Systematic Handling of Selling Obstacles

By Rowen Untivero

From Php 12,000.00 to Php 14,000.00
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Sales end on 08/26/2022
Php 12,000.00 12000.0 PHP
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Sales start on 08/27/2022
Php 13,000.00 13000.0 PHP
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Sales start on 09/11/2022
Php 14,000.00 14000.0 PHP
Systematic Handling of Selling Obstacles by Rowen Untivero
PROGRAM CONCEPT       

NOT ALL OBSTACLES ARE OBJECTIONS! NOT ALL PRICING QUESTIONS ARE OBJECTIONS!
The seminar helps participants distinguish between the different types of obstacles. Only in so doing, will they be able to handle each effectively. By anchoring on selling science frameworks and principles as well as using a logic-based client-centric handling process, supplemented by real-cases in easier-to-understand-and-retain story format, participants gain a systematic and clear approach to addressing selling obstacles. Combine a visual framework-matrix of the critical knowledge being passed on followed thru with skill drills on both obstacle diagnosis and handling, learning effectiveness is supercharged and made enjoyable at the same time.


PROGRAM OVERVIEW

Preliminary Part: Anchoring on Solid Foundation- Where Selling Obstacles Come From

  • Exploring the ‘Null Action Zone’

  • Retracing steps to the source of obstacles- failed execution of the selling equation

  • Complication Avoidance: Compounding the mistake with new ones will mutate the problem to a much bigger one.

Key Topics
                                                • Uses a matrix-guide for visual ease

                                                • Allow the participant to differentiate each type of obstacle

                                                • Uses a matrix-guide for visual ease

                                                • Provides personality-oriented options of handling each type of obstacle

                                                • Allows the participant to understand how to use each type of method

                                                Part 3A: Skill # 3 Integrated Obstacle Handling Process
                                                • Anchors on buyer 

                                                  psychology
                                                • Provides a mother process that integrated the entire obstacle handling method into a smooth system, with a client centric-logical sequence of steps as a valuable guide


                                                • Advertising

                                                • Automotive

                                                • Agriculture

                                                • Banking

                                                • Construction

                                                • Consumer Durables

                                                • Direct Selling

                                                • Distribution

                                                • Energy

                                                • Events Marketing

                                                • Fast Moving Consumer Goods (Food & Beverage, Personal Care, Cosmetics)

                                                • Forwarding

                                                • Insurance

                                                • Media

                                                • Network Marketing

                                                • Pharmaceuticals

                                                • Professional Services

                                                • Technology

                                                • Telecom


                                                • Why ‘Yes, but’ is a ‘has been’.

                                                • Why price questions are not all objections

                                                • Where obstacles come from

                                                • For each nature and type of obstacle 

                                                • For every handling method of each nature and type of obstacle

                                                • How the integrated process works

                                                                                                          Key Benefits for Participants


                                                                                                          Each participant will: 

                                                                                                          • gain knowledge of obstacle handling frameworks and processes rooted in buyer-psychology

                                                                                                          • understand each of the different types of obstacles 

                                                                                                          • acquire skill seed implants particularly in the determining the nature of the obstacle and also in handling such with precision

                                                                                                          • be able to immediately apply framework, process and skill implants in the skill drill laboratory 

                                                                                                          • earn confidence points that multiplies individual effectiveness

                                                                                                          •   

                                                                                                          Key Benefits from Companies


                                                                                                          The company will gain:        


                                                                                                          • increase in sales transaction closing ratio

                                                                                                          • minimization of lost revenue opportunities

                                                                                                          • (executed well) does not erode the company’s negotiation stance should it come to that

                                                                                                          • better customer satisfaction and loyalty at a profit

                                                                                                          • financial advantages from a more effective and efficient sales handling of customers

                                                                                                          • (when the other non-sales team members also attend) higher level of interdepartmental understanding, cooperation and support for one another

                                                                                                            Schedule


                                                                                                            Who Should Attend

                                                                                                            This course should be required for every sales person, young or old, inexperienced or a veteran still who are still using traditional objection-handling methods. Failure to update their methods is too much of a risk and far more expensive in terms of lost business opportunities for any company to bear. The seminar provides the frontline veteran an unlearning, learning and relearning opportunity to evolve directionally away from career extinction. On the other hand, the course provides the sales neophyte, a powerful head start against reinvented selling veterans and hotshot novices.  This is also recommended to personnel who need to sell their proposals and ideas within their companies or conglomerates and to win management, team or peer approvals. 

                                                                                                            Methodology
                                                                                                            • Interactive Lectures

                                                                                                            • Real Stories (Sales Cases)

                                                                                                            • Buddy drills

                                                                                                            • Class-observed and critiqued Role Plays

                                                                                                            • Game-contests

                                                                                                            • Matrix-tool Guide Familiarization

                                                                                                            • Class Discussions


                                                                                                            Speaker

                                                                                                            Rowen Untivero

                                                                                                            Partner and Chief Sales Strategist
                                                                                                            • A veteran of Training, Coaching and Consulting for a quarter of a century and with almost 3 decades of successful sales, buying and negotiation practice, injector of science in the fields of selling, negotiation, sales management, business-to-business marketing as well as management in general via his original framework, processes and tools.

                                                                                                            • He has contributed much science to business as the pioneering developer of the world’s first mathematics of negotiation, the strategic nego-mapping methodology, reading and projecting verbals and tones, systematic account development strategies, tools in a business-to-business setting,  sales management framework, simplified problem solving, effective coordination, the 4 modes of management, conflict resolution, problem solving, effective coordination and smoothen communication in organizations and many more.

                                                                                                            • He provides a 360-degree and multi-dimensional set of perspectives from that of the CEO, middle management, down to that of the front-liner and staff member and has had exposure in almost every industry.

                                                                                                            • He graduated Cum Laude at the University of the Philippines, Diliman, with a bachelor’s degree in BS Economics,; supplemented by MBA studies in De La Salle University, an Executive Education Program on Strategic Business Leadership from the University of Chicago Booth School of Business-Illinois, USA.

                                                                                                            • He was Country Manager for Alcatel Mobile Phones, before moving to entrepreneurship.


                                                                                                            Date & Time
                                                                                                            Monday
                                                                                                            September 5, 2022
                                                                                                            Start - 9:00 AM
                                                                                                            Tuesday
                                                                                                            September 13, 2022
                                                                                                            End - 12:00 PM Asia/Manila
                                                                                                            PLATFORM

                                                                                                            Live via Zoom

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                                                                                                            SPEAKER

                                                                                                            Mansmith and Fielders, Inc.

                                                                                                            0918-811-6888 • 0917-627-1888
                                                                                                            info@mansmith.net
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