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- Introduction
- Types
of Sales in the Oil Industry
- Customer
Objectives and XYZ Company Objectives– How to match them?
- Opportunity
Management
- Sales
Phases in the Opportunities Management Process
- Phase
1: Corporate Account Profile
- Phase
2: : Identifying a Compelling Event
- Phase
3: Evaluation of Options
- Determine
Decision Criteria and Evaluation Model
- Identifying
Differentiators
- Judging
Alternatives Using the Evaluation Model
- Phase
6: Process Revision
- Sales
Communication Skills
- Concluding
the Conversation
- Video:
Effective Communication
- Effective
Presentations
- The
Presentation Elements
- Learning
Styles (Visual, Auditory, Kinesthetic)
- Verify
Space and Logistics
- Research,
Research, Research
- Effective
Utilization of Visual Aids
- Get
your Audience Involved
- Homework:
Prepare a Presentation for the Group
- Social
Profiling
- Analytical,
Amiable, Driver and Expressive
- What
is my Social Profile? è Test
- Aligning
with Customer Personality
- Value
Added Selling
- Value
Proposition Definition
- Points
of Differentiation
- Finding
XYZ Company´s Value Proposition
- Setting
the Sales Call Objectives
- Planning
the Probing Strategy
- Acknowledge
Customer Requirements
- State
the XYZ Company Unique Value Proposition
- Probing
to Uncover Customer Needs
- Supporting
Customer Needs
- Role
Play: Selling XYZ Company Services
- Handling
Objections
- Overcoming Customer Indifference
- Overcoming
Customer Skepticism
- Overcoming
Misunderstanding
- Acknowledging
XYZ Company Services Limitations
- How
to Overcome the Limitations
- Role
Play: Handling Objections
- Successful
Negotiations
- Determine
Negotiable and Non-Negotiable Points
- Successful
Negotiation Examples
- Video:
Successful Negotiations
- Role
Play: Selling Against the Competition
- Negotiation
Meeting
- Negotiating
Ranges and Zone of Possible Agreement
- XYZ
Company Value Proposition
- Address
Non-Negotiable Issues
- Handling
the Customer’s Rejection of a First Trade
- Ask
for any Outstanding Issues
