On Wednesday 2nd March we held the workshop “Sales to Win Customers and Build Relationships”, organised in collaboration with Dale Carnegie, Benefactor member of the Spanish Chamber. This two-hour workshop was the perfect occasion to show the participants how to increase their sales and build strong relationships with their desired clients.
Our Secretary General, Igor Urra, gave a warm welcome to all attendees on behalf of our institution and gave the floor to Ms. Alina Maraghelis, the speaker for this session.
Ms. Maraghelis started with a short exercise and asked the attendees to introduce themselves to break the ice and bring out in them the confidence needed when working in sales to connect with customers.
Ms. Alina Maraghelis showing participants how they can increase their sales.
Afterwards, she introduced the Dale Carnegie Sales Model, which has been proved to be successful in every sales process. She highlighted that when calling clients, it is essential to do some research beforehand and try to gather as much relevant information as we can in order to meet their needs because we always sell more from the relationships that we already have.
After presenting this information, Ms. Maraghelis remarked the importance of identifying the Unique Selling Proposition (USP) of each business in order to differentiate it from competitors and overcome buyer hesitation. This explanation was followed by some practical exercises in which the attending representatives had the chance to share their thoughts and analyse the relevant benefits for a specific client of theirs.
The attendees for this session listened attentively to the speaker’s explanations.
To conclude the workshop, she showed the participants how they could increase their sales by learning the “Questioning Model” and provided some questioning skills in order to be more proactive in their meetings. She encouraged them to think about the individual motive for each client when they buy and try to listen to them in order to make connections which may result in successful sales.
After the explanations, Alina encouraged attendees to share their thoughts and comment on her contributions. The Q&A session provided participants the opportunity to enquire further on how to understand the particular needs of each client and to consider what it would mean to them at personal level.
All participants had the opportunity to exchange their oppinions and do some practice in order to connect with their customers.
Once the session finished, participants were invited to enjoy the breakfast; time when both the attendees and the speaker were able to discuss further the ideas the session had covered.
We would like to thank all attendees for joining us and particularly to Ms. Alina Maraghelis from Dale Carnegie for delivering again such an interactive and productive presentation on sales.
If you want to find out other activities that the Spanish Chamber of Commerce is organising, we encourage you to keep an eye on our UPCOMING EVENTS section within our website. In addition to this, you can also subscribe to our weekly newsletter in order to receive updates with our events.