Design the sales

training program:
Sales and Management
A B C D E
Managing the sales and negotiation process is difficult
and complex, therefore it is practically impossible to
get concrete and long-term results without the right
strategy.
Value Proposition
The main benefit of the sales management course is the study of specific strategies and
techniques that are adapted not only in the world, but also in the reality of Georgia and
bring measurable results in practice.

The training is designed for those who are directly involved in sales team management,
corporate sales and challenging negotiations.

The program consists of three main blocks: planning, implementation and analysis.
During the practical exercises, the participants will be able to apply the acquired
knowledge to real cases.
Meeting I : The process of preparing for the first contact

01 02 03 04

Prepare the Why he/she What do your What is the

first text should meet personal purpose of the
you? records say? meeting?
 First contact with the client

STEP 01 STEP 02 STEP 03 STEP 04 STEP 05

How to position How to teach

The first call - In whose
What do we sell yourself during employees the
the principle of territory did we
on first contact? the first principle of the
5 seconds meet?
interaction. first call.
Three phases of customer readiness & Establishing Contact -
Introductory Meeting

Hidden pain - an Making face-to-face

action plan and contact - body
strategy language

Thoughtful pain - Open conversation -

how to act Meeting II why I do what I do

The first
Formulated vision -
"temptation" - "Tell
how to approach the
me about your
client
product"
Information exchange & Product / Presentation - How the
brain makes decisions
06 NEPTUNE MARS 01
Client story - about How to talk about our
him. product

05 SATURN JUPITER 02
What is the client's
Meeting II Traits, Benefits or
personal interest? Emotions?

MERCUR
04 Y
VENUS 03
Stories about "happy"
Identify needs - seller
clients
as expert & Identify
& What benefits can
client fears and
you bring to the
anxieties
client?
Meeting III : Black Swan in negotiations

What is a black swan when

STEP 01 negotiating

What methods can be used to identify

STEP 02 a black swan?

Neutralization of the Black Swan -

STEP 03 "Jewish Method"
Meeting IV : 8-point plan of self-knowledge Leadership

1 The dilemma of
Eutyphron

2 Rule or freedom

3 Chaos, obedience,
protest, consciousness

4 Journey of the hero:

me birth, formation,
transfiguration
5 Grand Inquisitor

6 Spectral arguments
 Meeting V : motivation

Internal and
Self- Determinism
external
motivation and free will
motivators

Levels of
who am I motivation
and hierarchy
of decision
making
 Meeting VI : Teamwork

Team and social Good and Evil:

glue The Zimbardo
Experiment

The pyramid of Do the right

trust things, do things
right
 Meeting VII : Delegation

Process control during

1 To whom we delegate 3 delegation

Completed projects
2 What can we delegate 4 and feedback
 Meeting VIII :
STEP 01 STEP 02 STEP 03 STEP 04

A B C D

Principles of What is crucial How do we talk

international What, in return when about price and
negotiation negotiating interest?
 Meeting IX : Networking

o "Network" - as the most important asset

o Network Anatomy
o What your network says about you
o Reputation "Management"
o How to expand our "network"
o How to take care of the existing "network"
o How to create other networks from one network
 o "Network" - as
01 the most
important asset

o What your
02 network says
about you

Meeting IX :
STEPS
o Reputation
Networking 03 "Management"

o How to expand
04 our "network"

o How to take
care of the
05 existing
"network"
 Meeting X : Storytelling

STEP 01 STEP 02 STEP 03 STEP 04

Structure - what
Storytelling Storytelling - Storytelling -
are the
influence on the meaning of Practice and
components of a
negotiation emotions card system
"story"

A B C D
 Team

Shota Chochishvili Mariam Shereshashvili Giorgi Tkebuchava

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