Alex Korogodsky

Alex leads an insurance practice for one of the Big-4 advisory firms in New York, prior to that he served as the Chief Operating Officer (COO) and the Board Member for the Renaissance Insurance Group in Moscow, Russia, and had held management positions at Prudential Financial, Chubb & Son, and Johnson & Johnson (all in the USA).

Sales Leadership

Why Sales Leadership Course: the Difference is YOU

What part of your life is dealing with people? Dealing with people means: telling them or hearing them out, convincing them or being convinced, selling to them and buying from them. We do it every day… We are “selling” our ideas and concepts to the management, friends, colleagues, “selling” our own skills and capabilities when looking for a job, selling “a feel of success”, offering our product or service to the client.

But do you know how to find out how someone wants to buy? Do you know which questions to ask? Do you know that what is not said is just as important as what is said? Do you know the specific trigger words that motivate the customer to action? Do you know how to recognize whether a person is motivated by the stick or by the carrot? Do you understand how the buyer makes a decision?

This course is about “selling the way your customer wants to buy, and not the way you like to sell”. Consultative selling is known since 1970’s and has gained popularity in just about every industry and service. It has become the de facto way we sell today. But what has changed since the introduction of consultative selling? What are the tools, techniques, and skills needed for a salesperson to become a top consultative sales performer? What are the top 20% of salespeople doing differently than the 80% that barely make quota, if at all? Is there THE sales system?

This course teaches you to get the same results that the best salespeople get year after year. What they do to achieve success was not taught or shown anywhere – until now. We at AIBEc strive to be a step ahead of other business schools, and two steps ahead of the market. We aim to provide students with the most extensive and broad, yet precise and relevant knowledge, to give them clear picture and understanding of the business process, its stakeholders, common patterns, usual pitfalls, key functional areas and interdependencies. Yet this picture will never ever be completed without sales!

We are proud to announce a ground-breaking addition to our MBA curriculum – the Sales Leadership Course. This course is structured as a series of facilitated workshops, a.k.a. “dives” – practical exercises that will be used to illustrate concepts presented during lectures. They include surveys, group study, individual and team cases.

Topics that will be Covered in the Course:

• Classical selling models and “sales myths”
• Sales profession
• Top selling communication techniques: speaking and listening
• Buying behavior
• Producing results: efficient, effective and profitable sales
• Sales process management
• Top mistakes sales people make

So, it is about how to influence others to buy! It is about you, about who you really are, about the selling skills you possess already without really knowing about them and about skills you need to gain. And it is about them – Mr. Buyer – or those who buy from you.

At the end of the day – it is about finding the right keys to the door with the sign SUCCESS.

You can download description of the course here.