Sales
I Sales
The business world is focused primarily on results. In an important way our success as seller also depends on the result that we reach with our clients. Today’s salesperson is a proactive consultant that helps clients achieve their results. The question we continually need to ask is: what does our client need to operate more successfully? Or, what are the needs of our client and how can we best be involved?
I have never worked a day in my life without selling, if I believe in something, I sell it, and I sell it hard (E. Lauder)
Objective
We teach participants to significantly increase their sales success through a clear sales program. We start from a client oriented sales method where our prospect and his problems are central. Our interventions are aimed at building a long-term relationship with the client without however missing out on the short-term objectives.
After this training you have the answers to the following questions:
- How do I discover the needs of my client?
- How do I show our client that our solution is the best?
- How do I handle objections?
- What are the different ways to conclude a conversation?
- How do we negotiate the price?
Target group
Both beginners and experienced salespersons who want discover new techniques to improve sales.
Duration
1 or more days
Telephone Prospects
When we have someone on the line, we tend to form almost immediately an image of that person. How do we ensure that the first impression we give of ourselves (and also that of our organisation) is positive? What influences this impression? How do we convince the client that our organisation is what he needs?
Objective
Optimising commercial relationships over the phone is central to this training. We look at how credible you come across and what impression you leave or do not leave behind. In addition, we pay attention to the complete phone process: time, emotions, image, …
After this training you have the answers to the following questions:
- How can I build a positive image within seconds?
- What is the impact of my voice?
- How do I control the conversation?
- How do I stay calm with a difficult client?
- How do I concretely deal with complaings and ensure high quality?
- How do I turn complaints into opportunities?
Target Group
Anyone in a sales or pre-sales setting with in-out bound telephone contact
Duration
1 day
Consultative / Advisory Sales
A client can be seen as a partner. This implies that you appreciate his input so that your product or service improves. The account manager in consultative and advisory sales involves him/herself in the client’s problems. Together he/she thinks of solutions instead of purely selling his/her own product.
Objective
This new sales method is aimed at long term relationships and is profitable for both the organisation and for clients. The aim is to have the best possible relationship with the customer and to keep this so that the sales and profits increase.
First you learn to analyse and list the wishes of the clients so you really know what they want to achieve. Then we study how to give the best advice that leads to a mutually beneficial relationship with the client.
After the training:
- I understand the importance of accurate needs analysis and can apply it
- I can correctly understand and make use of the client’s motivating factors
- I can listen and know what the client really wants
- I can analyse the present sales situation of the company
Target Group
Employers with a sales function in a commercial or service setting
Duration
1 or more days
Solution Selling
In comparison with the 70’s and 80’s selling has become a much more complex activity. We no longer sell services or products but systems, solutions, concepts. We sell higher up the hierarchical ladder and do not need to explain the practical application of our products but the impact that will be achieved in the long term strategy of our client. Obviously this way of selling requires a different approach.
After this training you have the answers to the following questions :
- How do I get access to the real decision makers?
- How do I adjust my solutions to the long term vision of the client?
- What is a persuasive process and how do I convince the client?
- How do I handle the resistance, for example, from other managers?
- How do I convince my client of the value of my proposals and how do I complete a transaction?
Client Profiling
Sellers often have the annoying tendency of always repeating a sales story in the same way. The impact of a sales conversation is higher if we adapt ourselves to the style of the person we are speaking with. Of course, tools and tricks are needed.
Objective
On the basis of exercises, learning games and conversation simulations we explore the subject and practice new behaviour. We show different communication styles and how each fits a specific topic and the wishes of the client. Participants are also provided with the necessary tools to get their approach/sales story to fit the style of their client or prospects.
After this training you have the answers to the following questions:
- How can I get onto the same wavelength as someone else?
- What are the different communication styles?
- How can I fit my style into that of my client?
Target group
Anyone who has regular face-to-face conversations
Duration
1 day or 2 x 1 day
Written Quotes
An excellent written quote shows that you understand the problem or the question of your client well and that you can offer a tailor-made solution. It looks easier than it is. It implies that the offer not only gives confidence, but radiates professionalism and shows passion. It demonstrates your knowledge and will above all convince the client.
Objective
This training teaches you to make good tenders in line with the needs and wishes of your client. You learn to fill in the correct content, using the right format and the appropriate language so that the quotes are more likely to be accepted. In addition, you receive personal tips and advice that fits your style.
After this training you have the answers to the following questions:
- Who is my client and what are his precise wishes and needs?
- How can I clearly communicate what the client can expect from our organisation?
- How can I bring across the added value of our products and services?
- How do I produce tailor-made quotes?
- How do I write in a friendly, client-oriented way that adapts to the organisation in question?
Target Group
Anyone interested who is directly or indirectly involved in preparing offers
Duration
1 or more days
