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Intended for new sales teams or those who have not yet had training in this field. This course contains four steps: creating the right orientation, transferring from intuitive sales to methodical / professional, handling resistance / conflicts, and a variety of exercises including the use of simulation with closed-circuit television.

 

Transition from the intuitive approach, to methodical / professional / structured sales. This course, intended for beginner sales people and for those who have not yet received basic instruction in sales. Here we conduct a complex procedure of constructing a methodical and structured approach that includes the most professional processes that are designed to lead the clients from the stage of hesitation and vacillation to make a decision to buy. Within this framework, the most extensive emphasis and elaboration are placed on the subject of clarifying requirements, which are known to constitute of one of the central and most aggressive sales tools, methods of identifying 'ready' clients are taught, means of closing, means of persuasive presentation, etc.

A short workshop that is aimed at teams who are involved in sales activities and / or in service as part of their jobs. This option is intended to create the proper orientation, to get away with common mistakes and to strengthen the desire to function professionally which require continual work with the audience.

This workshop is intended to strengthen veteran teams who have mastered the basic rules of selling. During the class they will be taught the characteristic types of resistance and the techniques by which to handle them. This subject includes profound familiarity with the phenomenon of resistance and the causes behind it. In this workshop, action is be taken to mentally prepare and change the patterns of thinking and behavior of the students, with the purpose of preventing panic and loss of control which cause one to intuitively react erroneously, and which is characteristic of sales   persons. This course will also focus on teaching a wide range of techniques that are intended to provide response to most of the common objections, starting with the simplest: Yes / but, formulate and react, handling price resistance, "boomerang", "Nelson" and so forth, and ending with the most refined and manipulative techniques such as: "the Duke of Wellington", handling valid objections, "Ben Franklin" multi-dimensional techniques, "insinuations", etc.

 

A short workshop to strengthen veteran teams who have mastered the basic rules of selling. The workshop focuses on specialization in everything connected with closing deals, including identifying closing signals, initiating signals, closing questions, feeler questions, classic closing, silence as a closing tool, use of intentional error, Door-Knob-Closing, closing with a third party, Puppy–Dog Closing technique, etc.

 

An intensive workshop intended for experienced, highly qualified veteran sales teams who have undergone multiple training and improvement courses in the past. In this workshop, emphasis is placed on the complex, advanced subtleties which are unknown to the majority of professionals in this field..  In this context, tools from Dr. Erikson’s “The Hypnotic Sale” method are integrated, intensive use of guided imagery, NLP, Brain-Sell, The Looking-Glass Self, C.F.A., The Silva TheoryTransaction Analysis, manipulation of emotions and fears, and so on.

 

Teaching advanced models for coping with complex transactions. This subject is relevant for sales and marketing personnel and managers, who operate on behalf of companies, factories, and organizations who deal with large projects that include tough competition, submission of price-quotations, meetings, and negotiations. Emphasis is placed on the subject of gathering essential information, methods of gathering, modes of use, manipulations in the fields of information, considerations of timing, methods for writing sophisticated price quotations that assure attaining negotiation etc. This subject is exclusive to Tal-nir, and is adapted for the methods of work in Israel and does not appear in professional literature.

 

A workshop that deals with creating and characterizing tools and means of methodical, professional and constant identification of business opportunities, and nurturing them through to fruition. Priorities will be introduced, strong emphasis will be placed on methodically working with existing clients (preservation), creating approaches, “adoption of orphans”, by-products, nurturing recommendations, and so on.  Within this framework we will also handle a variety of After-Sale matters.

 

An intense fundamental, practical class on negotiation. Familiarity with the variety of forces that are active during negotiation, teaching techniques of negotiation management, recognizing the opponent’s style, preparing the negotiation etc. All of this and more, while conducting demonstrations, and analyzing real cases. In addition, more than twenty devices and tactics used by clients during negotiations will be taught, such as: bogey, completed work, the jug trick, ‘what if’, shameless withdrawal, the missing man, gnawing, controlled impasse, the Singapore method, Bejostack method, limited authority, and so on, as well as means and methods of successfully coping with these manipulative moves.

 

Professional tools needed to run teams of workers in sales. This includes methods of coaching new and veteran sales personnel; common expectations that sales people have; characteristic mishaps and mistakes, and their significance; their background and methods of coping with them; situations of work fatigue - early identification; ways of minimizing these in advance or when they appear; the phenomenon of over-competitiveness that affects the work team, and the atmosphere, etc. Methods of reward and ways to increase motivation among the sales teams; managing “team meetings”; advanced and updated approach towards motivating sales personnel while recognizing the relevant personal characteristics (individual needs); and performing personal modification for them, and so on.

The principles of using the telephone to initiate meetings and as a reply to customers, while referring to activities that are intended to overcome obstacles and screening. The basic rules of the theory of tele-meetings will be taught, including techniques which result in the clients’ agreeing to a meeting, without giving the client any unnecessary details, and without making the mistakes that are typically made by sales-people in this field. Scenarios of professional conversations will be constructed, which are intended to dramatically raise the chances of success through telephone conversations initiated for the purpose of achieving meetings. In addition, means of creating “referrals” in instances where there are none will be taught, handling relevant telephone objections, etc.

 

The principals of using the telephone for the purpose of producing actual sales. Professional conversation scenarios will be constructed with the team, which dramatically increase the volume of telephone sales. Relevant sophisticated tools will be obtained from the theory of NLP for the purpose of gaining the cooperation of the clients, even when the initiative is entirely that of the sales-person. We will also teach the means of creating “referrals” will be taught, even in cases when there are none, the format of a message that can be left on voice-mail so that the client will return the call the tools needed in order to handle the common objections in this specific area, etc. 

 

A workshop for service personnel who work face-to-face with people or on the telephone. Tools will be provided to cope with difficult and demanding customers, professional handling in situations of complex conflict, dealing with demands, craftiness, exaggerated expectations, manipulations, threats etc, in order to allow effective dealing, while at the same time continually preserving the customer’s satisfaction and loyalty.

 

 

 

For Purchasing Personnel - a workshop for purchasers during which the principles of operations are taught, as well as the thinking mode of professional sales representatives. This is aimed to familiarize the purchaser with the work methods and various means of action in a way that enables coping and attaining good achievements in the process of communications and purchasing. Often we will teach “the counter-means” as it is recommended for use by the buyer when interacting with the professional sales  person.