SALES METRIX

🎯 Purpose

This program is designed to elevate sales team performance by focusing on:

• Reading customer typologies
• Establishing behavioral alignment during persuasion
• Applying structured objection handling strategies
• Enhancing the communication and presentation quality of sales professionals

Built upon HR Metrics' personality profiling and behavioral competency models, this training enables participants to go beyond technical presentation skills and understand the human parameters that drive sales decisions.

👥 Target Audience

• Corporate B2B sales teams
• Sales managers and regional directors
• Customer relationship managers
• Dealers and distribution network sales representatives
• Sales academies and corporate training departments

🧠 Key Topics

1. Customer Profiling
   - Personality-based customer typologies
   - Decision-making patterns and resistance triggers for each profile
   - Presentation strategies tailored to individual customer types
2. Communication & Persuasion Techniques
   - Empathic listening and effective questioning models
   - Managing micro signals and body language in sales
   - Language patterns that build trust
3. Objection Management
   - Staying engaged with resistant customers
   - Reframing stalled conversations
   - Turning disagreement into opportunity
4. The Consulting Role in Sales
   - Structuring solutions instead of simply describing products
   - Designing the sales process with insight-driven strategies
   - Secure closing techniques
5. Practice Workshops
   - Real case analysis
   - Role-plays and simulations
   - Feedback and reflection sessions

📈 Learning Outcomes

• Learn to adapt their sales approach based on customer profile
• Gain skills to manage difficult clients and take control of the sales process
• Understand decision-making systems and tailor conversations accordingly
• Shift from technical speech to trust-centered language
• Convert objections into opportunities for deeper engagement
• Internalize the behavioral model that drives successful sales closures

⏱ Duration & Delivery

• Duration: 2 full days
• Methodology: 50% theory | 50% practice
• Customized case scenarios based on sectoral needs
• Optional DISCOVERY-based team structuring and profiling available