What differentiates great sales people from the average? This course focuses on two competences: skills for creating trust and the proper understanding of customer needs. If these skills are mastered, success is guaranteed.
THE CONSULTATIVE SALES PROCESS is a carefully designed conscious approach to sales with a focus on client’s expectations and needs. It supports sales people to excel in their negotiation with clients. The process builds on the following notion: if customers trust the sales person who can deliver a product, which entirely fits the needs and there is a budget for purchase, there is no barrier to sell.
THE COURSE EXPLAINS the market- and client-specific phases of the sales process, the objectives and ideal behavior of the sales person in each stage, depending on the customer’s expectations and the customer’s behavior type (as it is described in the Develor DDS system).
With practical approaches and client-specific situational exercises linked to each step of the process, participants will become conscious of how to plan and manage the entire sales encounter with a customer, focusing on a long-term win-win relation.
By the end of the program participants will be able to plan and manage sales encounters with clients, ultimately resulting in increased sales performance and higher turnover.
The Principles of Sales
Potential follow-up courses
- On-the-job coaching
- Negotiation Skills courses
- Sales Prospecting course
"We started our cooperation with DEVELOR in 2012 by implementing the Insights Discovery methodology in adidas Slovakia as part of the Franchise & Marketing team support project, which at that time was is a phase of transformation. In the following years our cooperation has gradually extended and the Insights Discovery typology has become part of our internal culture. During 3 years almost 70 employees of the region adidas Group CE East (SK, CZ, HU, PL) from different divisions - from back office to field sales - had participated in the Insights typology based programs. What we deem the greatest benefit is that we are all able to mutually identify gaps in communication and hence improve the speed and effectiveness of both individual and customer related interactions.
On behalf of adidas Group we can only recommend utilization of Insights Discovery and DEVELOR consultants to companies facing similar challenges - complexity of cooperation, integration of generation Y employees... etc. Not only that the tool is easily applicable on the job, but at the same time DEVELOR brings further insights how to make things better."Martina Kovácová, HR Manager - adidas Slovakia
"Develor has been of great help to us, especially in terms of skills development. They understand our needs and expectations. They always know what, when and how. We have always received the same high quality service from them: reliability, speed, flexibility. Anything is possible with Develor."Andrea Salfai-Kovács, HR Manager -Tchibo
"Edenred has been working with Develor since June 2010 with training and development of the management team. Develor was selected due to a high expertise and professionalism approach and most important thanks to good listening of our needs and capacity to adapt their material to specificity of our company. Even if I had previous good experience from Insight Team Effectiveness in other country, Develor Slovakia has demonstrated his capacity to adapt his material and conduct of training sessions to our organization needs and help us in facing our different organizational challenges. We have pursued in 2011 the management training program defined in coordination with Develor with implementation of 360 degrees process what helped our organization in defining priorities and highlight individual manager development needs and help to build individual development program. In parallel to this process, during 2011 Develor conducted the sales training for our field sales team and a coaching training for sales managers. In the past we often conducted different kind of sales training courses but with little output and weak follow up action plan implemented. With the focus not just on sales training but with special training for sales manager based on the content of the field sales training and on feedback technique, field sales team feels more supported and sees the on-going consistency between the training plan and the regular feedback meeting organized with their managers. In parallel sales managers learnt technique how to debrief field sales team after sales visit and how to boost their sales team performance. Develor has demonstrated their high capacity to support our organization from both managerial and sales point of view."Eric de Ladoucette, General Manager - Edenred
"This year we have started our cooperation with Develor on our company’s program aimed at improvement of managerial skills of our shift leaders in production via Mastershift Academy. The role of the shift leaders for our company is crucial. It depends on their motivation and their level of identification with company’s aims whether we will have enough satisfied and stabilized employees in production who will help us to fulfill our development goals. The shift leaders had very positively evaluated the development program, therefore we decided to offer similar type of education to their superiors – production line managers. And once again, we request the services of Develor, since we have been highly satisfied with their pro-active approach and ability to design the program in a way that it reflects the environment of our production company. We also appreciate the professional performance of the trainer and his interest to create a space for discussion of managers on various levels of management."Miroslava Takácsová, Director of the Section of Recruitment and HR Development - Slovak Energetic Engineering
„Our company employs approximately 100 people. Besides operating two foundries we are active in trading metal as well. DEVELOR, this year (2009), carried out the Leadership Academy program for our managers and a Sales skills training for our sales managers. Both programs were based on the training needs analysis and were tailor-made to our circumstances and environment. One part of the education was financed from the National project XI. /EU funding/, in part thanks to the professional guidance by DEVELOR. Evaluation of the interactive trainings by the participants was above expectations. Participants also highly evaluated the quality and professional skills of the trainer that were often used in real life examples, simulations or exercises."Kristína Lang, HR Director - Medeko Cast
“In the preparatory phase preceding the training program, colleagues of DEVELOR got acquainted with the operational circumstances and specifics of our organization at various locations. As a result, the training programs later on carried a real added value for the participants because the preparation, empathy and the applied methodology made the trainers authentic.”Tibor Donka, HSE Manager - ELMŰ-ÉMÁSZ