En un mundo constantemente cambiante es necesario ajustarse y mantenerse a la par de dichos cambios para continuar el ascenso o simplemente mantenerse en la competencia.
En las ventas no es diferente. Sabemos que hoy día tenemos que hacer un mayor esfuerzo para lograr las ventas que hacíamos antes. Hacer cosas diferentes, nuevas ideas, nuevas estrategias, conocer al cliente moderno, trabajar la actitud hacia la venta, etc.
En los últimos veinte años, Grupo Visión Empresarial ha sido un estudioso asiduo del proceso de desarrollo de las ventas, área donde ha desarrollado su propia metodología. Dicha metodología se ha convertido en la más efectiva, con los mejores resultados en el menor tiempo para los equipos de ventas y empresas que lo han implantado en todo el Caribe.
OBJETIVOS DEL PROGRAMA DE CULTURA DE VENTAS
El objetivo principal del Programa de Cultura de Ventas es desarrollar las actitudes apropiadas para la venta, desarrollar condiciones para la motivación auto-sostenida del vendedor, brindar el conocimiento necesario para la venta y perfeccionar las destrezas y habilidades del vendedor.
COMPONENTES DEL PROGRAMA
Cada uno de los componentes del programa ha sido cuidadosamente trabajado y puesto a prueba con excelentes resultados medibles. Nuestro equipo especializado trabajará tú a tú con el personal inscrito y cada uno de los componentes del Programa.
¿Cuáles son los componentes del Programa de Cultura de Ventas?
- Dinámicas dirigidas al desarrollo de la actitud apropiada
- Dinámicas dirigidas al desarrollo de la motivación auto-sostenida del vendedor.
- Dinámicas dirigidas al manejo del miedo.
- Adiestramiento intensivo en las destrezas de ventas.
- Información y práctica
- Información sustancial sobre los productos y servicios.
- Desarrollo de estrategias de prospección.
- Coaching de ventas.
- Desarrollo o revisión del plan de incentivos.
ADIESTRAMIENTOS DE VENTA
I-DESARROLLO DE UNA ACTITUD POSITIVA HACIA LA VENTA
- La importancia de la actitud hacia la venta
- Identificando las barreras que no nos permiten vender
- Actitudes negativas, positivas y neutras
- Redefinición de las actitudes
- Nuevas creencias hacia la venta
- El vendedor como un líder
- Beneficios de ser vendedor
- La venta como un proceso de ayuda al cliente
- Orgullosos de ser vendedores
II-FUNDAMENTOS EN LAS VENTAS
- Expectativas de los clientes
- Elementos para el éxito en las ventas
- Estilos de compradores
- Por qué compran los clientes
- Necesidades de los clientes
III-CONEXIÓN Y ACERCAMIENTO
- Las mejores formas de acercamiento
- Percibir al cliente
- Leyendo la comunicación no verbal
- Técnicas de Programación Neuro Linguísta
- Estableciendo la química y el ambiente emocional
- El desarrollo de la confianza
IV-CONOCIMIENTO DEL CLIENTE
- La destreza de la empatía
- Sumergiéndonos en el mundo del cliente
- Técnicas para conocer al cliente
- La destreza de formular preguntas
- Identificando deseos y necesidades
- Identificando oportunidades de venta
- Perfil del cliente
V-PRESENTACIÓN DE LOS PRODUCTOS
- Creando interés en el producto
- Una presentación contundente
- Características y beneficios
- Técnicas para generar interés
- Técnicas para emocionar al cliente
- Tensión emocional
VI-MANEJO DE OBJECIONES
- Maneras de decir Sí
- Maneras de decir No
- Identificación de señales
- Manejo efectivo de la objeción
- Técnicas para no alejar
- Haciendo al cliente nuestro aliado
- Argumentos sin tensión
- Reenfocando para cerrar
VII-CIERRE DE LA VENTA
- Observación de señales
- Llevar al cliente a decir Sí
- Entendiendo la psicología del cierre
- 10 cierres que convencen
DESTREZAS DE VENTA
En nuestro programa, el participante aprende cada una de las destrezas necesarias para convertirse en un vendedor exitoso. Además está diseñado para que cada participante tenga la oportunidad de poner en práctica todas las destrezas en el ambiente adecuado según su profesión.
Las destrezas de ventas que se trabajan son:
- Prospección y referidos.
- El participante aprende nuevas formas de prospectar y adquirir referidos de forma sencilla.
- Conexión, acercamiento y empatía.
- Un vendedor exitoso es aquél que sabe crear una atmósfera de confianza. Sin confianza no hay venta. Aprenda a crear esa conexión con su posible cliente desde el primer momento y conviértalo en un cliente para toda la vida.
- Observación de oportunidades de venta.
- La venta es “Oportunidades”. No deje pasar una más. Desarrolle esta destreza con nuestro Programa y se convertirá en un radar de oportunidades.
