Reality Based Selling

Materi

Varying your approach based on the communication and decision-making style of the buyer

Understanding the Emotional Barriers to Buying:The Consultative Process
Decision Making Styles of Buyers
Mirroring and Building Trust with Buyers
Getting Agreement: Buyer Needs
Buyer Motivations and Presenting Solutions
Supporting Buyers Through Their Decision

Negotiating when price is the last remaining barrier to buying

Negotiating with “hard” and “soft” buyers
Negotiating with buyers who use dirty tricks

Selling strategically

Understanding Transactions vs. Partnerships
When Sales and Marketing Meet: Developing an Offering to Create

Differentiation

Identifying the Various Buying Influences in Customer Organizations—and Creating Appropriate Strategies

Debriefing sales calls

What Worked, What Didn’t Work—and Why

Instruktur

Drs. Bambang Haryanto, M.Ed, ialah instruktur dan konsultan independen berbagai organisasi bisnis dan lembaga, antara lain BCA Group, Gajah Tunggal Group, Dharmala Group, Sampoerna Group, Tiga Raksa Group, Lippo Bank, Bogasari, dan Bank Artha Graha. Master of Education dari Simon Fraser University Canada ini memulai karir profesi di Divisi HRD dan Training Center BCA sebagai instruktur programprogram manajemen dan pengembangan diri, Kepala Pelaksana Harian BCA Training Center, Koordinator Program Pengembangan Manajemen, menyusun, mengembangkan dan menyelenggarakan berbagai pelatihan untuk BCA Training Center. Hingga saat ini ia telah menyelesaikan dengan baik lebih dari 900 kali berbagai jenis program pelatihan dan konsultasi.

Investasi

Rp. 1,850,000 sudah termasuk material kit, sertifikat keikutsertaan, makan siang dan rehat kopi, belum termasuk pajak. Bagi 4 peserta atau lebih dari perusahaan yang sama akan mendapatkan diskon 10 %.

Info Lebih Lanjut :
Phone: 021 22320748
Mobile: 08953 5975 3918 ( Fadli )
E-mail: training@cigmalearning.com