Team Learning Solutions

>Team learning > Transform your salespeople into Top performers

From Sales executive to TOP sales executive

Overview

Observation

Those who succeed brilliantly in sales do things that others don't dare. But what is it that they do that's really different ? How are they able to convince difficult prospective clients where others have failed ?

 

What do they do to win confidence so much more quickly than other sales staff? These are just a few of the questions to which you'll find concrete, proven answers that often depart from our preconceived ideas !!

Aims

Enables anyone who makes sales to :

  • use a real "advice" approach,
  • understand the key factors of success in each step of the sales process,
  • significantly accelerate the buyers decision,
  • have an immediate impact on performance (turnover, profit),
  • reinforce one's passion and pleasure in selling, integrate the winning attitudes and behaviours of Top Sales Executives,
  • differentiate oneself from the competition's sales teams ...

Programme

"From sales exec to TOP sales exec " : 2 day programme

Top salespeople : what makes them different …

  • The three personality traits essential for success in sales,
  • The mind-set and winning behaviour found in all top sales people,
  • Their definition of sales which makes their approach so different,
  • How do they sum up the art of selling ?
  • How do they overcome setbacks ?

Accelerate the decision-making process : the infallible approach of tops sales people

  • How to create confidence in the first few minutes and maintain it in the long term,
  • How to introduce oneself in order to create an immediate impact,
  • How to use the "advice approach" and increase the desire to buy,
  • The basics of sales communication or how to multiply agreements with prospective clients,
  • Adapting to different types of buyers,
  • The key factors of success at each step of the sale.

Discovering purchasers' needs and motivations

  • How to direct the conversation and ask pertinent questions,
  • How to go beyond the simple needs to detect the real motivations behind a buyer's purchase,
  • Emotional sales : how to 'press the prospective client's buttons' in order to bring him to the solution you offer.

Dealing with objections and closing

  • Objections : what they really mean,
  • Avoid the fatal errors: key attitudes and basic rules,
  • The two first things to do before dealing with any objection,
  • When and how to close without giving the impression that you're forcing,
  • The best closing techniques used by finest salespeople.

Negotiating and defending profits

  • How to react on the spot when faced when a price cut request,
  • Answers to the "it's too expensive" etc. objections (with regard to budget, the competition, ...)
  • Three steps for getting a good price and negotiating with profit.

The final hour of training is devoted to the participants' specific questions, examining client cases and building an individual progress plan.

 

Main lessons

How is this seminar different to the others ?

1) A practical course above all : 20% theory, 80% practice !

It's an intensive sales training seminar and not an academic one based on sales techniques : like champions getting ready for a competition, the participants practise the critical moments of the sale. The aim is to swiftly detect the individual and collective progress being made and to work on the points that will improve performance when back 'on the field'.

 

2) A quickly assimilated seminar

VIP Attitudes seminars are designed in such a way that all the principals covered are:

  • applicable in all contexts,
  • mostly illustrated to make them more concrete,
  • systematically put into practice so that everyone becomes aware of their utility, can integrate them and apply them with confidence.

3) A simple and effective teaching approach

  1. Before each golden rule, everyone is asked to explain their approach.
  2. The principle is then presented, illustrated by numerous concrete examples.
  3. The participants work in pairs : they apply the principle in a role-play.
  4. The coach chooses a 'trainee' for a final demonstration of what it should lead to (in front of the group).
  5. The coach ensures that a new awareness has occured and that everyone is convinced of the principle's validity.

4) A limited number of participants

The maximum number of participants is deliberately fixed at 10 in order to allow real interaction between the participants and personalised advice.

 

5) A seminar with a preparation 'at source' and a post-training follow-up.

The coach interviews the trainee together with his manager 10 days before the course begins to familiarise himself with the specificities of company sales, personal expectations and to be prepared for the most precise questions.

He does a follow-up a month after the course to measure how effective the seminar has been and, if necessary, to offer complementary solutions for increasing the appropriation of the information.

 

6) A seminar conducted by a sales professional

The coach is first and foremost a sales professional. He applies to himself the same principles that he advocates and like anybody in sales, he faces daily the same challenges.

 

Length : 2 days
Participants : 10 maximum.

 

A training contract will be sent to you under the 'ongoing professional training' title.

 

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