Sales Training
“Sell complex products and services more effectively and efficiently.”
What are the benefits of sales training?
For a sustained increase in sales performance and implementation of the sales strategy, the salespeople learn:
- Professional communication and presentation to get the most out of customer contacts
- Understand the decision-making processes and motives of the customers and use them to sell what is of use to both sides; the customers and your company
- The strategic processing of the market and customers in order to start the right measures with the right customers, depending on their potential and attractiveness
- Strategies and methods for successfully establishing contact with customers, in order to find out the interests and needs of customers more quickly, to overcome resistance and objections of customers more skillfully, and ultimately even to turn a critical customer into a fan
What do we focus on in our sales trainings in reference to sales efficiency?
Adjust attitude and behavior towards professional sales
- Perceiving, changing, and professionalizing your inner attitude
- Creating self-awareness
- Setting and pursuing goals
Individual professionalization of all customer contacts / dialogues
- Highlighting the benefits of the contact / appointment for customers
- Approach and methodology for addressing customers
- Sensible use of tools, samples, media, etc.
Convince in sales talks / negotiations
- Increasing sovereignty and impact
- Converting arguments that match customer needs into functional language
- Selling concepts and conveying “added value”
- Enforcing target prices and conditions
Why do we achieve sustainable activation of sales with our consulting in combination with our sales training?
With many years of experience as salespeople ourselves, we as trainers and consultants rapidly obtain acceptance by the sales staff. They can see immediately whether we speak their “language” and whether we really know the situation of the people in sales. This quickly results in a trusting, creative collaboration, enabling the identification and analysis of interference fields. We work on personal resistance and the “inner attitude” instead of just imparting knowledge. With the practical simulation of everyday life and with the best tried and tested methods, we ensure the permanent implementation of successful new behaviors.
We can conduct sales training in German and English, both as in-person and online.
What are the benefits of sales training?
For a sustained increase in sales performance and implementation of the sales strategy, the salespeople learn:
- Professional communication and presentation to get the most out of customer contacts
- Understand the decision-making processes and motives of the customers and use them to sell what is of use to both sides; the customers and your company
- The strategic processing of the market and customers in order to start the right measures with the right customers, depending on their potential and attractiveness
- Strategies and methods for successfully establishing contact with customers, in order to find out the interests and needs of customers more quickly, to overcome resistance and objections of customers more skillfully, and ultimately even to turn a critical customer into a fan
What do we focus on in our sales trainings in reference to sales efficiency?
Adjust attitude and behavior towards professional sales
- Perceiving, changing, and professionalizing your inner attitude
- Creating self-awareness
- Setting and pursuing goals
Individual professionalization of all customer contacts / dialogues
- Highlighting the benefits of the contact / appointment for customers
- Approach and methodology for addressing customers
- Sensible use of tools, samples, media, etc.
Convince in sales talks / negotiations
- Increasing sovereignty and impact
- Converting arguments that match customer needs into functional language
- Selling concepts and conveying “added value”
- Enforcing target prices and conditions
Why do we achieve sustainable activation of sales with our consulting in combination with our sales training?
With many years of experience as salespeople ourselves, we as trainers and consultants rapidly obtain acceptance by the sales staff. They can see immediately whether we speak their “language” and whether we really know the situation of the people in sales. This quickly results in a trusting, creative collaboration, enabling the identification and analysis of interference fields. We work on personal resistance and the “inner attitude” instead of just imparting knowledge. With the practical simulation of everyday life and with the best tried and tested methods, we ensure the permanent implementation of successful new behaviors.
We can conduct sales training in German and English, both as in-person and online.
Sales Excellence in Practice
“Serving the right customers in attractive markets with the right products and services in an adequate manner.”
Sales Excellence as part of sales training
If you intend to introduce or further develop Sales Excellence in your company, in addition to the conceptual topics, the appropriate qualification of your salespeople is of considerable importance. Because only with qualified and effective sales training will you achieve a sustained increase in sales performance in terms of an effective and efficient implementation of the sales strategy in customer contact.
