Akademia Sprzedaży Sales Excellence

Nowe Motywacje 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 begin to operate without ongoing external support.

Sales Excellence is a practical development program for salespeople and sales teams, based on the Challenger model and a modern approach to consultative selling. The training develops skills related to conducting sales conversations, building value propositions, working on customer needs, and effectively closing sales without exerting pressure.

For salespeople, customer advisors, account managers, B2B and B2C sales specialists, and sales managers responsible for the development of sales teams. The program works well in organizations with experienced sales teams as well as in those where rapid upskilling of new employees is necessary.

• Development of skills for conducting modern sales conversations based on the Challenger model.
• Strengthening competencies related to needs assessment, value argumentation, and building customer relationships.
• Organizing the sales process and increasing the effectiveness of sales activities.
• Developing skills to guide customers through the decision-making process in a partnership and professional manner.
• Building lasting standards of salespeople's work through practice, behavior training, and follow-up actions.
• Increasing sales effectiveness while protecting margins and improving customer service quality.

Benefits for the Organization

• Increased effectiveness of sales activities and improved sales results of the team.
• Standardization of communication and sales process management.
• Better utilization of sales data and CRM in building customer relationships.
• Reduction of errors in quoting, argumentation, and conducting sales negotiations.
• Improvement in customer experience quality and professionalization of salespeople's work.
• Development of sales competencies supporting margin maintenance and building competitive advantage.
• More effective onboarding of new salespeople and reduction of costs associated with employee turnover.

Benefits for the Participant

• Development of practical skills in conducting sales conversations and building value propositions.
• Better understanding of customer emotions, needs, and decision-making processes.
• Increased confidence in dealing with objections, negotiations, and closing sales.
• Learning professional argumentation and conducting sales without pressure and scripted techniques.
• Enhancing skills in working with customers based on personalized communication and sales data.
• Strengthening competencies related to organizing the sales process and conducting follow-up actions.
• Opportunity to repeatedly practice real sales situations in workshop conditions.

MODULE 1. Foundations of Modern Selling

• Psychology of purchasing decisions
• Building relationships and trust
• Customer communication styles
• Consultative selling and the Challenger model

MODULE 2. Needs Diagnosis and Value Building

• Customer needs analysis
• Questioning techniques
• Selling value instead of price
• Storytelling and benefit argumentation

MODULE 3. Argumentation, Negotiation, and Margin Defense

• Working with objections
• Defending price and value propositions
• Sales negotiations
• Building competitive advantage

MODULE 4. Closing Sales and Process Management

• Techniques for finalizing sales
• Follow-up and maintaining customer engagement
• Managing the sales process
• Post-sale communication

MODULE 5. Implementation and Reinforcement of Sales Standards

• Sales role-play training
• Video coaching and feedback
• Case studies and simulations
• Implementation plan and managerial follow-up

24 hours

• online webinar (90 min)
• 2 workshops (8 hours)
• access for participants and their supervisors to the Follow-up application (an application for verifying training results and implemented practices)
• participants' access to the Video Coach application (a tool for intensive behavioral training available via phone or computer)
• training materials
• trainer's travel to the venue
• training management
• training needs assessment
• personalized certificate in pdf
• online evaluation survey
• summary report from surveys