{"id":807,"date":"2013-10-03T00:00:00","date_gmt":"2013-10-03T00:00:00","guid":{"rendered":"https:\/\/abes.org.br\/?p=807"},"modified":"2013-10-03T00:00:00","modified_gmt":"2013-10-03T00:00:00","slug":"abes-promove-treinamento-para-alavancar-vendas-de-ti","status":"publish","type":"post","link":"https:\/\/abes.org.br\/en\/abes-promove-treinamento-para-alavancar-vendas-de-ti\/","title":{"rendered":"ABES promotes training to leverage IT sales"},"content":{"rendered":"
\n

\n\tLasting two and a half days, the course is the result of a partnership with the Best Performance Group
\n\t 
\n\t 
\n\tMuch more than highlighting the characteristics of a particular service or product, understanding the needs, objectives and values of the client is essential to lead him to the purchase decision. Based on this concept, ABES, in partnership with the Best Performance Group, will carry out training Practices to Leverage Sales of Technology, Software and Services<\/strong>, from October 30th to November 1st, at the entity's headquarters, in S\u00e3o Paulo, located at Av. Ibirapuera 2.9.07, 8th floor, cj. 811.
\n\t 
\n\t\u201cThe objective is for executives and sales personnel to be able to understand and carry out a negotiation process, aligned with the needs and perspectives of companies that buy high technology products. We want to develop skills so that professionals act assertively, from the development of interest in the business to closing\u201d, explains Carlos Sacco, marketing director at ABES.
\n\t 
\n\tDuring the training, lasting two and a half days, participants will be exposed to exercises and dynamics aimed at encouraging the practice of behaviors necessary for high performance in sales. They will also build tools for their day-to-day sales, which will facilitate the application of the transmitted concepts and the adoption of recommended behaviors.
\n\t 
\n\tTarget Audience<\/strong>
\n\t 
\n\tFocused on the Technology, Software and Services segment, the training is aimed at entrepreneurs as well as sales managers, salespeople, pre- and post-sales consultants, marketing professionals and other people in organizations that support sales functions.<\/p>\n

\tAt the end of the training, participants will be able to:<\/strong>
\n\t 
\n\t\u2022 Avoid the pitfalls of traditional sales behavior;
\n\t\u2022 Understand how needs are developed in the customer's mind;
\n\t\u2022 Understand why risk objections are positive and how to deal with them;
\n\t\u2022 Diagnose customer problems aligned to your offer;
\n\t\u2022 Changing the rules if your competitor got there first;
\n\t\u2022 Convince your opportunity that you understand the client's business;
\n\t\u2022 Hold your opportunity accountable for resolving the customer's problem;
\n\t\u2022 Create a vision of the solution to fit the capabilities of the offering;
\n\t\u2022 Gain access and establish credibility with decision-makers;
\n\t\u2022 Awaken interest in your offers, generate qualified opportunities and have dialogues; about using your offerings with multiple vertical markets;
\n\t\u2022 Facilitate behavior changes in those responsible for generating business, so that they listen to their customers, focus on understanding their critical business issues, and help these customers establish the necessary reasons to acquire their offerings;
\n\t\u2022 Negotiate and control the customer's purchasing process and decision-making process.
\n\t 
\n\tSchedule<\/strong>
\n\t 
\n\tDate:<\/strong> October 30th to November 1st
\n\tPlace: <\/strong>ABES Headquarters \u2013 Av. Ibirapuera 2907, 8th floor, cj. 811 \u2013 S. Paulo \u2013 SP
\n\t 
\n\tOctober 30 (Wednesday) \u2013 9 am to 6 pm<\/strong>
\n\t\u2022 Customer need development
\n\t\u2022 Identification and creation of business value
\n\t 
\n\tOctober 31 (Thursday) \u2013 9 am to 6 pm<\/strong>
\n\t\u2022 Opportunity qualification and disqualification
\n\t\u2022 Prospecting and creating demand
\n\t 
\n\tNovember 1st (Friday) \u2013 9 am to 1 pm<\/strong>
\n\t\u2022 Control of the sales process
\n\t\u2022 Negotiation and management of customer expectations
\n\t 
\n\tInstructors<\/strong>
\n\t 
\n\tMarcantonio Montesano -<\/strong> He has 30 years of experience in the technology market and has achieved relevant results as a seller, manager, sales director, operations director and entrepreneur. It began to implement sales processes in 1994, achieving significant improvement in its business results. Today he is an instructor, consultant and speaker. He is certified and licensed by the CustomerCentric Selling\u00ae sales methodology, Halifax Consulting's negotiation and Sales Talent Assessment's sales potential assessment methodology. He is a civil engineer and has an MBA and a master's degree at the Business School of PUC-RJ.
\n\t 
\n\tEdmilson Neves - <\/strong>Professional with more than 25 years of experience in sales in the Telecommunications and Information Technology sector, having held managerial and executive positions in companies such as Promon, Gradiente and Cisco do Brasil, achieving successive achievements. At Cisco, he was responsible for setting up the company's Services Division in Brazil in 1999, having achieved relevant results during the time he remained at the head of that division, combining customer service and support initiatives. He is an Electronic Engineer from the Faculty of Industrial Engineering - FEI, with a specialization in Business Management, from the Sociedade de Desenvolvimento Empresarial, in the biennium 1991-1992.
\n\t 
\n\tInvestment: <\/strong>R$ 1,300.00 per participant
\n\t 
\n\tRegistrations: <\/strong>Entries will be received until October 28th exclusively at the ABES Relationship Center, by phone (11) 2161 2833, and will only be confirmed after receipt of proof of deposit of the investment amount.
\n\t 
\n\t* Paid parking on site<\/strong>
\n\t 
\n\t <\/div>","protected":false},"excerpt":{"rendered":"

Com duração de dois dias e meio, o curso é resultado de uma parceria com o Best Performance Group     Muito mais do que ressaltar as características de um particular serviço ou produto, entender as necessidades, os objetivos e os valores do cliente é fundamental para levá-lo à decisão de compra. Com base nesse […]<\/p>\n","protected":false},"author":2,"featured_media":0,"comment_status":"closed","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"_acf_changed":false,"_et_pb_use_builder":"","_et_pb_old_content":"","_et_gb_content_width":"","footnotes":""},"categories":[19],"tags":[],"class_list":["post-807","post","type-post","status-publish","format-standard","hentry","category-ultimas-noticias"],"acf":[],"yoast_head":"\nABES promove treinamento para alavancar vendas de TI - ABES<\/title>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"https:\/\/abes.org.br\/en\/abes-promove-treinamento-para-alavancar-vendas-de-ti\/\" \/>\n<meta property=\"og:locale\" content=\"en_US\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"ABES promove treinamento para alavancar vendas de TI - ABES\" \/>\n<meta property=\"og:description\" content=\"Com duração de dois dias e meio, o curso é resultado de uma parceria com o Best Performance Group     Muito mais do que ressaltar as características de um particular serviço ou produto, entender as necessidades, os objetivos e os valores do cliente é fundamental para levá-lo à decisão de compra. 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