Tactical Sales in Mining Training
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QUOTE FOR MY SALES TEAM
This training is provided to your company’s commercial teams in an In-Company mode. It can be held at the client’s premises, at Ascorp Santiago facilities, online or in a mixed format, to be agreed with the client.
The objective is to contribute to professional development and commercial success by transferring tools and knowledge based on real sales experiences in the mining industry. This course focuses on three strategic pillars that guide the professional in the sales process: The Self, The Customer, and The Impact.
MODULE 1: COMMERCIAL MANAGER SKILLS (THE SELF)
- Lesson 1: Introduction to technical sales, the role and importance of professional sales.
- Lesson 2: Evolution of industrial sales strategies and techniques.
- Lesson 3: Building the image of a professional seller.
- Lesson 4: Techniques of gestural and body communication.
- Lesson 5: Development of trust and security, control of fears and insecurities, knowledge of the product and/or service.
- Playroll Activity: Initial contact with an active mining supply specialist.
MODULE 2: THE CUSTOMER
- Lesson 1: Organizational structure of mining companies.
- Lesson 2: Users and strategic positions in the sales process.
- Lesson 3: Timing of the sales process in the industry.
- Lesson 4: Management according to customer profiles (impatient, irritable, compulsive, high egos, introverted, and inquisitive users).
- Lesson 5: Handling adverse attitudes (Indifference, skepticism, objections).
- Playroll Activity: Initial contact with an active mining supply specialist.
MODULE 3: THE IMPACT
- Lesson 1: Determination of the benefits of the solution.
- Lesson 2: Benefits required in the mining industry.
- Lesson 3: Business cases – Cost/benefit analysis.
- Lesson 4: Documents required by superintendencies of reliability, operational excellence, analysis, and improvement.
- Lesson 5: Trial processes against results.
- Lesson 6: How to present a test protocol.
- Lesson 7: Development of a technical-commercial proposal.
- Lesson 8: Digital media support that complements a technical-commercial proposal.
- Playroll Activity: Present a technical-commercial proposal and a test protocol.
QUOTE FOR MY SALES TEAM
QUESTIONS?
You can schedule a meeting to clarify any doubts you may have prior to your registration.