04/09/2015
Marcantonio Montesano will address the theme “Sell value and develop new business”
How can you drive the sales process so that the customer perceives value in your offer? How to add value to reduce the price clash? These issues will be addressed in the training promoted by ABES “Selling value and developing new businesses”, which will be applied by consultant Marcantonio Montesano, between September 23 and 25, at the entity's headquarters in São Paulo.
Training Objective
• Spark interest in your offerings, generate more qualified leads and have conversations about the use of your offerings with multiple vertical markets.
• Facilitate behavior changes in the sales force, to focus on critical business issues of their customers, help them establish the reasons and logic they need to close more contracts with higher value.
• Negotiate the customer's decision-making process and shorten their sales cycles.
Contents
• What are the steps sales people need to take so they can help their opportunities make a decision favorable to their offerings?
• What is the rationale for how the skills learned in sales training should be applied?
• How do you prospect to create interest in the capabilities of your offering with people at all levels, including decision makers?
• How to qualify the customer's needs and their purchasing capacity?
• How to understand the client's current situation and its impacts?
• How to get the customer to realize that what he wants fits with what you offer?
• How can you validate with the customer how their objective can be achieved using your offer?
• How to help the client justify his decision?
how will it be
According to the instructor, each participant will have the opportunity to learn the tool, its function and train with exercises and dynamics, in this way, the participants will be ready when they return from the training, to apply the new models learned. Its pedagogy was designed to be participatory, active and varied. “Among the various aspects of negotiation that will be addressed, training will include the development of competences to use reciprocity in favor of negotiation; understand the effects of limiting and irreversibility; distinguish position and objective; restore balance in trading; measure your BATNA (best alternative to a negotiated agreement) and that of your interlocutor; knowing how to express your assets; identify and thwart disruptive tactics ("take it or leave it", urgency, good and bad, etc); knowing how to respond assertively in stressful situations (difficult, aggressive, manipulative client, etc.); distinguish between objective and negotiation strategy; evaluate the areas of possible agreement (ZAPO) and evaluate the counterparts you want to obtain; and set the limits: consider the worst for the best”.
Schedule
When: September 23 and 24, 2015 from 8:30 am to 5:30 pm and September 25, 2015 from 8:30 am to 1 pm
Where: ABES Headquarters – Av. Ibirapuera, 2907, 8th floor, Cj. 811
Investment for ABES members: R$ 3,300.00 for first company registration, 10% discount for second company registration, 20% discount for third company registration, 30% discount for fourth company registration.
Investment for non-members: R$ 4,500.00
Registrations: will be received until September 21, 2015 exclusively through the Relationship Center, by phone (11) 2161-2833. Enrollments will only be confirmed after receipt of the deposit receipt of the investment amount, by e-mail catiana.camargo@abes.org.br.
Maximum of 12 participants, with a maximum of 4 participants per company.
Instructor
Marcantonio Montesano worked 20 years in the corporate software and technology services market as a sales professional, manager, sales director, director of operations and entrepreneur. He created the Best Performance Group in 2003. He was certified by Mike Bosworth in Solution Selling and CustomerCentric Selling, with Frédéric Vendeuvre in the DEAL and LEAD methodologies at Halifax Consulting, with Andrew Dugdale in the Sales Talent Assessment and Charles Green in the Trusted Advisor. He is a civil engineer, holds an MBA from ESPM and IAG from PUC-Rio, a master's degree from PUC-Rio researching the use of narratives in business relationships and corporate sales. He is a professor, researcher, instructor and consultant. He has carried out training in Brazil for ABES in São Paulo, Assespro Rio Grande do Sul, Assespro Rio de Janeiro, Assespro Paraná, as well as in Mexico, Argentina, Panama, Spain, the United States and Portugal.
How can you drive the sales process so that the customer perceives value in your offer? How to add value to reduce the price clash? These issues will be addressed in the training promoted by ABES “Selling value and developing new businesses”, which will be applied by consultant Marcantonio Montesano, between September 23 and 25, at the entity's headquarters in São Paulo.
Training Objective
• Spark interest in your offerings, generate more qualified leads and have conversations about the use of your offerings with multiple vertical markets.
• Facilitate behavior changes in the sales force, to focus on critical business issues of their customers, help them establish the reasons and logic they need to close more contracts with higher value.
• Negotiate the customer's decision-making process and shorten their sales cycles.
Contents
• What are the steps sales people need to take so they can help their opportunities make a decision favorable to their offerings?
• What is the rationale for how the skills learned in sales training should be applied?
• How do you prospect to create interest in the capabilities of your offering with people at all levels, including decision makers?
• How to qualify the customer's needs and their purchasing capacity?
• How to understand the client's current situation and its impacts?
• How to get the customer to realize that what he wants fits with what you offer?
• How can you validate with the customer how their objective can be achieved using your offer?
• How to help the client justify his decision?
how will it be
According to the instructor, each participant will have the opportunity to learn the tool, its function and train with exercises and dynamics, in this way, the participants will be ready when they return from the training, to apply the new models learned. Its pedagogy was designed to be participatory, active and varied. “Among the various aspects of negotiation that will be addressed, training will include the development of competences to use reciprocity in favor of negotiation; understand the effects of limiting and irreversibility; distinguish position and objective; restore balance in trading; measure your BATNA (best alternative to a negotiated agreement) and that of your interlocutor; knowing how to express your assets; identify and thwart disruptive tactics ("take it or leave it", urgency, good and bad, etc); knowing how to respond assertively in stressful situations (difficult, aggressive, manipulative client, etc.); distinguish between objective and negotiation strategy; evaluate the areas of possible agreement (ZAPO) and evaluate the counterparts you want to obtain; and set the limits: consider the worst for the best”.
Schedule
When: September 23 and 24, 2015 from 8:30 am to 5:30 pm and September 25, 2015 from 8:30 am to 1 pm
Where: ABES Headquarters – Av. Ibirapuera, 2907, 8th floor, Cj. 811
Investment for ABES members: R$ 3,300.00 for first company registration, 10% discount for second company registration, 20% discount for third company registration, 30% discount for fourth company registration.
Investment for non-members: R$ 4,500.00
Registrations: will be received until September 21, 2015 exclusively through the Relationship Center, by phone (11) 2161-2833. Enrollments will only be confirmed after receipt of the deposit receipt of the investment amount, by e-mail catiana.camargo@abes.org.br.
Maximum of 12 participants, with a maximum of 4 participants per company.
Instructor
Marcantonio Montesano worked 20 years in the corporate software and technology services market as a sales professional, manager, sales director, director of operations and entrepreneur. He created the Best Performance Group in 2003. He was certified by Mike Bosworth in Solution Selling and CustomerCentric Selling, with Frédéric Vendeuvre in the DEAL and LEAD methodologies at Halifax Consulting, with Andrew Dugdale in the Sales Talent Assessment and Charles Green in the Trusted Advisor. He is a civil engineer, holds an MBA from ESPM and IAG from PUC-Rio, a master's degree from PUC-Rio researching the use of narratives in business relationships and corporate sales. He is a professor, researcher, instructor and consultant. He has carried out training in Brazil for ABES in São Paulo, Assespro Rio Grande do Sul, Assespro Rio de Janeiro, Assespro Paraná, as well as in Mexico, Argentina, Panama, Spain, the United States and Portugal.
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