Why the SalesRESPECT® Sales Skills training?
The sales profession is subject to change. This has to do with new insights about communication, but also with new techniques - such as the impact of the internet - and the changing needs of customers. Not long ago, a customer needed the seller as a source of information. Nowadays, a lot of information that a customer needs to make a purchase decision can be found on the internet. This applies not only to the consumer, but also to a large extent to the business customer. What is the role of the seller then? There are those who claim that the sales profession will die out. Nothing is less true. Yes, the 'walking leaflet' has had its longest time, but the seller who really delves into his or her customers, who searches for Hidden Needs together with the customer, uncovers the impact of these Hidden Needs and sells Added Value has a future in sales.
It turns out that many salespeople are struggling with this changing role. For years they have learned and believed that "pushing", sending, telling and talking are qualities that belong to a good seller. That selling is all about Unique Selling Points. That you must convince the customer. And now it is suddenly expected that we will ask questions and delve into the customer. That we will help the customer to look for needs that he or she may not even see. That we should not convince the customer, but the customer himself. That value is not determined by Unique Selling Points, but by Unique Buying Reasons. The world upside down. If you want to learn the new way of selling and you believe in selling added value, then SalesRESPECT® is your training.
How do we teach you SalesRESPECT®?
During a three-day training, plus a follow-up day, we will take you on the following topics:
- How can you look at your product or service differently?
- How do you distinguish different needs from customers?
- How do you map the "Business Window" of your customer?
- How do you direct questioning in a conversation?
- How do you ask the most effective questions?
- How do you prevent assumptions?
- How do you ensure depth in your conversation?
- How do you ensure that the customer talks more than you?
- How do you map the current situation?
- How do you discover and develop customer needs?
- How do you create demonstrable added value?
- How do you avoid a price discussion?
- How do you ensure that you are stronger in negotiations?
- How can you ask for the order in a natural way?
- How do you integrate the right mindset and SalesRESPECT®?
- How do you avoid objections?
In the training we follow the letters of the word RESPECT step by step. In addition to the explanation of the SalesRESPECT® theory, there is a lot of practice in role-playing during the training. Of course we do this in a safe environment for everyone. Role-playing games are ideally played in subgroups of three participants, with a maximum of 9 participants per training. The group size guarantees both group dynamics and individual attention.
You fulfill different roles during the training. Of course, you are a seller, but also a customer or observer. By "playing" these roles, you learn to apply SalesRESPECT® from different perspectives. The learning effect therefore increases enormously. After all, you also experience what SalesRESPECT® does to the customer. In addition to role-plays in subgroups, role-plays with the entire group are also played. Apart from other exercises, a total of 12 role plays are played over three days.
After a period of about eight weeks, a follow-up day follows. During this follow-up day, we refresh the theory where necessary and customer-specific role-plays are played. These role plays are made by the participants themselves in preparation for the follow-up day.
What if you completed the SalesRESPECT® training?
After following this training:
- Apply the structure of SalesRESPECT® in your conversations.
- Stop telling about your product or service because you know you want to sell added value.
- Talk to the customer more than you.
- Do you not only respond to Concrete Needs, but are you mainly looking for Hidden Needs.
- You know what reversed selling is, and you can also apply it.
- Are you in charge of the conversation with the client's permission?
- Ask your depth questions that give you even more information.
- You help the customer convince himself.
- Your conversations become more fun and interesting.
- Increase your sales results.
- Do you and your colleagues speak the same language?
- And much more........