Services

This lecture brings to life a range of clever tricks and tactics that customers tend to use, manipulatively, when buying, selling and negotiating. Each one is acted out stand-up style, followed by the idea behind it and the ways to counter it. Think of it as the juiciest, most interesting and most useful parts of negotiation in a single session.

It combines learning with entertainment and comes with some very funny stories from the field.

Who it's for: Anyone involved in sales, purchasing, negotiation or trade of any kind.

Objections and complaints are among the most troublesome parts of sales and service. Understanding where these conflicts come from, and knowing how to handle them, can make a major difference to participants' success.

The lecture starts by preparing people mentally for this very common situation, then moves straight into a marathon of objection-handling techniques, from the simplest up to black belt. Every technique comes with a very funny story from the field that shows both the problem and the professional solution. A highly engaging session.

Who it's for: People in sales and/or customer service.

This lecture is all about closing, the step that is really the whole point of selling. For many salespeople it's also the hardest part, both in mindset (staying focused on the close) and in tools and execution.

It includes a mental process designed to clear away the fears and defense mechanisms common in sales teams, along with a review and a deeper look at the timing of the close, closing techniques and more. This one, too, is packed with examples and spicy stories that bring the subject to life.

Who it's for: Professional audiences only, with an understanding of sales.

This lecture presents a professional method for building a strong bond of trust and cooperation between seller and buyer, between the persuader and the persuaded. It draws in a sophisticated way on some of the most advanced schools of selling: Looking-Glass Self, Brain-Sell, NLP, Transactional Analysis (T.A.), C.F.A, the Silva Method, hypnotic selling, guided imagery and more, and lets the seller match their style to the customer's characteristics.

Throughout the lecture, stand-up style demonstrations show different customer behaviors, common buying patterns and effective ways to handle each of them. Fascinating and especially entertaining.

Who it's for: People in sales and trade, and also general audiences with no connection to these fields.

“Misses and mistakes in sales”: a varied, funny and eye-opening series of slips of the tongue, missed opportunities, blunders and errors typical of salespeople. Each one is demonstrated, the root of the problem is explained, and the recommended ways to avoid and handle it are laid out.

Full of real-life examples, this lecture is especially funny and entertaining.

Who it's for: Professional audiences only, with a basic understanding of sales.

Effective marketing is essential to any company's success, especially in a competitive market. It needs attention from the moment a business is set up, and of course throughout its day-to-day operations.

Handling marketing professionally means working on several fronts at once: defining and characterizing the product (or product lines), setting pricing and credit terms, identifying needs, finding business opportunities and potential customers, choosing marketing channels, and choosing promotional tools such as advertising, PR, direct mail, telemarketing, salespeople, trade shows, seminars and more.

Talnir's marketing experts bring decades of hands-on experience. That lets them pinpoint a company's marketing problems quickly, propose corrective steps that take its particular characteristics and constraints into account, and guide the marketing team through implementation, with ongoing performance measurement for feedback.

This experience lets us help businesses of every size, from small firms with a handful of employees, or businesses still getting off the ground, to large plants and organizations such as Rafael, Motorola, ZIM, NetVision, Kalmotor, Betucha and many others.

Talnir's experts have taught marketing and research methods at academic institutions for many years (the University of Haifa, the Technion, Bar-Ilan's regional campuses, various colleges and more). They combine deep theoretical knowledge with extensive, varied experience as marketing and sales managers at well-known companies.

In many cases consulting calls for research among the relevant audiences. Market and marketing research using a variety of methods and scales (personal interviews, phone surveys, branch audits, focus groups and so on) is a cornerstone of Talnir's work.

How it works: at the client's request and after initial meetings, we submit a detailed work plan listing the tasks and estimating the scope of work. Once the client approves, our team starts intensive work to define the best way to handle each marketing task. This includes, among other things:

• Identifying the target markets for each product line
• Measuring and mapping customer needs and preferences
• Defining the competitive landscape
• Recommending product updates to fit market needs
• Setting the marketing strategy and tactics
• Reviewing and defining promotional tools
• Adapting the marketing organization to the new needs
• Setting up a marketing control system for feedback on results

Talnir is a highly professional resource for screening, assessing and placing candidates for sales positions.

Finding someone who will succeed in sales over the long run is a complex, tricky task. It starts with a precise definition of the specific role and of the personality that fits it (a rare combination of empathy and ego drive, in the right balance). But that's not enough. You also need a battery of assessments, including an interview, simulations and exercises, that can reveal whether the required traits are there, and building one is just as hard. On top of all that, it takes deep practical experience not to be fooled by appearances, and to predict accurately whether the traits identified in a candidate will actually show up in the field.

Talnir has the knowledge, experience and ability to bring all of this together, keeping the failure rate in sales screening and placement negligible. Salespeople we have screened and placed in many companies have gone on to succeed there over the long term.

Talnir provides one-on-one coaching in the field (On the Job Training). This kind of support makes a real contribution in three areas:

• Identifying and fixing problems, glitches and conceptual mistakes that employees and managers can't see, because of established habits, a subjective point of view and a focus on day-to-day work and targets.
• Higher motivation and self-confidence among employees, thanks both to the coach's encouragement and support and to the simple fact that the company is investing in them.
• Systematic application and absorption of the material by each employee. Coaching makes it possible to adjust and fine-tune performance individually, with reference to the company's specific brands and characteristics.