Brochure of Effective Selling Workshop (ESW)

What you will learn: 
To understand how to close more deals through Micro-actions and Micro-conversions.
Conversion Optimization through removing funnel non-efficiencies.
How to sell more effectively through modern closing techniques,
Sales modernization through ‘Analogous supplier’s and customer’s micro-actions’.


How you will benefit from this workshop: 
You will gain key insights into simultaneous buying and selling process.
We help you develop your modern sales skills through using probes to uncover Customer’s situation, Needs, and Needs Behind Needs.
You will learn how to shift from price-selling to value-based selling. 
You will learn how to use wedge strategy.


Workshop outlines: 
1st session: 
1. Micro-actions and micro-conversions (smaller closes) 
2. Conversion Optimization through removing funnel non-efficiencies.
2nd session: 
3. Analogous Smaller closes (The supplier and Customer micro-actions) 
3rd session: 
4. Closing techniques 
5. Different types of Prospects 
6. Prospect Buying signals & obstacles. 
4th session: 
7. Call-to-actions 
8. Simultaneous buying and selling process. 
5th session:
9. Value-base selling in accordance with “Purchasing portfolio analysis”. 
10. Wedge (imbalance) strategy
6th session:
11. The six steps of the wedge sales process
12. Using probes to uncover Customer’s situation, Needs, and Needs Behind Needs


Materials: 
Electronic copies of slides in the form of PDF workbook. A certificate will be provided at the end of the course.


Duration: 
Online: Six Online sessions, each session will be three hours with a 15 minutes break.
Classroom: 3-day course 


Location: 
Online: Zoom platform
Classroom: Client’s offices worldwide.


Who can participate: 
Individuals who are actively seeking to strengthen their sales and marketing skills to make themselves stand out from the crowd,  
Those who want to promote the revenue of their business through increasing their sales productivity through ‘Effective value-based selling’,
Managers or executives who want to outcompete the competition through value-based selling.


About the workshop? 
The workshop is planned in three levels from introducing the concept to advanced issues. The workshop instructor will be Kambiz Bidad, former business manager of Lloyds Register. He has planned and run more than 50 workshops on effective selling, innovation, and strategy-setting.