How is Sales Excellence implemented in sales training?
Salespeople learn what is important for effective, strategic customer processing and efficient customer penetration in our sales training.
The participants learn which levers and instruments they have in their role as sales staff and how they can use them strategically and methodically. In the sales training, the participants are able to experience both the customer perspective as well as their own point of view and impact through clear examples that are closely related to day-to-day sales.
Achieve Sales Excellence by increasing effectiveness (What)
The capacities of the sales organization are expensive and limited. It is all the more important to use the limited resources with the right customers and to implement the appropriate measures (e.g. sales campaigns) without high wastage. The strategic cultivation of the market and customers, depending on their potential and attractiveness, is a decisive starting point for prioritizing existing customers and ensuring that capacities are available to acquire new customers with high potential.
Achieve Sales Excellence by improving efficiency (How)
Improving efficiency is about professionalizing communication and presentation in order to get the most out of customer contacts.
- The inner attitude towards yourself and your customers
- Basics of effective customer communication
- Questioning techniques and active listening skills to quickly get into the customer’s picture
- Recognize interests and needs as well as decision motives and processes
- Skillfully absorb and use objections and resistance from customers
- Turn critical customers into real fans
Sales Excellence as part of sales training
If you intend to introduce or further develop Sales Excellence in your company, in addition to the conceptual topics, the appropriate qualification of your salespeople is of considerable importance. Because only with qualified and effective sales training will you achieve a sustained increase in sales performance in terms of an effective and efficient implementation of the sales strategy in customer contact.
How is Sales Excellence implemented in sales training?
Salespeople learn what is important for effective, strategic customer processing and efficient customer penetration in our sales training.
The participants learn which levers and instruments they have in their role as sales staff and how they can use them strategically and methodically. In the sales training, the participants are able to experience both the customer perspective as well as their own point of view and impact through clear examples that are closely related to day-to-day sales.
Achieve Sales Excellence by increasing effectiveness (What)
The capacities of the sales organization are expensive and limited. It is all the more important to use the limited resources with the right customers and to implement the appropriate measures (e.g. sales campaigns) without high wastage. The strategic cultivation of the market and customers, depending on their potential and attractiveness, is a decisive starting point for prioritizing existing customers and ensuring that capacities are available to acquire new customers with high potential.
Achieve Sales Excellence by improving efficiency (How)
Improving efficiency is about professionalizing communication and presentation in order to get the most out of customer contacts.
- The inner attitude towards yourself and your customers
- Basics of effective customer communication
- Questioning techniques and active listening skills to quickly get into the customer’s picture
- Recognize interests and needs as well as decision motives and processes
- Skillfully absorb and use objections and resistance from customers
- Turn critical customers into real fans
Strategic Market and Customer Development
“Use sales resources purposefully and effectively.”
Strategic Market and Customer Development
Hardly any sales organization does not complain about the excessive workload. Often it is not just down to the employees and their personal time management. More often the problem is that the goal to be achieved, the way to get there, and the expected contribution are not clear, making it difficult to set priorities.
As Mark Twain said: “Having lost sight of our goals, we redouble our efforts.”
Therefore, strategic market and customer cultivation are first about increasing effectiveness (the WHAT we do) and then increasing efficiency (the HOW we do it).
How can you increase sales effectiveness?
- Define the target groups and markets in which the greatest potential is suspected
- Create structured, target-oriented procedures for the development and penetration of the defined market and the corresponding customers
- Analyze the current sales structure and position with your customers
- Prioritize your customers (e.g. analysis of delivery share vs. customer attractiveness)
- Establish the attractiveness criteria of your “ideal customers”
- Determine your average share of delivery
How can you increase sales efficiency?
- Active design of strategic customer management for important and potential accounts
- Differentiated assessment of the roles on the customer side
- Use and intensify existing customer relationships
- Turn interested parties and contacts in the industry into potential customers
- Identify the decision-making motives of the people involved in the decision-making process
- Capture, understand and penetrate customers holistically
How can you further develop your sales team in light of a market and customer cultivation?
