- Introduction
- Types of Sales in the Oil Industry
- Customer Objectives and XYZ Company Objectives– How to match them?
- Sales Call Structure
- Opportunity
Management
- Make Time Your Advantage
- 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 4: Negotiation
- Phase 5: Implementation
- Phase 6: Process Revision
- Sales
Communication Skills
- Communication Process
- Communication
Channels
- Body Language
- Written Communication
- Oral Communication
- Active Listening
- Discussion Skills
- Delivering the Message
- Managing Differences
- Concluding the Conversation
- Video: Effective Communication
- Effective
Presentations
- The Presentation Elements
- Learning Styles (Visual, Auditory, Kinesthetic)
- Planning
- Know your Audience
- Verify Space and Logistics
- Preparation
- Research, Research, Research
- Effective Utilization of Visual Aids
- Anxiety Control
- 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
- Points of Parity
- Support Points
- Finding XYZ Company´s Value Proposition
- The Sales Call
- Setting the Sales Call Objectives
- Planning the Probing Strategy
- Opening
- Propose an Agenda
- Acknowledge Customer Requirements
- State the XYZ Company Unique Value Proposition
- Checking for Acceptance
- Probing to Uncover Customer Needs
- Supporting Customer Needs
- Closing
- Pot Sales Call Analysis
- Video: The sales Call
- Role Play: Selling XYZ Company Services
- Value
Proposition Definition
- Handling
Objections
- Getting to Yes
- Customer Indifference
- Overcoming Customer Indifference
- Customer Skepticism
- Overcoming Customer Skepticism
- Misunderstanding
- Overcoming Misunderstanding
- Acknowledging XYZ Company Services Limitations
- How to Overcome the Limitations
- Role Play: Handling Objections
- Successful
Negotiations
- Negotiation Style è Test
- Types of Negotiation
- The Negotiation Process
- Situational Analysis
- Strategic
Questions
- Can we Compete?
- Can We Win?
- It is Worth Winning?
- Proposal Analysis
- Negotiation Objective
- Determine Negotiable and Non-Negotiable Points
- Build Trades
- Negotiation Strategy
- Determining my BATNA
- Successful Negotiation Examples
- Video: Successful Negotiations
- Role Play: Selling Against the Competition
- Negotiation
Meeting
- Objectives
- Initial Position
- Negotiating Ranges and Zone of Possible Agreement
- XYZ Company Value Proposition
- Checking for Acceptance
- Review the Initial Offer
- Negotiation Sequence
- Address Non-Negotiable Issues
- Handling the Customer’s Rejection of a First Trade
- Ask for any Outstanding Issues
- Summarize the Agreements
- Closing
- Review Next Steps
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