Efektywna rozmowa sprzedażowa. Szkolenie sprzedażowe dla Doradców Klienta.

New Motivations has been supporting organizations in the development of employees, leaders, and teams since 1996, focusing on solutions that work in practice. They work with organizations in a way that ensures change is visible in daily operations, not just at the level of declarations. They engage in team processes, organize work methods, and help people grasp context more quickly, make decisions, and take responsibility for results. Instead of one-off actions, they build solutions that remain within the company and start to work without ongoing external support.

This is a practical workshop aimed at developing the skill of conducting sales conversations in a consultative model. The program focuses on creating value for the client through accurate needs analysis, asking the right questions, active listening, and presenting solutions tailored to specific business situations.

The training allows participants to organize the entire sales conversation process from the first contact, through needs diagnosis and offer presentation, to handling objections and effectively closing sales. Participants practice proven communication techniques and develop the ability to conduct conversations that build trust and increase the likelihood of decision-making by the client.

• For salespeople selling products and services.
• For account managers responsible for developing client relationships.
• For sales consultants working in a consultative model.
• For individuals looking to increase the effectiveness of their sales conversations.
• For organizations developing sales standards based on needs diagnosis and building value for the client.

• Developing the skills to conduct effective sales conversations.
• Improving competencies related to client needs analysis.
• Building skills in asking probing and diagnostic questions.
• Developing active listening and conscious conversation management.
• Learning to present offers in relation to client needs and expectations.
• Improving skills in responding to client objections and doubts.
• Developing competencies related to closing sales.
• Building a consultative sales attitude focused on value for the client.

Benefits for the Organization

• Higher quality of conversations conducted with clients.
• Greater effectiveness in diagnosing client needs and expectations.
• Better alignment of offers with the actual challenges faced by clients.
• Increased effectiveness of solution presentations and sales arguments.
• Greater efficiency in handling objections that arise during the sales process.
• Standardization of sales conversation practices within the organization.
• Improved effectiveness in finalizing sales processes.
• Strengthening a sales culture based on partnership and consulting.

Benefits for the Participant

• Development of skills for conducting organized and effective sales conversations.
• Better understanding of client needs, motivations, and situations.
• Learning practical techniques for asking questions and active listening.
• Increased confidence in presenting offers and arguing their value.
• Ability to respond more effectively to client objections.
• Development of competencies related to finalizing sales conversations.
• Better preparation for conducting sales in a consultative model.
• Greater effectiveness in building relationships and achieving sales goals.

Module 1. Push and Pull Strategies in Sales

• Characteristics of both strategies.
• Using Pull strategy in consultative sales.
• Benefits of using Pull strategy for the Client and Consultant.

Module 2. Structure of the Sales Conversation Part 1

• Stages of an effective sales conversation and the cause-and-effect relationship between stages.
• Opening – proven methods.
• Client needs analysis – need vs position, client satisfaction triad.
• Examples of questions and ways to use them: open, closed, probing, hypothetical, and digging questions.
• NBS (Needs Based Selling) question base.
• Mindful and active listening (paraphrasing, clarification, summarization).
• Presenting the offer based on benefits and values for the client (P–C–K model).

Module 3. Structure of the Sales Conversation Part 2

• Objections raised by the Client – how to interpret them?
• Understanding and effectively responding to objections (partial agreement, Aikido, price parking).
• Trial closing – checking how ready the Client is (contracting agreements).
• Finalizing sales – why it often doesn't happen and how to change that? (assertively setting and defending boundaries).

Module 4. Summary of the Meeting and Invitation to Implementation Task

• Action plan – what will I change, do differently, what will I do less, more in the coming week?

3.5 hours

• 1 workshop (3.5 hours)
• training materials
• training facilitation
• training needs assessment
• personalized certificate in pdf
• online evaluation survey
• summary report from surveys