| The level is satisfying (no need to practise); | The level is average (we can practise); | We definitely need to practise it during the training; |
| a) Preparation for sales visits | | | |
| b) Setting business goals for sales visits | | | |
| c) Effective opening of sales calls | | | |
| d) Probing – asking questions about: | | | |
| • current situation, | | | |
| • problems and consequences, | | | |
| • needs, | | | |
| • confirmative questions. | | | |
| e) Listening: | | | |
| • paraphrases | | | |
| • summaries | | | |
| • pause and silence (time for customer to speak) | | | |
| • mirror listening | | | |
| • clarification | | | |
| f) Needs supporting: describing adapted to customer’s needs characteristics and benefits during products presentation | | | |
| g) Closing the deal: sharing responsibilities, agreements confirmation, planning next steps | | | |
| h) Overcoming indifference via phone | | | |
| i) Overcoming concerns (doubts, misunderstandings, negative judgement) | | | |
| j) Insights Discovery (recognizing personalities and adaptation) | | | |
| k) Self-confidence, courage | | | |
| The level is satisfying (no need to practise); | The level is average (we can practise); | We definitely need to practise it during the training; |
| l) Flexibility, adapting to different scenarios during the call, agility | | | |
ankieta
