. This course has been meticulously designed to empower professionals at all levels with the tools and techniques necessary to navigate the complexities of commercial negotiations and emerge victorious in every scenario. \nLed by seasoned industry experts and negotiation maestros\, our program transcends theoretical frameworks to provide practical\, real-world applications. Through a combination of immersive simulations\, case studies\, and interactive workshops\, participants will not only grasp the fundamental principles of negotiation but also cultivate the instincts required to thrive in the ever-evolving landscape of business transactions. \nGet ready to elevate your negotiation skills to new heights\, unravel the psychology behind successful deal-making\, and build a robust foundation for sustained success. Join us on this transformative journey and unlock the door to a world where every negotiation is an opportunity to excel. Enrol now\, and let the art and science of negotiation become your greatest professional asset. \nInnoversity is a market leading education provider dedicated to enabling people to make the most out of technology. We offer courses in Project Management\, Digital Marketing\, Web Development\, Software Development\, Design\, Data\, AI\, Cyber\, Cloud\, Networking and Business Applications.  \nWho Should Attend?  \nThis comprehensive Commercial Negotiation Course is tailored for professionals across various industries who aim to enhance their negotiation prowess and elevate their ability to secure favourable outcomes in commercial dealings.  \nThe program is specifically designed for: \nBusiness Executives and Leaders: CEOs\, CFOs\, and other C-suite executives who are responsible for making critical business decisions and overseeing negotiations that impact the organizations success. \nSales and Business Development Professionals: Individuals involved in selling products\, services\, or forging partnerships\, seeking to sharpen their negotiation skills to secure optimal deals and cultivate long-term relationships. \nProcurement and Supply Chain Managers: Professionals responsible for sourcing goods and services\, who wish to strengthen their negotiation techniques to secure cost-effective agreements and mitigate risks in the supply chain. \nLegal Professionals: Attorneys and legal advisors involved in commercial transactions\, contracts\, and dispute resolution\, aiming to enhance their negotiation capabilities to better serve their clients. \nEntrepreneurs and Small Business Owners: Individuals leading their own ventures who want to negotiate effectively to secure partnerships\, funding\, and favourable business terms. \nProject Managers: Those tasked with managing projects and collaborations\, seeking to develop negotiation skills crucial for navigating project complexities\, managing stakeholders\, and ensuring successful project outcomes. \nHuman Resources Professionals: HR leaders and managers involved in employment negotiations\, conflict resolution\, and labour agreements\, looking to refine their negotiation skills in people-centric scenarios. \nGovernment and Nonprofit Sector Professionals: Individuals in public service\, diplomacy\, or the nonprofit sector engaged in negotiations for funding\, collaborations\, or policy agreements\, aiming to enhance their effectiveness in these unique contexts. \nAnyone Involved in Commercial Transactions: Professionals from diverse backgrounds\, including marketing\, finance\, and operations\, who play a role in commercial transactions and wish to contribute more effectively to negotiation processes. \nAgenda \nIntroduction to Commercial Negotiation\n   – Overview of negotiation in the commercial context\n   – Key principles and elements of successful negotiation. \nThe Psychology of Negotiation\n   – Understanding human behaviour in negotiation\n   – Building empathy and rapport for effective communication \nEssential Communication Skills for Negotiators\n   – Active listening and effective questioning techniques\n   – Non-verbal communication and body language in negotiation \nIdentifying and Prioritizing Interests\n   – Differentiating between positions and interests\n   – Strategies for uncovering and prioritizing stakeholders interests \nCreating Value in Negotiations\n   – Collaborative problem-solving techniques\n   – Expanding the pie: Strategies for creating mutually beneficial outcomes \nPower Dynamics in Negotiation\n   – Understanding sources of power in negotiation\n   – Strategies for navigating power imbalances \nNegotiation Styles and Approaches\n   – Assessing personal negotiation style\n   – Adapting negotiation approaches based on the context \nPreparing for Negotiation\n   – Developing a comprehensive negotiation plan\n   – Setting goals and defining BATNA (Best Alternative to a Negotiated Agreement) \nHandling Difficult Situations and Deadlocks\n   – Strategies for overcoming impasses and deadlocks\n   – Dealing with difficult personalities in negotiation \nEthical Considerations in Commercial Negotiation\n    – Exploring ethical dilemmas in negotiation\n    – Establishing ethical guidelines for negotiation practices \nNegotiating in a Global Context\n    – Cross-cultural negotiation considerations\n    – Adapting strategies for international negotiations \nReal-world Simulations and Case Studies\n    – Applying learned concepts through practical exercises\n    – Analyzing and discussing real-world negotiation scenarios \nMock Negotiation Exercises\n    – Participants engage in simulated negotiations\n    – Peer and instructor feedback for continuous improvement
URL:https://innoversity.org/event/commercial-negotiation-10/
LOCATION:Virtual
CATEGORIES:Sales
