Workshop 10 - The art of selling to difficult clients

To whom is it addressed? – Entrepreneurs, managers, sales people in companies, sales managers, those interested in developing their sales skills and improving their sales style, adapted to the requirements of our times

What is the procedure? – Micro-sessions of presentations, followed by moderated Q&A sessions.

TOPIC

A workshop dedicated to those who wish to improve their sales skills to organizational clients (B2B).

During the workshop, several of the topics below will be touched, according to the necessities of the audience:

  • reconsidering relationships with B2B clients
  • reorienting relationships from mere transactions to long-term partnerships
  • knowing the company, the market, the competitors, the product, the sales process, the sales conditions, the role of sales force, the principles of communication and bargaining
  • buying process – implications for sales agents: stages of the buying process, structure of the buying center, adapting the sales strategy
  • communication styles, adapting sales techniques to the client’s communication style
  • market prospection and prospect labelling
  • planning and preparing the sales visit
  • approach and presentation techniques
  • dealing with objections
  • negotiating contractual conditions
  • sales conclusion techniques
  • developing long-term relationships

In order to attend this workshop you need a PLUS access ticket (one day or both days) or PREMIUM (one day or both days).

REGISTER now!
Invest in your personal and professional development! Be better than your competition! 

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List of speakers

Business Coach, General Director, Coaching4You

He is known as the young man who started as a garden and, within three years and a half, got to work in the biggest business coaching company in the world. He is the creator of the most complex business development programme in Eastern Europe, BusinessMastery.ro and the founder of Leaders for the Future, where he grants every year scholarships amounting toEUR100,000. Motto: “The people advancing in life and those looking for the circumstance that they want and creating them, if they don’t find them.” G.B.Shaw Personal value: "I am a convinced family man and I believe in the balance between the family life and business. My marriage philosophy: Happy wife, happy life! I believe in a better Romanian and I fight every day to make the world a better place."

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Manager , ACknowledge

Adrian Cioroianu este Hunter, Farmer, Negociator, Influencer, Sales Trainer cu experienta in companii ca Orange, Sony Ericsson si Intel Corporation. Este antreprenor și a fondat AC KNOWLEDGE, o companie pentru training și consultanță în vânzări. Din pasiune pentru educație, este și Lead organizer al TEDxFloreasca, primul eveniment TEDx în aer liber din România. Adrian este autorul cărții VÂND ORICE, ORICÂND, ORICUI și coordonatorul cărții POVEȘTI NEMURITOARE DE VÂNZĂRI, o colecție de experiențe trăite de vânzători cu experiență din diferite industrii, povești reale de vânzări din care pot învăța toți cei care au tangență cu vânzările.

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Senior Consultant, Equatorial

As a Senior Consultant, Cosmin has the main duty of designing and implementing projects of organizational development, group dynamics and personal development. Cosmin has an experience of over 11 years in business development, training & coaching, of which more than 6 years in Central and Eastern Europe, coordinating the AchieveGlobal business in Serbia, Croatia and the rest of the former Yugoslavian space. In recent years, Cosmin has developed in particular business projects with organizations in finance and banking, oil & energy, industrial & car parts, collaborating with over 16 banks in Romania for over 60 training and consulting projects. He has enabled development programs on topics such as: strategy clarification, leadership, motivation, sales management, prospecting, sales, bargaining techniques (in sales/acquisitions), management of strategic clients, presentation techniques, customer service, coaching, communication, problem analysis and decision-making, time, performance, change management etc. He has developed and/or implemented training and consulting programs for: Petrom, Rompetrol, ING, BCR, BRD, Takata, Yazaki, Continental Tires, TRW, Raiffeisen, Benchmark, Piraeus, OTP, Bancpost, Unicredit, Alpha Bank, Allianz-Tiriac, Orange, GlaxoSmithKline, Roche, Schering Plough, Abbott, GoodYear, Philip Morris. A graduate of ASE and Law (University of Buchares), as an associate professor of the Faculty of International Economic Relations (ASE Bucharest), Cosmin teaches Strategic Management to MA students and International Bargaining to BA full-time students. In 2007, he was awarded a PhD in Economics, with Magna cum Laudae, following his research activity resulting in the paper “Company internationalization strategies”. Cosmin is a graduate of courses provided by Wirtschaft Universitat in Vienna and certifications in the methodologies of AchieveGlobal, Human Synergistics, ESPERE (communication and relations), Strengths Development Inventory. He has a vast international experience, with presentations at over 50 conferences organized by universities abroad (Sydney, Tallinn, Istanbul, etc.), In 2008, in New York, Cosmin presented his paper “Current Shifts in Business Training: Evidence from Romania” at the American Academy of Business conference, which was later published in Cambridge Business Review.

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Manager , SMART HR

Magnoliu Stan is currently a Senior Trainer and Manager of the Smart HR company. He has a professional activity of over 15 years in human resources and personal development, and over 12 years as a CNFPA and Persolog certified trainer. He started Smart HR in 2002, a company that provides full HR&Business services, from training, recruitment and staff selection, professional and psychological evaluation to coaching and business consulting. The success of his endeavor is reflected in the strong team he has built in all these years of continuous activity, as well as in his partnerships with Swiss Consulting Group and renowned figures such as Mario Bruehlmann, Christian Sartorius, Jim Bagnola, John Maxwell Team andthe Antal Romania team.

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Director International Business Development, Marketizator

Yousuf Khatib is the International Business Development Director of Marketizator and he has an impressive background in international sales. Having 4+ years experience in an IT startup, he has recruited and trained more than 600 people in the insurance industry in Canada and he has travelled all around the world on business

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Managing Partner, Psihoselect

Monica Ion, Managing Partner Psihoselect, este trainer certificat international, membru Quantum Leap - T. Harv Eker's program. Are o experienta de peste 16 ani in vanzari. Impreuna cu Claudia Indreica au infiintat Psihoselect acum 14 ani. A format peste 2.000 de oameni de vanzari si desfasoara programe de coaching cu manageri de top din Transilvania. A sustinut Traininguri in tara si in strainatate. Monica este manager, coach, trainer, mama si pasiunea ei nr. 1 sunt vanzarile. Incheie 7 din 10 vanzari si clientii o iubesc. Ii place sa ajute oamenii si sa contribuie in mod pozitiv la dezvoltarea lor. Monica este pasionata de invatare si ii are ca maestri pe T. Harv Eker, Dr. John F. Demartini, Tony Robbins, Alex Madossian, Blair Singer, Menis Yousry si altii. Este tot timpul bine dispusa si clientii o suna adesea si pentru a se contamina cu buna ei dispozitie! Monica imbina intr-un mod unic cunoasterea si experienta din diferite domenii pe care le-a studiat si aplicat: business, legi universale & spiritualitate, dezvoltare personala si vanzari. Acest lucru ii permite sa ofere perspective multiple si solutii unice pentru cerintele si problemele clientilor

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Moderators

Coach & Trainer, Impact Garantat

Ginette helps companies and their leaders to create a working environment where innovation, teamwork and human potential are a way of life, by providing transformational training programs. Ginette has a relevant experience in Training, Coaching and Facilitating Workshops - over 18 years, and 9 years as an entrepreneur in the area of ​​Training and Development. She delivers Training & coaching on 5 major areas: Sales, Soft Skills, Creativity, Leadership, Team Building / Team Cooperation. She is the author of four training programs and coaching: Facilitating Collective Intelligence, Leadership - Empower Team Cooperation, Sales & Management Boot camp. Website: http://www.impactgarantat.ro Her dream: to bring learning to a higher level by introducing unique Trainings Programs that bring relevant changes in business area.

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