Proactive Sales

ADN Academy (formerly MDDP Academy) is one of the leading training companies in Poland, specializing in business courses for professionals. It offers comprehensive development programs focused on law, finance, and management skills.

Main areas of activity:

• Finance and Taxes: Training in accounting, tax law (VAT, CIT), payroll, and MSR/MSSF standards.
• Law and HR: Courses covering labor law, legal services for businesses, and team development.
• Soft Skills: Managerial, sales, and modern technology workshops (e.g., using AI in business).

• A more active and engaged sales team

• Greater initiative in acquiring clients

• Increased activity at the beginning of the sales process

• Better predictability of results

• A work standard based on proactivity rather than reactivity

• A consistent model of communication and argumentation across the team

• Enhanced effectiveness in closing sales

Salespeople, individuals communicating with key business partners, sales representatives, managers, executives, and others negotiating with external and internal clients.

• Development of communication skills in sales

• From a reactive attitude to an inspiring one

• Increasing the effectiveness of sales conversations

• Developing skills to identify client needs

• Mastering methods to overcome objections and close sales

• Understanding B2B client decision-making principles

• Developing skills to influence and argue

• Recognizing one's own sales type, strengthening strengths

• Maximizing effectiveness at all stages of sales

• Ability to conduct conversations that inspire the client

• Better questioning and deeper proactive listening

• Greater confidence during sales conversations

• More effective handling of objections

• Ability to influence the client's way of thinking

• Applying persuasive techniques in practice

• Better closing of conversations and sales

• Understanding one's own sales style and its consequences

• Reactive vs Proactive Attitude: differences, traps of reactivity, developing a proactive attitude, the Inspirator model in sales.
• Sales through Inspiration: educating and advising the client, utilizing product and market knowledge, discovery questions to uncover needs, redefining the client's thinking.
• Proactive Communication: active and proactive listening, language of influence, building inspiring messages, the importance of language structure.
• Value of the Offer: product features (primary and secondary), purchasing conditions, presenting value in an engaging way.
• B2B Decision-Making Process: identifying decision-makers and stakeholders, the role of BEZ, reaching influential individuals, building relationships.
• Influencing: rules of influence, presuppositions, micro-commitments, language that strengthens relationships.
• Argumentation: selecting arguments for the client and sales stage, effectiveness of different types of arguments, building convincing justifications.
• Closing Sales: closing techniques, closing questions, closing without pressure, proactive approach.
• Transactional Analysis: Parent-Adult-Child model, avoiding "sales games", Adult-Adult communication as a professional standard.

14h

• original training materials
• certificate
• access to the training platform for 6 months