ATTACH;FMTTYPE=image/jpeg:https://innoversity.org/wp-content/uploads/2024/01/Innoversity-Eventbrite-Cover-1.jpg
END:VEVENT
BEGIN:VEVENT
DTSTART;TZID=UTC:20241118T090000
DTEND;TZID=UTC:20241122T163000
DTSTAMP:20260408T083608
CREATED:20240120T190003Z
LAST-MODIFIED:20240122T161338Z
UID:3245-1731920400-1732293000@innoversity.org
SUMMARY:Psycology of Selling
DESCRIPTION:Psychology of Selling\nWelcome to the “Psychology of Selling” course\, where the art and science of successful sales converge. In this dynamic program\, participants will delve into the intricacies of human behaviour\, unlocking the psychological principles that drive effective selling strategies. From understanding customer motivations to mastering the psychology behind persuasive communication\, this course empowers sales professionals and entrepreneurs alike with the insights and techniques needed to close deals\, build lasting client relationships\, and elevate sales performance to new heights. Join us for a transformative journey that goes beyond traditional sales tactics\, offering a deep dive into the psychology of buying and selling for unparalleled success in the world of sales. \nLooking to improve your selling skills? \nThis five day course is designed for sales professionals looking for practical techniques to improve their game. This course will provide you with an overview of the sales process\, from prospecting through to closing the deal. It will take the fundamentals and develop your sales skills and techniques to enable you to think about the opportunity to understand the best approach. You will be taught consumer behaviour\, customer segmentation and targeting to tailor your sales efforts to match what the customer expects. This course is designed to enable you to quickly analyse the sales opportunity and adapt your sales approach to achieve maximum results. \nDevelop your skills to help customers identify their needs and provide solutions to those need. Sales professionals add value to the sales process by providing the customer with relevant information\, providing customers with insights and new ways of looking at problems. \nProspecting is the one task that will directly impact a sales professionals performance. Successful sales professionals are those who spend the majority of their time prospecting. The quality of the prospecting efforts can boost the number of meetings booked and therefore deals closed. Learn effective techniques from experienced sales professionals Spend less time chatting to receptionists and more time dealing with decision makes by implementing effective prospecting techniques. Grab your prospects attention with tailored interest getters. \nBuild trust by demonstrating your competence and understanding how to take control of the sale process to maintain the customers confidence. \nIneffective sales people waste time speaking to prospects who are not interested in buying. Effective sales people qualify buyers. This will allow you to spend your time with potential buyers\, and spend your otherwise wasted time to improve prospects. \nOur world class instructors have advanced qualifications and industry experience working for some of the largest international brands and can pass the insight on to you. \nInnoversity is a market leading education provider dedicated to enabling people to make the most out of technology. We offer courses in Project Management\, Digital Marketing\, Web Development\, Software Development\, Design\, Data\, AI\, Cyber\, Cloud\, Networking and Business Applications. \nWho is it for? \nThis training course is intended for sales professionals who are looking for an introductory course on selling in a B2B and B2C environment.\nAgenda \nThe Psychology of Selling – Understand the impact of mentality on your personal selling journey. Gain insight into motivational techniques to achieve success\nConsumer Buyer Behaviour – Understand the thoughts and actions of consumers before and during the sales. Examine how this impacts on the sales process. \nOrganisational Buyer Behaviour – Organisations act differently to consumers. Learn how to optimise your sales techniques to appeal to business buyers \nSegmentation and Targeting – Tailor your messaging and approach based on your customer. Learn how to identify your customers wants and interests based on key demographics. \nCreating a Personal Selling Strategy – Combine buyer behaviour and segmentation and targeting to adapt your sales approach to resonate with the customer as an individual\nEffective Prospecting Break through the noise and gain your prospects interest. \nQualifying Buyers – Rookie sales executives waste time chasing prospects who like to chat\, but are not ready to buy. Quality your prospect to ensure you save yourself time\, and energy disqualifying prospects who are not ready to buy. \nBooking Meetings – Increase the number of meetings booked with quality prospects\nIdentifying Needs on Discovery Calls Explore how to ask the right questions to discover your prospects needs and motivations \nPositioning Products and Services – Dont pitch. Position! Tailor your offer to solve your clients problems. Pitching the right way will increase your win rate. \nObjection Handling – Objections are a natural part of the sales process. Understand the different types of objections and how to handle them. Learn how to provide your prospects with the confidence to buy. \nNegotiation – Gain insight into basic negotiation tactics to provide your client with the best available offer \nClosing – Never sweat asking for business again. Learn how to bring the sale to a natural close and win business. \nFollowing up – Develop long term relationships with customers by following up. Ensure your customers are satisfied and collect social proof to develop future business.
