Trainings Methods

 Sales and Managament Trainings by Sales Power School

Why worthy?

Our practice in conducting sales trainings confirms

effectiveness of teaching sales techniques through practice methods.

According to many scientific researches  and first off all considering our training workshops observations we can deduce  that people remember those things, which :

20 % of what they’ve listened,

30 % of what they’ve seen,                         

50 % of what they’ve listened and seen together, 

70 % of what they've said,

90 % of what they’ve done.

We can find it when we observe  sales  people.   Knowledge alone and overall sales techniques awareness are not enough . Using gained training tips in practice is most  difficult.  Trying to display it on questions techniques examples. More often sales people have theoretical knowledge about  “Rules  of questions and their functions  in sales pitches”. 

The highest problem is using them  in practice way.

Through our workshops we teach how to asking questions in practice way: in some kind of way, that our customer want to answer for them.

 To implement an effective training process

it is essential that the trainings are designed in an efficient way thrugh assessing the needs.

At Sales Power School® we have chosen sample testing methods:

-Anonymous surveys SPS®,
-visitation of points of sales ,
-consultations with sales managers,
-controuling of sales and marketing.

 Our trainings are focused on a variety of measurable and non-measurable objectives.

Projecting trainings for sales departments

Non-standard

Activities:

-Mystery shopper,

-Playing role as a buyer,

-Individual observation on the job.

Trainings on the jobs can  help You in such areas:


– implementation the training knowledge during real trade talks,

- practice your ability in asking open-ended questions during sales visits,

- verify the actual training needs at the workplace,

– customize the program content of subsequent training sessions.

Trainings on the job.

 

Sales competitions, which are generally developed during our first session:

* Preparing to sales meeting according to projected screenplay

*Making customers appointments by effective phone conversation

* Needs analysis:

Practical exercises according to open ended questions techniques

* Benefits language ( Fab- features, benefits, advantageous)

* Checking writing notes skills during customer meetings

* Information process controlling ( CRM)

* Setting S.M.A.R.T. goals

* Motivation to intensive work with customers 

We also research…

-Personal appearance, which will able to adjust according to our company values…Standardization of sales process 

- Quality of all marketing materials and way of presenting them:

catalogues, brochures, price lists, multimedia presentations, etc.

-Seller’s reactions when  customer  weakens  us. Does he refer to competitor’s offers at once  …?

- Body language and demeanour. Reactions for „difficult customer” 

Sales Power School® survey methods to increase efficiency of sales and executive trainings.

It's not just about implementing professional training, but a number of other advisory and consulting activities.

SPS® telephone surveys are an innovative way to improve training processes and your customer satisfaction.

Effective customers feedbacks will allow You to:

– Identify the real needs of all key target customer groups,

– Checking possibilites to customer's acceptation for higher prices,

- Knowing the true prices offered by your most important competitors,

- Identify possible areas for improving sales and customer service processes.

SCHIPPER TECHNIEK

Netherland

Agnieszka Schipper

The Management Board

“I would recommend this training for other companies.

„Why ? ”

 Theory is exercising in practice, immediately”

Positive attitude to training’s attenders causes that everyone want to try new techniques”

Markus Sajewicz Sp. z o.o.

Michał Sajewicz

Executive Board Member

“Training has been conducting in very pleasant atmosphere,

very substantive.

Great examples of cases and role playing exercises,

both sales and purchasing.

Which issue was most valuable for You?

-Projecting sales phones screenplays

- Sales Techniques:

"How to sell in higher prices"

 more trainings references