B2B sales programmes
The Iron Sales Rep
This Programme is our most complete Sales Support Programme. It not only contains the Modules from the previous Sales-ROI-Booster-Programme, but also the Modules Time Management, Motivation 360° and the Value Creation Module. The extra information of these Modules will support you or your employees on a business as well as on a personal level, because Motivation is indeed a 360° concept with which you can motivate not only yourself, but also your customers, family members and colleagues, and Time Management is of course also for a large part Life-Management, and therefore a very important Module in our range.
The module 'Value Creation' also teaches you how to organise an internal USP workshop for your own company in order to create Unique Value that will keep your company at the TOP for years to come.
This B2C Sales Programme consists of the following eight Modules:
- Culture, Mission & Vision
- Time Management
- Excellent Execution
- TEAM Building
- Motivation 360°
- Structured Growth
- Value Creation (with USP Workshop)
- Strategic Thinking
Total
144 Training movies
Culture, Mission & Vision
So this series is about Culture, or more specifically, your Company Culture or the culture of your Sales Team. Also about Vision of the Future and which role you want to play with your company or with your Sales Team, in this vision of the future. Something that is expressed in a Mission Statement. Because every company and every Sales team obviously has a prevailing corporate culture and it is that culture that will determine how employees behave or with what kind of attitude they come to work every day. This attitude will determine the customer experience for your customers in every contact they have, in any way, with your company. And Customer Experience will be a decisive factor in the competition between companies in the years to come. Whoever can offer the best customer experience will get customers over the threshold and have a chance to sell something. Put a powerful set of beliefs behind that, as a lever, and you have a company or business team with which you will be able to realise any objective.
Time Management
The last Module in this series is therefore about Time Management, or, making the most efficient use of your time. It is a training that will interest every employee, because Time Management is also a bit of Life Management and many of the techniques that employees learn in this training will also help them in their private lives to make their time much more profitable. So, what employees learn in this programme are all kinds of strategies that can be used, but also a new way of 'thinking' about time, which ensures that better decisions are made. Once a commercial employee has mastered these skills, he or she will automatically be able to inspire and help other people around them.
And since in business, Time equals Money, this Module has a direct impact on the PROFITABILITY of the Company.
Excellent Execution
This module is about Excellent Execution. In the business world, it is often the missing link between the sales made by the sales team and the final realisation of these sold cases. Sales and turnover are absolutely necessary for a company to flourish in an increasingly competitive business world. But it is just as important, as a company, to keep the promises made to customers afterwards. And, ... preferably in a way that is also profitable for the company. And that is precisely what we discuss in detail in this module, Excellent Execution. Not only the 'selling' of products and services, for which we have the typical Sales Modules, but rather the perfect execution of the cases sold by the Sales Team.
TEAM Building
This series is about TEAM building and is part of the Sales Support modules. It's only logical, because if you want to be successful as a Sales Team or as the leader of a Sales Team, you will have to be able to manage and motivate the TEAM professionally. With the information in this course you will not only learn what the conditions are for a good team and to be a good team player, but you will also learn how you as a coach can help a TEAM to be successful. You will learn about the three pillars of a well-functioning TEAM: Focus, Cohesion and Shared Responsibility, and most importantly ... how to adjust and fine-tune these three pillars.
Motivation 360°
Once a commercial employee has mastered the techniques of Motivation, he or she can use them to motivate him- or herself, to motivate employees or colleagues and of course also to motivate customers to choose the offer and your company. This training course provides a wide range of practical tools that a B2B sales person can immediately get to work with and that will quickly produce results. Motivation is essentially a very psychological thing and it is not a coincidence that a Sales rep lives 'a life on pupose'. With the knowledge of this Module, it is something the Salesrep can consciously work towards.
Structured Growth
In nature, there are two kinds of matter. There is dead matter, such as rocks and stones, and there is living matter, such as trees, plants and flowers. When we talk about 'natural' matter, again there are only two possibilities. Living matter is either 'growing' or 'dying'. There is no 'status quo' in nature.
From there, you can say that GROWTH is something very 'natural' and an indicator, whether living matter is still 'alive' or rather 'dying'.
In the business world, too, both people and companies are growing, or dying. This series aims to initiate and guide the growth process, so that people and companies can continue to grow to their next level of performance after this training series. From our more than 30 years of experience in Business Coaching, we know that certain approaches work again and again because there is clearly a healthy and effective 'mindset' behind them. They are, as it were, growth principles with which, in business coaching, you could achieve results again and again, and in a very structured way.
