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
"Based on positive experience with DEVELOR Hungary and the discussions with the general manager and HR manager at the COLAS group in Slovakia we had decided to start the cooperation in training and development at our employees in 2013. During our 2 year cooperation we have implemented two key projects - series of workshops “Safety Attitude“ for our site managers and the talent development program ‘Leadership Academy.“ On top of these programs we also implemented the presentation skills development program for the management team.
We perceive our cooperation with DEVELOR positively and we can recommend their service and approach to other companies In Slovakia. We consider DEVELOR‘s biggest benefit their ability to transform out requirements into quality training program and at the same time focus the attention and accent on the priorities at the company and its business goals."Kvetosiava Sarvašová, HR manager - Colas ISK
"Develor cooperates with us in the area of training programs for employees supporting culture change across Sony Central European region. Since the start of our cooperation, they have worked with us on both training design and delivery and demonstrated professionalism, innovative approach and high quality training skills. We have also engaged them in several teambuilding events that helped us to build good team spirit among our staff who provided very positive feedback after each event. We are looking forward to our further cooperation with them."Katarina Jablonska, HR Manager Sony Czech and Slovak Republics - SONY
I was previously aware of my "inside colour energies", but this training helped me to better analyze and benefit from my personal characteristics. It has changed the way I receive feedback from others. Plus, I am less stressed during conflicts with others, as now I can understand the motivation of those who are dominant in different "colours."Anita Szilagyi, Junior SEO Specialist - Saatchi & Saatchi Hungary
"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
"For us, Develor is a dependable partner who we can always count on if we are looking for high-level creativity at upper-management training courses. Effectiveness, dynamism and true teamwork are all hallmarks of their performance. This is why we have continuously chose the Develor team over the years."Dr. Rita Bede, Media Relations Manager - British American Tobacco
"The assignment was about to attain the Customer Satisfaction Survey; screening 90 companies, from 18 countries in 10 languages; and to prepare valuable feedback analysing both qualitative and quantitative. Develor is used to run surveys measuring the Satisfaction, Engagement, Motivation or Retention levels. Therefore, we felt it had the necessary capacity and knowhow to meet our expectations. In their proposal, the following items were very important and attractive to Lexmark: 1. Timely delivery, 2. Professional pricing, 3. Enhanced technology approach, 4. One single contact for all languages. ... Having closed the project Lexmark can conclude that Develor has performed according to the expectation. The project was managed well; the short time was kept all along the project. ... We would gladly recommend them for Satisfaction Monitoring Survey. Meanwhile Lexmark has even begun to cooperate with Develor on other areas in training & consultancy."Stephan Bily, Director, EMEA Supply Chain Operations - Lexmark