Insight

Many salespeople complain of time-wasting in deskwork, ‘dead horses’, unviable tenders, roulette games with unknown players and dynamics. This best practice standard for sales professionals ignites a shift to time investment – the right preparation for the right face-time with the right stakeholders and sales partners. From short-term encounters to lasting business relationships.

Benefits

• More productive lead generation – efficient, deliberate and strategic
• Conversion rate improvement – consistent mastery of all steps of the sales process
• Faster identification and advancement of opportunities – with both new and existing customers
• Heightened understanding of customer needs – including operational issues and value drivers
• Improved value perception by relevant stakeholders – key players identified and addressed with impact
• Greater face-to-face impact – powerful value propositions, business cases and presentations
• Maintained confidence as the stakes rise – price and margin protection, negotiations, deal closure
• Consolidation of embedded partnerships – thanks to distinct and sustained added value
• Transformation of clients into ambassadors – benefiting from your most powerful ally

Audience

• Sales representatives 
• Account managers

Programme

Day 1 Me, the market, my positioning, my target

• The ideal profile and criteria for excellence of the sales high performer
• Fundamentals of inter-personal communication
• Questioning our assumptions and habits as a basis for learning new sales practice
• The Recommendation: turning every client into our best possible salesperson
• The 5 key attitudes of commercial negotiation
• The 4 types of client conversation: relationship, possibilities, opportunities, agreement
• Telephone prospecting: rhythm, contact, barriers, tailoring

Day 2 New and existing clients, opportunity identification and qualification

• Your learning experience: a benefit for others
• The power of questions, formulating, directing, motivating to create or discern needs
• Self-management in difficult situations; handling the emotional side of the relationship
• Hearing or listening...what should we do to truly understand the other’s needs?
• 'The Suitcase': a tool to formalise our preparation and obtain the very best result from our sales meeting
• The ‘meta-message’: a message beyond words – how to decode what our clients do not voice
• Best-practice training on client cases

Day 3 Understanding the client’s needs, framing the opportunity and need, identifying the players

• Progress report: matching audience needs with what I can offer
• Unique buying reasons: highlighting client benefits for a more impactful presentation of our arguments
• The ‘doctor’-attitude: giving our advice assertively to instil confidence
• Knowing how to say NO – clearly state our position and stick to it.
• Presenting our final proposal: the 14 criteria for verbal communication
• Dealing with objections. How can we detect them, what are the most effective modes of response? How do we adapt them to each context? Creating our own personal sales booklet

Day 4 Presenting the customer-specific value proposition and driving the win-win match

• Progress report: active references, network strategy and key opportunities
• The price objection: a key – and unmissable - moment in every sales act. What can we do to best protect our margins?
• The 'competition’ objection: how can we help the prospect to make an objective comparison – one in our favour?
• Group negotiation: who are the decision makers? Where are our allies?
• Concluding: detecting buying signals, repositioning options, handling indecision, using pressure

Day 5 Negotiation, closing and further development of the relationship

• Progress report: stories of last month’s presentations, application of lessons learned, negotiations and request for feedback / sparring
• The complaint: understanding and reassuring, finding common ground, and above all, cause for satisfaction
• The partnership: moving beyond the basic sell to becoming an essential service provider
• Developing an account: 3 ways of expanding our intervention parameters and creating a flourishing source of business
• Networking: identifying, developing and enriching our network to become better known
• Top Sales Performer of the Year: an individual and collective evaluation with the future in mind: ‘what I still have to do’
• Final feedback

Highlights

Small groups: each group is comprised of between ten to twelve participants from different organisations. This ensures optimal conditions for genuine individual development combined with best practice exchanges between participants.

Role plays and practical exercises: our teaching method stimulates self-knowledge, promotes awareness and leads to long term behavioural change.

Sequential: the training process involves 3-5 weeks’ application on the job between training days, allowing each participant to integrate the content long-term, and to take ownership of it in the form of new attitudes.

Feedback: at the beginning of the day, each participant presents his or her feedback based on the concrete results achieved. The successes and/ or difficulties are then analysed and commented upon, and the learning points transformed into a new action plan. The training day continues with new modules, according to the same process.

The "blended" approach: before, during and after the training programme, the participant is asked to continue his or her learning process online to gather feedback from his or her colleagues with the 361°.

Beyond their training programme, participants will have access  to the Krauthammer Alumni network for sharing among peers and exposure to new insights.

Brochure

Brochure