In our special module within the teamkairos sales training, the participants learn and practice
- … strategic thinking and acting for an active design of the sales process
- … development of practical tools for the preparation, support and implementation of the decisive strategic steps
- … recognize the importance of good preparation and what exactly goes with it
- … questioning the various roles of buying influencers (decision-makers, users, guards, coaches) in the decision-making process (buying center)
- … analyze your current customers and develop action points for optimized individual processing of selected customers
- … applying targeted questioning techniques based on practical cases and case studies
- … mastering the essential elements of a “value-based selling process”
Strategic Market and Customer Development
Hardly any sales organization does not complain about the excessive workload. Often it is not just down to the employees and their personal time management. More often the problem is that the goal to be achieved, the way to get there, and the expected contribution are not clear, making it difficult to set priorities.
As Mark Twain said: “Having lost sight of our goals, we redouble our efforts.”
Therefore, strategic market and customer cultivation are first about increasing effectiveness (the WHAT we do) and then increasing efficiency (the HOW we do it).
How can you increase sales effectiveness?
- Define the target groups and markets in which the greatest potential is suspected
- Create structured, target-oriented procedures for the development and penetration of the defined market and the corresponding customers
- Analyze the current sales structure and position with your customers
- Prioritize your customers (e.g. analysis of delivery share vs. customer attractiveness)
- Establish the attractiveness criteria of your “ideal customers”
- Determine your average share of delivery
How can you increase sales efficiency?
- Active design of strategic customer management for important and potential accounts
- Differentiated assessment of the roles on the customer side
- Use and intensify existing customer relationships
- Turn interested parties and contacts in the industry into potential customers
- Identify the decision-making motives of the people involved in the decision-making process
- Capture, understand and penetrate customers holistically
How can you further develop your sales team in light of a market and customer cultivation?
In our special module within the teamkairos sales training, the participants learn and practice
- … strategic thinking and acting for an active design of the sales process
- … development of practical tools for the preparation, support and implementation of the decisive strategic steps
- … recognize the importance of good preparation and what exactly goes with it
- … questioning the various roles of buying influencers (decision-makers, users, guards, coaches) in the decision-making process (buying center)
- … analyze your current customers and develop action points for optimized individual processing of selected customers
- … applying targeted questioning techniques based on practical cases and case studies
- … mastering the essential elements of a “value-based selling process”
Human Factor in Sales
“Making a difference with curiosity and passion.”
What motivates people in sales today?
People haven’t been motivated by salaries, company cars, bonus programs, and competitions alone for quite some time now. Their motivation is based on many more factors such as:
- Working in a “winning team”
- Representing well-known companies and their attractive products and services
- Looking after and supporting customers in solving their problems
- Developing creative approaches in customer processing
- Achieving smart goals
- Pitting oneself against other in a “sporty” competition
- Finding purpose in what they do
How can executives reach the people in your sales department?
“Leverage opportunities – reach people” is the motto of teamkairos. In sales, it is particularly important that you reach the people who represent your company to customers with their name, personality, and reputation. Everyone who works in sales is not only enthusiastic about the products and services of your company; they are also susceptible to disruptions such as unclear goals, strategies, or a lack of trust on the part of the employer.
The people in sales
- … need freedom rather than control
- … want to be challenged and encouraged
- … are motivated by realistic and meaningful goals
- … welcome clearly defined responsibilities and decision-making frameworks
Why are humans a critical factor in sales?
The implementation of sales strategies and sales excellence is mainly in the hands of the employees involved in the sales activities. Often the best and cleverest sales strategies fail because of implementation issues. The aim is to optimize the control of the processes significantly further develop the people’s qualifications and motivation in sales.
How can sales people be effectively motivated?
The people in sales should know the “what,” the goal, the strategy, and the measures and understand the “how” they should do something. This includes methods, the use of tools, sophisticated interviewing, etc.
The most important thing for motivation is that they understand the “why” and thus the benefits of their actions for themselves and the company. In teamkairos sales trainings, the participants experience not only the “what” and the “how” but also the “why”.
