parallel courses

Discounted morning course: public speaking for beginners
Thursday mornings, opening on December 22
Price: 2,500 NIS For details and registration

Premium course: speaking in front of an audience with personal accompaniment
Opening: January 13, 2012, Friday mornings
Price: 4,800 NIS For information and compatibility check

—————Course Objectives

Everyone should know how to sell, but for us, the sales people, it is a daily job where we have to bring the best results for ourselves and our organization. In no other profession do you see such a direct connection between success and the receipt at the end of the month, and Guy Yariv's course will teach you how to get as many sales as possible with as little effort as possible

Each course has 15 participants, and he Includes 5 three-hour sessions, consisting of a theoretical part, a practice part, and a feedback part.
Each session includes a 'lecture' opening where a new technique or marketing tool is taught (how to deal with resistance, how to contact a customer, how to close a deal). After that, the bulk of the lesson is devoted to practice. It is ensured that each participant practices each lesson - both as a salesperson and as a customer. In each class, not only the new technique learned is practiced, but also all the techniques acquired since the beginning of the course in order to ensure that no skill is forgotten or lost.

At the end of each lesson, each participant receives detailed feedback showing the strengths and weaknesses as well as precise recommendations for improvement. At the beginning of the course the instructor gives all the personal feedback. As the course progresses, the participants learn to give more and more of the feedback themselves.

Topic

The content of the lesson

1

Questioning techniques
and clarification of needs

Familiarity: Basic sales theories and concepts, self-presentation techniques.
content: How to get to know the customer and find out what he needs

2

Product presentation and enthusiasm

content: How to tell a customer about your product and get them excited.
How to turn product benefits into things your customer wants, and vice versa.

3

to cope
with objections

Theory: Why you must not be afraid of objections and why there is no sale without objection
Contents: How to deal with real objections, reveal fake ones, and recognize when the customer really cannot buy the product and it is better to give up.

4

techniques
closure

Theory: What are closing techniques and why you can't close an unwilling client
Contents: Different closing methods, and how to adapt the method to the client

5

Receiving references and recommendations

Theory: Selling to a repeat customer is much easier and more profitable than to an existing customer
content: How to get customers to recommend you, and how to close the recommended ones.