What you do sustainable, you do well permantly.”

Salestraining (B2B)

  • The sales process
  • Good questioning is good selling
  • Selling and advising

Why this training?

In the past period, many companies have known a strong growth, followed by a declining of services. The latter forced many companies to take a critical look at wishes and expectations of customers and the offered services and products. Proactive dealing with accounts and commercial opportunities in the market should require continuous attention to prevent 'ad hoc' account management in worse times. Important pillars here are stabilising and extending of the 'going concern', generating new business and continuous attention for relation management.

In this training the emphasis is on the operational side of account management. The training adds value to the enhancement of the qualities within the complete sales process, enlarging the ability to see commercial opportunities and options and being able to 'sell' and 'advise' in client contacts.

Programme points

  • Client pyramid.
  • The sales process.
  • 4 phases of the sales interview.
  • SPIN-model for sales questions
    • Situational questions (discover facts about the existing situation of the buyer).
    • Problem questions (problems, difficulties, detect discontent).
    • Implication questions (to map the consequences or effects of the problem).
    • Need payoff questions (determine the –desired- value of a solution).
  • Advisory rolls and –strategies.

Results of this training

After the training there is a clear image of how the steps from the sales process should be executed. Central is applying the SPIN-method and naturally successful finishing of the sales process. In the training we go beyond only studying of techniques. After the training one has discovered what the power is of sincere interest in the customer. From this basis one knows how to advise the client. Naturally one recognises and uses sales signals by cross- & link selling. Before the training people receive an assignment. Depending on the organisation we choose for instance for the positioning one’s own organisation as opposed to the most important competitors.

 

Below you find examples of interventions that can be combined or deployed separately.