What motivates people in sales today?
People haven’t been motivated by salaries, company cars, bonus programs, and competitions alone for quite some time now. Their motivation is based on many more factors such as:
- Working in a “winning team”
- Representing well-known companies and their attractive products and services
- Looking after and supporting customers in solving their problems
- Developing creative approaches in customer processing
- Achieving smart goals
- Pitting oneself against other in a “sporty” competition
- Finding purpose in what they do
How can executives reach the people in your sales department?
“Leverage opportunities – reach people” is the motto of teamkairos. In sales, it is particularly important that you reach the people who represent your company to customers with their name, personality, and reputation. Everyone who works in sales is not only enthusiastic about the products and services of your company; they are also susceptible to disruptions such as unclear goals, strategies, or a lack of trust on the part of the employer.
The people in sales
- … need freedom rather than control
- … want to be challenged and encouraged
- … are motivated by realistic and meaningful goals
- … welcome clearly defined responsibilities and decision-making frameworks
Why are humans a critical factor in sales?
The implementation of sales strategies and sales excellence is mainly in the hands of the employees involved in the sales activities. Often the best and cleverest sales strategies fail because of implementation issues. The aim is to optimize the control of the processes significantly further develop the people’s qualifications and motivation in sales.
How can sales people be effectively motivated?
The people in sales should know the “what,” the goal, the strategy, and the measures and understand the “how” they should do something. This includes methods, the use of tools, sophisticated interviewing, etc.
The most important thing for motivation is that they understand the “why” and thus the benefits of their actions for themselves and the company. In teamkairos sales trainings, the participants experience not only the “what” and the “how” but also the “why”.
Sales Strategy
“Holistic support from the sales strategy to implementation.”
How do you develop the sales strategy further so you are well positioned for current and future challenges?
Your company also strives for top performance in sales with the aim of achieving profitable and sustainable growth. The increasingly complex conditions in which your sales teams operate require a sales strategy that is tailored to your company.
It’s time to revise your sales strategy if you don’t have specific answers to the following multi-level question:
- Which product or which service do we sell in which market, to which target customers with which arguments (positioning) via which distribution channel and under which conditions?
If you want to find answers to this question for yourself and your company; if you want to be one step ahead of your competitors and; if necessary, become the top dog or whiz kid in your specific industry, your sales organization needs a holistic and continuous optimization process.
For this process, you need experts to guide you and your sales team through the process. Isolated measures to optimize sales performance are not enough. Isteand, you should choose a holistic approach that takes into account and summarizes all relevant aspects of your individual development program for sales excellence.
teamkairos is happy to support you in a focused, committed and passionate way to (further) develop and implement a holistic sales strategy.
What exactly will we look at while working on your sales strategy with you?
In terms of sales strategy, we focus on increasing sales effectiveness:
- In which markets do you want to do your business?
- With which (target) customers do you want to better exploit your potential?
- Which product or service portfolio should the sales department focus on?
- How is your sales organization set up regionally and to what extent is it geared towards potential?
- Which competitors give your company the best “attack surface”?
- With which organization and structure can you best master the challenges?
- What are the goals and measures by which you determine your success?
What are the benefits of revising your sales strategy?
- Sales and earnings growth through the targeted definition of your target customers
- Gaining market share and focusing your sales resources on high-potential markets and customers
- Resource acquisition by readjusting your sales channels, processes and partners and, if necessary, defining optimized processes
- Gain competitive advantages by working out your “Unique Selling Proposition” (USP)
- Discover your need for further development in sales, e.g. through sales training
How do you develop the sales strategy further so you are well positioned for current and future challenges?
Your company also strives for top performance in sales with the aim of achieving profitable and sustainable growth. The increasingly complex conditions in which your sales teams operate require a sales strategy that is tailored to your company.
It’s time to revise your sales strategy if you don’t have specific answers to the following multi-level question:
- Which product or which service do we sell in which market, to which target customers with which arguments (positioning) via which distribution channel and under which conditions?
