Lasting two and a half days, the course is the result of a partnership with the Best Performance Group
Much more than highlighting the characteristics of a particular service or product, understanding the needs, objectives and values of the client is essential to lead him to the purchase decision. Based on this concept, ABES, in partnership with the Best Performance Group, will carry out training Practices to Leverage Sales of Technology, Software and Services, from October 30th to November 1st, at the entity's headquarters, in São Paulo, located at Av. Ibirapuera 2.9.07, 8th floor, cj. 811.
“The objective is for executives and sales personnel to be able to understand and carry out a negotiation process, aligned with the needs and perspectives of companies that buy high technology products. We want to develop skills so that professionals act assertively, from the development of interest in the business to closing”, explains Carlos Sacco, marketing director at ABES.
During the training, lasting two and a half days, participants will be exposed to exercises and dynamics aimed at encouraging the practice of behaviors necessary for high performance in sales. They will also build tools for their day-to-day sales, which will facilitate the application of the transmitted concepts and the adoption of recommended behaviors.
Target Audience
Focused on the Technology, Software and Services segment, the training is aimed at entrepreneurs as well as sales managers, salespeople, pre- and post-sales consultants, marketing professionals and other people in organizations that support sales functions.
At the end of the training, participants will be able to:
• Avoid the pitfalls of traditional sales behavior;
• Understand how needs are developed in the customer's mind;
• Understand why risk objections are positive and how to deal with them;
• Diagnose customer problems aligned to your offer;
• Changing the rules if your competitor got there first;
• Convince your opportunity that you understand the client's business;
• Hold your opportunity accountable for resolving the customer's problem;
• Create a vision of the solution to fit the capabilities of the offering;
• Gain access and establish credibility with decision-makers;
• Awaken interest in your offers, generate qualified opportunities and have dialogues; about using your offerings with multiple vertical markets;
• Facilitate behavior changes in those responsible for generating business, so that they listen to their customers, focus on understanding their critical business issues, and help these customers establish the necessary reasons to acquire their offerings;
• Negotiate and control the customer's purchasing process and decision-making process.
Schedule
Date: October 30th to November 1st
Place: ABES Headquarters – Av. Ibirapuera 2907, 8th floor, cj. 811 – S. Paulo – SP
October 30 (Wednesday) – 9 am to 6 pm
• Customer need development
• Identification and creation of business value
October 31 (Thursday) – 9 am to 6 pm
• Opportunity qualification and disqualification
• Prospecting and creating demand
November 1st (Friday) – 9 am to 1 pm
• Control of the sales process
• Negotiation and management of customer expectations
Instructors
Marcantonio Montesano - He has 30 years of experience in the technology market and has achieved relevant results as a seller, manager, sales director, operations director and entrepreneur. It began to implement sales processes in 1994, achieving significant improvement in its business results. Today he is an instructor, consultant and speaker. He is certified and licensed by the CustomerCentric Selling® sales methodology, Halifax Consulting's negotiation and Sales Talent Assessment's sales potential assessment methodology. He is a civil engineer and has an MBA and a master's degree at the Business School of PUC-RJ.
Edmilson Neves - Professional with more than 25 years of experience in sales in the Telecommunications and Information Technology sector, having held managerial and executive positions in companies such as Promon, Gradiente and Cisco do Brasil, achieving successive achievements. At Cisco, he was responsible for setting up the company's Services Division in Brazil in 1999, having achieved relevant results during the time he remained at the head of that division, combining customer service and support initiatives. He is an Electronic Engineer from the Faculty of Industrial Engineering - FEI, with a specialization in Business Management, from the Sociedade de Desenvolvimento Empresarial, in the biennium 1991-1992.
Investment: R$ 1,300.00 per participant
Registrations: Entries will be received until October 28th exclusively at the ABES Relationship Center, by phone (11) 2161 2833, and will only be confirmed after receipt of proof of deposit of the investment amount.
* Paid parking on site
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