Course: Digital Sales for In-Person Sellers

1. Introduction and Objectives.
2. The Salesperson Facing the Digital Challenge.
3. Digital Prospecting. LinkedIn as the Tool.
4. Scheduling the Interview.
5. Preparing the Video Conference Platform.
6. Key Communication Skills for Video Conferencing.
7. Stages of a Sales Interview via Video Conference.

• • The Connection
  • Identifying Needs
  • Argumentation
  • Closing Commitments and Action Plan.

8. Handling Objections.
9. My Products Don’t Cost. They Also Have Value in the Digital Space.
10. Closing the Meeting and Action Plan.

In-person: The deductive training methodology “Learning by doing” will be used, where participants not only acquire new knowledge but also practice it in the classroom. Additionally, case studies, questionnaires, movie scenes, assignments, group discussions, and role plays will be utilized.

On-line: The training courses in online format are developed using the Flipped Training methodology, which combines live sessions with a specialist trainer via webinar, with situation analysis, discussions, and group work carried out by participants both individually and collectively. Its compact format allows for maximum utilization of the sessions and compatibility with professional obligations, ensuring a quick transfer of the knowledge learned to the workplace.