If you want to find answers to this question for yourself and your company; if you want to be one step ahead of your competitors and; if necessary, become the top dog or whiz kid in your specific industry, your sales organization needs a holistic and continuous optimization process.
For this process, you need experts to guide you and your sales team through the process. Isolated measures to optimize sales performance are not enough. Isteand, you should choose a holistic approach that takes into account and summarizes all relevant aspects of your individual development program for sales excellence.
teamkairos is happy to support you in a focused, committed and passionate way to (further) develop and implement a holistic sales strategy.
What exactly will we look at while working on your sales strategy with you?
In terms of sales strategy, we focus on increasing sales effectiveness:
- In which markets do you want to do your business?
- With which (target) customers do you want to better exploit your potential?
- Which product or service portfolio should the sales department focus on?
- How is your sales organization set up regionally and to what extent is it geared towards potential?
- Which competitors give your company the best “attack surface”?
- With which organization and structure can you best master the challenges?
- What are the goals and measures by which you determine your success?
What are the benefits of revising your sales strategy?
- Sales and earnings growth through the targeted definition of your target customers
- Gaining market share and focusing your sales resources on high-potential markets and customers
- Resource acquisition by readjusting your sales channels, processes and partners and, if necessary, defining optimized processes
- Gain competitive advantages by working out your “Unique Selling Proposition” (USP)
- Discover your need for further development in sales, e.g. through sales training
Type-Appropriate Selling
“Being able to fathom the customer and his needs instead of just determining requirements – that is what makes sales.”
What exactly is type-approrpriate selling?
Different types of customers want different approaches
Some want the information in a nutshell, others in excruciating detail – either factual and sober or personal and emotional. Customer contact is about being able to assess yourself and your counterpart as a personality type. With a correct assessment, the salespeople manage to adapt their behavior and communication to the interlocutor’s needs and build trust.
What skills do you need to be able to sell type-appropriately?
- Knowledge and understanding of personality typology
- Questioning techniques that can be used to identify the different types
- Mindfulness and empathy to be able to empathize with the sensitivities of the customer
- Conscious control of one’s own sales-related, communicative behavior according to the personality type of the counterpart
What are advantages of type-appropriate selling?
- Fast customer-oriented attitude and action in the sales process
- More efficient customer meetings
- The opportunity for greater emotional customer loyalty
- Sales teams have a uniform language for analyzing customer situations and can work together to design good ways to approach customers
Recognize and use behavioral characteristics
With the INSIGHTS MDI® personality diagnostics , you will first determine which typical behaviors and motives you as a salesperson have. This also enables you to quickly learn to recognize and interpret typical features in the language, gestures, and facial expressions on the customer side. In our training units, you will specifically practice how to use this knowledge in your sales behavior and communication so that you can reach the customer even better at his or her needs level.
What exactly is type-approrpriate selling?
Different types of customers want different approaches
Some want the information in a nutshell, others in excruciating detail – either factual and sober or personal and emotional. Customer contact is about being able to assess yourself and your counterpart as a personality type. With a correct assessment, the salespeople manage to adapt their behavior and communication to the interlocutor’s needs and build trust.
What skills do you need to be able to sell type-appropriately?
- Knowledge and understanding of personality typology
- Questioning techniques that can be used to identify the different types
- Mindfulness and empathy to be able to empathize with the sensitivities of the customer
- Conscious control of one’s own sales-related, communicative behavior according to the personality type of the counterpart
What are advantages of type-appropriate selling?
- Fast customer-oriented attitude and action in the sales process
- More efficient customer meetings
- The opportunity for greater emotional customer loyalty
- Sales teams have a uniform language for analyzing customer situations and can work together to design good ways to approach customers
Recognize and use behavioral characteristics
With the INSIGHTS MDI® personality diagnostics , you will first determine which typical behaviors and motives you as a salesperson have. This also enables you to quickly learn to recognize and interpret typical features in the language, gestures, and facial expressions on the customer side. In our training units, you will specifically practice how to use this knowledge in your sales behavior and communication so that you can reach the customer even better at his or her needs level.
This post is also available in: German
