| Would You Like To Make An Enquiry Or Ask A Question? Call us for FREE on 0800 849 6732 Email us at train@mtdsalestraining.com Complete our online form Some Recent Examples Client: Top 3 European vehicle rental and fleet management organisation, a subsidiary of a major vehicle brand.
The Problem:
Sales force very effective at taking orders from existing customers and managing existing relationships, but demonstrated a large degree of weakness in developing new business, cross-selling and up-selling. Solutions: A three tiered approach: - Working with the senior management to provide them with the necessary sales management skills and approaches to enable them to effectively manage their sales force in a proactive fashion, resulting in a change of behaviours from a ‘numbers’ approach to a proactive Client and business development approach.
- Secondly, working with the Corporate sector salesforce, designing and delivering a bespoke structured sales training and development programme delivered over three months, interspersed with one to one coaching and supported by an interim management role, working directly with the salesforce and the management to reinforce the structures, approaches and methodologies focused upon throughout the training programme.
- Thirdly, designing and delivering a two day sales training programme to the Retail sector staff and management to enable them to understand the way in which the salesforce would be selling, focusing on commercial acumen, local knowledge, identification and creation of opportunities, and excellence in customer service.
Snapshot of Training Content: A six step sales skills development programme, of modular structure and delivered over three months, interspersed by monthly one-one coaching sessions, comprising of: 1. Before the Sales Begins
Developing a commercial mind set
Eradication of self-limiting beliefs
Customer research and customers’ business understanding 2. Powerful Prospecting
Effective and unobtrusive information gathering
Creating commonality between sales person and customer – relationship building
Securing meetings that count 3. Customer meetings
Psychology of Human Interaction
Building exceptional customer relationships
Excellence in questioning and listening skills
Identifying wants and needs
Creating wants and needs 4. Proposing Specific Solutions
Providing specific advantages and benefits
Directional psychology and identifying buyer motivations
Buying criteria and decision making process
High Impact Presentation Skills
Asking for the business
5. Account Development
Creating effective account development plans
Proposal writing
Bid/Tender responses
The ‘12 Touch’ technique
Ongoing relationship management 6. Account Management
Effective Account Management
Preferred supplier positioning
Managing the buyer
Ring-fencing relationships – protecting your business! Outcomes: - Reducing the cold call : contract ratio from in excess of 150:1 to less than 8:1
- Opening of over 300 new accounts within 8 weeks
- Increase in revenue generated from over 100 existing accounts within 3 months
- Securing massive increase in RFP/ITT opportunities within 8 weeks
- Generating in excess of £38 million of new business (GP) within 6 months
- Following the success of this programme, our Consultant was invited back in to the business as an Interim Manager for another 6 months the following year to maintain the new sales process and inject more commercial focus.
Client: UK division of world leading electronic component distribution organisation.
The Problem:
Internal sales force, under increasing market pressures, were not performing as proactive sales force, concentrating on taking orders and issuing quotes for stock requests on a reactive basis, with little or no follow-up. Solutions: Working with three divisional internal sales forces, and in conjunction with their management, we carried out a skills audit, ad compared it then to the ideal skill set that the business felt it required. A structured and totally bespoke training programme was then designed, and delivered in a modular fashion to each of the groups, thus ensuring minimum down time and disruption to the business. With real focus on effective telesales, as opposed to the incumbent ‘order-taking’ approach, this programme really had to combat the ‘hearts and minds’ attitudes that were entrenched within the business – as the staff in the majority of cases felt that things were not broken, why should they fix it? Therefore, in an environment that was somewhat resistant to change, we had to work very closely and sensitively with the management and HR functionality to ensure that the sales force were taken on a journey that they wanted to be on, and this was completed with resounding success. Snapshot of Training Content: A staged sales skills development programme, of modular structure and delivered over five months, interspersed by monthly one-one coaching sessions, comprising of: 1. Customer Service Provision vs. Selling Skills
Developing a commercial mind set
Building your own sales toolkit
Beliefs, Attitudes, Knowledge, Skills and Behaviours of Effective Sales People
Eradication of self-limiting beliefs
Understanding he power of self.
2. Customer Understanding
Understanding what your customer does, why they do it, and how they do it.
Simple and Effective information gathering
Understanding the supply chain and ‘Shamrocks’ of business
Cost of Sales, Opportunities and having the competition eat your lunch whilst you pay for it! 3. Picking Up the Phone, proactively
Psychology of Human Interaction
Building exceptional customer relationships
Excellence in questioning and listening skills
Quotation follow-up and asking for the order
Identifying future wants and needs
Creating future wants and needs 4. Proposing Specific Solutions
Providing specific advantages and benefits
The role of the buyer and their issues
Buying criteria and decision making process
High Impact Presentation Skills
Asking for the business
Handling price objections. 5. Account Development
Creating effective account development plans
Proposal writing
Bid/Tender responses
Ongoing relationship management 6. Negotiation Skills
Effective negotiation techniques
Positioning attitudes and powerbase creation
WEB methodology
Margin motivation
Value Added Services
Variables for effective negotiation
Goal setting
Outcomes:
- Introduction of motivated, inspired staff
- Quote to order ratio established and improved on, week by week.
- Skilled, proactive sales staff adding value to their customers and making money
- Weekly telesales days introduced, with up to £300,000 being generated on a proactive basis per month that had never been experienced before.
- Opening of over 100 new trading accounts within 3 months
- Substantial (40%) increase in revenue generated from existing accounts within 3 months.
- Huge improvement in time management, motivation and overall effectiveness of staff.
Below are some course outlines that we have delivered in the past to give you some ideas. We can use any part from any course and put them into a course specially designed and delivered for you. | 