URL:https://innoversity.org/event/psycology-of-selling-10/
LOCATION:Virtual
CATEGORIES:Sales
ATTACH;FMTTYPE=image/jpeg:https://innoversity.org/wp-content/uploads/2024/01/7697338D-76E1-4E5C-854D-46567308B047.jpg
END:VEVENT
BEGIN:VEVENT
DTSTART;TZID=UTC:20241114T090000
DTEND;TZID=UTC:20241115T163000
DTSTAMP:20260408T083608
CREATED:20240120T185927Z
LAST-MODIFIED:20240122T113931Z
UID:3231-1731574800-1731688200@innoversity.org
SUMMARY:Personal Selling Skills
DESCRIPTION:Personal Selling Skills\nGetting started in sales? \nThis two day introductory course will cover the fundamentals of selling to enable you to hit the ground running to achieve your targets. \n20% of sales professionals bring in 80% of the revenue. Learn the skills necessary to become a top performer and achieve your sales goals. \nSales professionals are the rockstars that keep all businesses running. Their survival is based on sales professionals bringing in deals. Sales offers a rewarding and varied career with strong growth prospects. \nSales professionals help customers identify their needs and provide solutions to those needs. Sales professionals add value to the sales process by providing the customer with relevant information\, providing customers with insights and new ways of looking at problems. Learn how to take control of the sale process to ensure the customer receives what they want. \nThis course will provide you with an overview of the sales process\, from prospecting through to closing the deal. You will also learn practical techniques you can apply immediately. This course is designed to speed up your learning process so that you are more effective early in your sales career. \nProspecting is the one task that will directly impact a sales professionals performance. Successful sales professionals are those who spend the majority of their time prospecting. The quality of the prospecting efforts can boost the number of meetings booked and therefore deals closed. Learn effective techniques from experienced sales professionals Spend less time chatting to receptionists and more time dealing with decision makes by implementing effective prospecting techniques. Grab your prospects attention with tailored interest-getters. \nIneffective salespeople waste time speaking to prospects who are not interested in buying. Effective salespeople qualify buyers. This will allow you to spend your time with potential buyers\, and spend your otherwise wasted time to improve prospects. \nOur world class instructors have advanced qualifications and industry experience working for some of the largest international brands and can pass the insight on to you. \nInnoversity is a market leading education provider dedicated to enabling people to make the most out of technology. We offer courses in Project Management\, Digital Marketing\, Web Development\, Software Development\, Design\, Data\, AI\, Cyber\, Cloud\, Networking and Business Applications. \nWho is it for? \nThis training course is intended for sales professionals who are looking for an introductory course on selling in a B2B and B2C environment. \nAgenda \nThe Role of Selling – Understand the impact selling makes to organisations and the different types of sales roles. \nSetting Targets – To be successful\, you need to set a target. Learn how to set effective personal sales goals. \nProspecting – Break through the noise and gain your prospects interest. \nQualifying – Rookie sales executives waste time chasing prospects who like to chat\, but are not ready to buy. Qualify your prospect to ensure you save yourself time\, energy disqualifying prospects who are not ready to buy. \nBooking Meetings – Increase the number of meetings booked with quality prospects\nDiscovery calls Explore how to ask the right questions to discover your prospects needs and motivations \nPitching – Tailor your offer to solve your clients problems. Pitching the right way will increase your win rate. \nObjection Handling – Objections are a natural part of the sales process. Understand the different types of objections and how to handle them. Learn how to provide your prospects with the confidence to buy. \nNegotiation – Gain insight into basic negotiation tactics to provide your client with the best available offer \nClosing – Never sweat asking for business again. Learn how to bring the sale to a natural close and win business.
URL:https://innoversity.org/event/personal-selling-skills-10/
LOCATION:Virtual
CATEGORIES:Sales
ATTACH;FMTTYPE=image/jpeg:https://innoversity.org/wp-content/uploads/2024/01/BEE556C7-030B-4B92-8B22-CC420E18B223.jpg
END:VEVENT
END:VCALENDAR