Day 1
During a one-day kick-off event, individual capabilities (sales oriented) are identified on a SWOT analysis basis. At the same time, possibilities are communicated in order to activate the key potentials and compensate the deficiencies.
The day’s goal is to point out and to exercise basic essentials of communication in order to optimize the sales force particularly with regards to telephone selling. |
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Day 2
On day two, the participants are not only familiarized with techniques to create successful initial and follow up on-site sales calls, they will also be introduced to further tools enabling them to increase their effectiveness and efficiency long-term.
The day’s goal is to learn of and use new possibilities, to generate more qualified sales opportunities and develop them further. |
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Day 3
On the third day it is essential to deepen methods and techniques, implement experiences made and refine quality of the communication skills. Focus will be on conversational skills and objection-handling process.
The day’s goal is to master ways and means to close qualified opportunities thus beating the competition. |
» Person affected becomes
person involved. «
Capability for enthusiasm
Open-minded / close-minded
SWOT analysis customer / partner
Making phone calls fascinating, being
successful in making appointments
Key potential for success / deficits
Personal performance plan
Focus: Telephone selling |
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» Being proactive for
successful impact. «
Goal versus time management
(feature, advantage,benefit)
Structured sales process
(Tick Tack ’Toe)
Analyze investigation / resistence
On-site sales call (guideline)
Personal performance plan
Focus: On-site sales calls |
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» Seize opportunities,
generate success! «
Effectiveness / efficiency
Achieve agreement / remove
obstacles (DIVA)
Ability to behave in an appropriate
manner
(controlled, structured)
eading edge sales calls
Personal performance plan
Focus: Objection handling |