Value Creation (with USP Workshop)
The most ideal lever for companies that want to 'grow' is to create more 'value' for their customers. If that value is perceived by the market as 'special' and 'unique' to the brand, then we speak of USPs (Unique Selling Points). Your sales team can sell anything, at any price with a good margin, provided they can convince customers that your Company is the only one that can offer a value that this particular customer considers important to him or her. It is not about the price ... provided you have exclusive VALUE to offer. The saying goes: Differentiate with VALUE or Die on PRICE. All basic Sales modules in our range aim to make the customer spontaneously say YES to the proposal of the salesperson, Account Manager or Key Account Manager. This training series is designed to get clarity and new ideas about the Unique Value your Company has to offer.
Strategic Thinking
This module is about Strategic Thinking and, more specifically, about thinking in such a way that the ideas you get as a team or as an entrepreneur, are also put into practice as much and as well as possible. Ideas are worthless if they are not implemented. This is something we discuss in detail in the Excellent Execution module. And to get an idea implemented, you will also have to think of a strategy or a plan of action. Once you have a method for this, it is so much easier to turn ideas into a tangible reality. And a strategic approach also includes tactical moves on the one hand, and an overview map on the other hand to keep an eye on the big picture. All of these you will learn to use in this course.
Your SALESTEAM or LEADER will acquire the KNOWLEDGE through this Programme to, among other things:
- Turn limiting beliefs into stimulating beliefs
- Work according to specific GUIDELINES OF CONDUCT, which will determine the general ATTITUDE within the company or within the Sales Team.
- Transform the MISSION STATEMENT into concrete OBJECTIVES and devise the necessary strategies to go with them
- Get much better at dealing with setbacks, which every Sales rep has to deal with anyway
- Best practices of people who are very good at using their time profitably
- Learn the different ways in which you can plan more effectively and set priorities more easily, because without priorities there is no good Time Management
- Work with KPIs in order to control the sales process on the one hand, and on the other hand, to be able to give feedback to the Company's managers more easily
- How to get more accountability from the Sales Team and make adjustments faster where necessary, by breaking down the big GOALS into smaller TARGETS
- Why attributes such as 'flexibility' and 'agility' are so important in a business world that is constantly changing
- Know the differences between a TOP Team and less well functioning teams, and from there implement the right changes within your own TEAM
- No longer depend on 'luck', but on the right mix of skills and personalities by putting together a well thought-out TEAM
- Know the characteristics of an ideal TEAMPLAYER and be able to coach efficiently on the behaviour that deviates from this
- Enormously boost a naturally slightly lower SELF-CONSCIOUSNESS, using the 'turbo' of state management or mood control
- Apply the Pain-Pleasure principle to self-motivation, peer motivation and, most importantly, customer motivation by aligning your business USPs with your customers' Pain or Pleasure preferences
- Know what the SOURCE of Motivation is and how to optimise it
- How important it is to regularly go outside the COMFORT ZONE, both as a person and as a TEAM, in order to experience effective GROWTH.
- What the VALUES of GROWTH are for a Sales Team, especially: growing too fast, growing on only 1 customer and uncontrolled growth
- How to GROW AS A TEAM and what such growth can mean for the whole organisation
- How and WHY it is so important to distinguish between VALUE aimed at 'Avoiding Pain' and VALUE aimed at 'GAINING Pleasure'
- HOW the TEAM, or the different TEAMs within the Company, can organise BRAINSTORM SESSIONS to come up with new USPs
- Why there should be a focus in the sales team on the AFTER experiences of customers as the most important arguments to persuade customers
- How you can make yourself and your TEAM think strategically by asking Strategic Questions.
- The use of Strategic Models such as a Balanced Scorecard or the ProfitX2 Strategic Map to create RESULTS faster (and more strategically)
- How to recognise Strategic Talents within your TEAM or Company and how to do Scenario Thinking to be prepared for all possible scenarios
Some very interesting option modules in this Programme are certainly the modules Executive Sales & Crisis Management
Executive Sales
In both B2B and B2C environments, it will regularly happen that business managers and/or executives also have to enter the sales arena. After all, some customers only want to do business with 'the BOSS' himself.
This is not always easy for a manager who, on the one hand, is not in the habit of having such conversations and, on the other, has so many other things on his mind. Nevertheless, a business manager already has a number of important trump cards up his sleeve, and if these are played out well, also for the manager, closing the deal (or being able to do so) is feasible in almost all cases. HOW to do this specifically as a manager or executive, you will learn in this training series.
Crisis Management
This series is about Managing a Crisis or, about handling and anticipating crisis situations better as a company. During the Corona lockdown period we received almost daily emails from clients with specific questions. The predominant trend of these questions was clearly 'how can I best manage my business in such challenging circumstances. Profitability has been our main theme for decades, both in Sales and in Leadership training, and certainly in Crisis situations companies need to focus on an extreme form of profitability. The current crisis culture imposes so many restrictions on entrepreneurs that every mistake becomes almost unforgivable. The Time to Play is over, that much is clear. Companies that want to survive this Corona storm or any other crisis will have to surround themselves with the right employees, ... use the right strategies and above all ... think in the right way. With this training, we would like to provide you with some answers.