Tactical Sales Training in Mining
Play Video about Capacitación ventas tácticas para la minería
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Training information
Training information
This training is given to your company’s commercial teams in In-Company mode. It can be carried out at the client’s premises, at Ascorp Santiago’s premises, online or mixed modality, point to be agreed with the client.
The objective is to contribute to professional development and commercial success through the transfer of 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: Skills of the commercial manager (THE SELF)
- Lesson 1: Introduction to technical sales, the role, and the importance of professional sales.
- Lesson 2: Evolution of industrial sales strategies and techniques.
- Lesson 3: Building the image of a professional salesperson.
- Lesson 4: Gestural and body communication techniques.
- Lesson 5: Development of confidence and security, control of fears and insecurities, knowledge of the product and/or service.
- Playroll Activity: Initial contact with active sourcing specialist in mining.
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 active sourcing specialist in mining.
Module 3: The Impact
- Lesson 1: Determination of solution benefits.
- Lesson 2: Benefits required in the mining industry.
- Lesson 3: Business cases – Cost/benefit analysis.
- Lesson 4: Documents required by reliability, operational excellence, analysis, and improvement superintendencies.
- Lesson 5: Testing processes against results.
- Lesson 6: How to present a test protocol.
- Lesson 7: Technical-commercial proposal development.
- Lesson 8: Digital support media that complement a technical-commercial proposal.
- Playroll Activity: Presenting a technical-commercial proposal and a test protocol.
Quote for my sales team
Questions?
Puedes agendar una reunión para aclarar las dudas que puedas tener previa a tu inscripción.