- Cómo conocer al cliente.
- Aprenda a leer a su cliente con sólo mirarlo y aplicar las estrategias adecuadas para ese cliente en especial.
- Encontrando deseos y necesidades.
- Conviértase en un experto auscultando deseos y necesidades para poder dirigir sus estrategias hacia esa dirección.
- Creando interés en el producto.
- Muchos vendedores no dominan la destreza de crear un verdadero interés por su producto. Aprenda y aplique probadas formas de crear un interés irresistible por su producto y/o servicio y conviértase en un vendedor elite
- Relación de los productos y las necesidades y deseos.
- Los vendedores exitosos conocen bien la forma de relacionar sus productos con las necesidades y/o deseos de sus prospectos de forma inmediata. Esta es otra de las destrezas que trabajamos en nuestro programa.
- Manejo de la emoción en el proceso de venta.
- Esta es otra destreza trabajada en nuestro proceso, donde te entregamos las herramientas necesarias para actuar de la forma correcta en el momento preciso.
- Presentación efectiva del producto.
- Aprende a realizar una presentación efectiva para el cliente moderno.
- Cómo presentar productos intangibles.
- Un producto intangible no se vende como uno tangible. En nuestro programa te mostramos formas efectivas para llegar a tu cliente cuando vendes productos intangibles.
- Destreza de influenciar positivamente y lograr el Sí.
- Logre influenciar a sus prospectos de forma positiva y logre esa venta aprendiendo esta potente destreza que te enseñamos en nuestro programa.
- Manejo motivacional de los No.
- Desarrolle la destreza de manejar de forma correcta cuando reciba un No.
- Destreza de presentar y manejar los asuntos de precio.
- Te mostraremos las diferentes maneras de manejar todos los asuntos que tienen que ver con el precio de los productos y concretar la venta.
- Manejo de objeciones.
- Conviértete en un profesional en manejo de objeciones. Muchos vendedores dominan muchas de las destrezas aquí mencionadas pero derrumban todo su esfuerzo a la hora de manejar objeciones.
- Destrezas de cierre de la venta.
- El cierre es la principal destreza que un vendedor debe desarrollar. El cierre en el momento adecuado. Ni antes ni después. Qué cierre utilizar dependiendo del producto y/o el cliente. Cómo llevar un prospecto moderno paso a paso hasta el cierre. El cierre de ventas generacional. Qué tipo de cierres puedes utilizar para las diferentes generaciones. Éstos son algunos de las áreas que dominarás al momento de cerrar la venta.
PROGRAMA DE INCENTIVO
Se desarrollará un Plan de Incentivos conteniendo lo siguiente:
- 1.Objetivos del programa de incentivos
- 2.Productos a incentivar
- 3.Incentivos a pagar
- 4.Presupuesto
- 5.Formas apropiadas de medición y registro
- 6.Implantación y seguimiento
TRABAJO CON LOS SUPERVISORES
Adiestramiento intensivo en actitudes hacia la venta y hacia los vendedores
El desarrollo de liderazgo en el proceso de venta
Desarrollo de capacidad del supervisor para motivar
La función de los supervisores en la implantación de la Cultura de Venta
METODOLOGIA
Práctica en simulaciones de venta
Asignaciones de venta
Verificación diaria, semanal y mensual
Fijación de metas
Reuniones de seguimiento
Supervisión
Implantación de sistemas de apoyo
COACHING DE VENTAS
El coaching a los vendedores es efectuado por coaches certificados por la International Coaches Federation.
- Sesiones grupales e individuales dirigidos a que el propio empleado detecte cuánto ha avanzado y las limitaciones que ha enfrentado.
- De acuerdo a lo diagnosticado se establece un plan de trabajo dirigido a que el empleado avance en su ejecución de ventas
PROGRAMA DE INCENTIVOS
Se desarrollará un Plan de Incentivos conteniendo lo siguiente:
- 1.Objetivos del programa de incentivos
- 2.Productos a incentivar
- 3.Incentivos a pagar
- 4.Presupuesto
- 5.Formas apropiadas de medición y registro
- 6.Implantación y seguimiento
OTROS ADIESTRAMIENTOS DE VENTAS
- Dominando el Arte de Vender
- El Proceso de Venta
- Inteligencia Emocional para la Venta
- Véndete Tú Primero
- El Arte de Manejar Objeciones
- Técnicas de Cierre de Venta
- La Venta Como Proceso Emocional
- La Empatía y la Venta
- Ventas por Teléfono
TALLERES DE MOTIVACIÓN PARA VENDEDORES
- Motivación en las Ventas
- Efectividad Personal y Organizacional
- Desarrollo de un Ambiente de Trabajo Motivador
- Manejo de Emociones en las ventas
- Proactividad e Iniciativa en las ventas
- Taller Vivencial de Desarrollo Personal
- Liberando Tu Auténtico Poder Personal
- Inteligencia Emocional para vendedores
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