Sales Excellence
Selling at Exhibitions and Shows
What is the ultimate high in selling? That is selling at times when the market manifests itself in its purest form: the exhibition. The supply demands attention and the demand presents itself. In this game of supply and demand very special sales techniques are essential. If not, there is the chance that the objective is not achieved.
Visitors expect that the exhibitor presents him/herself in a professional and distinctive manner. But how far may he/she go, or must he/she go? During this training 'Selling at Exhibitions and Shows', the stand personnel learn the professional way to successful selling at an exhibition.
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Account Management
Each account represents a customer. So, what is the difference between account management and selling? This difference is mainly determined by the type of customer. The term account frequently refers to groups of customers (chains) and large, national or international companies with offices implementing decisions that have been made centrally.
There is usually a large number of people involved in the process: buyers, users, production managers, members of the Board of Directors and other internal and external influencers. Obviously, it is not easy to provide buying support to such a large decision making team. Only by using a systematic and strategic approach underpinned by intense personal commitment will you have any real chance of success. This training course will give you fresh ideas, broaden your skills and give you a head start over your competitors. Account managers and industrial sales personnel who are responsible for maintaining or acquiring (inter)national customers or groups of customers stand to gain substantially from the program.
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Consultative Selling
Selling is the process of transferring the best solution to someone else for an agreed price. This training course teached you how learn to manage the sales process in a systematic way, right from initial preparations, through to the after-sales discussions. This means that you will be able to offer your customers the best solutions for their needs. You will learn to think, act, react and anticipate in all conceivable sales situations. With this acquired knowledge and these skills, you will be able to create a situation where everyone wins: the customer, your company — and yourself.
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Negotiation Skills
Negotiation means striving for a win-win situation, aiming for satisfied customers, a healthy organisation and personal success. It also means striving for maximum results without adversely affecting your relationship with the buyer. However, this road is full of pitfalls. You will have to deal with emotions and non-rational arguments.
The important thing is to stick to the agreements your company has made. During this course, you learn to deal with these barriers, allowing you to achieve win-win solutions in many different situations. Step-by-step, you will learn to confidently follow a balanced training. Its a must-attend program for account managers, sales reps, sales consultants, and sales managers who regularly negotiate contracts, projects, and capital equipment.
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Networking
The highpoint of all sales activities is maintaining and developing your own network, consisting of customers, contacts, suppliers, and friends, all of whom have become your ambassadors. Emphasise on people first as much as possible. Make sure your customer truly wins!
During this stage of the DOOR Sales development program, you will be working on your own network. At certain times fun, at others tedious but always enlightening. You will draw the strings of your sales net even tighter. This requires time, attention and much commitment on both a domestic and foreign level (if applicable). Networking occurs directly, indirectly, controllably and transparently but above all successfully!
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Presentation and Performance
This training will help you overcome your stage fright. The key word is preparation. You will learn how to confidently give effective and captivating presentations as well as get and keep the sincere attention and interest of your audience.The structured training program trains you to prepare and delivery your presentations with the desired impact.
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Professional Selling
The more sales experience someone acquires, the more they will realise that selling requires human input. The customer must want to give you the order. This requires a special approach. You will need to build a rapport with your customer and create a more lasting relationship. Elements such as customer attention, accuracy, keeping your promises, dedication, initiative, and creativity are very important to achieve this.
This training course is the next level after Consultative Selling. You will make the transition from sales representative to business person and learn how to think and act as an entrepreneur. You will learn to refine your commercial skills when dealing with prospects, customers and relations, whether in the office or on the road. It does not matter where you are; its the business result that counts!
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Sales Management
The first decennium of the 21st Century will see a decrease in the number of sales representatives. That is why internal sales and aftersales employees need to adopt a more active teamwork approach towards the customer.
One team member visits the customer; another one makes the calls, maintains contact, writes letters or prepares proposals. A team with different roles and responsibilities. Internal sales no longer waits for the customer to call, but adopts a more pro-active approach and takes the initiative when called. They ask for extra orders, make appointments for the external sales force and coordinate the contacts with customers. The after-sales employee gives sales support, provides information and stimulates customers and users. They are part of one team.
The sales reps act as a sounding board for the customer. They build networks and determine the sales strategy. They are professionals that can sell at management level. Tomorrows sales managers think and act differently. They are more pro-active, careful and successful. They are the Sales Managers of the Year to be. They will (still) be at the top by the year 2010.
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Writing and Winning Proposals
Writing effective proposals is an art not many people master. However, it is something that is more than something that can be learned; it is a technique to be mastered. A well-written proposal is a crucial tool for winning new business and many contracts are awarded on the basis of proposal or tender documents. However, most sales staff are recruited for their spoken communication and presentation skills and often see proposal writing as a chore to be avoided or rushed. It teaches the structure of a business proposal as a series of actions into which you will place persuasive information. It then teaches methods of persuasion and effective, clear, correct writing.
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Sales Effectiveness
The Sales Effectiveness training course will help you become better and smarter in time management, making sure that the customers who deserve most get the right level of attention. This course will help you develop a unique sales plan without burying you in paperwork. A sales plan that will result in added value for the organisation and in more job satisfaction for you as a sales representative.
Understanding your Customers
Can you imagine trying to sell a product or service to a customer you know nothing about? You probably wouldn’t succeed. The better you know your customer, the higher your chances of success. A better understanding of your customers is therefore one of the keys to running a successful business. Understanding your customers can help you make your product or service better. Much can be learned about the needs of your customers by listening to them. However, you will need more than listening skills to understand your customers properly. In this DOOR training program, you’tll learn about the first major components in understanding your customers.