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    Target group

    Sales people on all levels

    How many people?

    8 - 12

    How long will it take?

    1 day

    Development must be built on sales objectives, so we need to define the key behaviors of salespeople without which these objectives will not be met.

    Our program is typically implemented as part of a comprehensive sales development program. During this sales workshop, we present participants with three dimensions that can describe any sales situation. Due to its visual representation, we call it the Sales Mandala.

    Using this framework, we analyze which sales situations are relevant to the target group, we examine the effectiveness of these situations and the factors influencing them.

    The workshop enables us to determine what resources are available and what additional factors are needed for success.

    Based on the situational sales model, participants identify key touchpoints during the sales process and understand their importance for their own and the company’s operations. They learn about sales practices that lead to success and the skills they need to develop in the future. Furthermore, participants gain a deeper understanding of their customers’ expectations, uncover hidden needs, and recognize the importance of exceeding customer expectations.

    By the end of the program, participants will be able to:

    • Identify sales situations
    • Customize and apply the Sales Mandala
    • Prioritize their sales situations
    • Understand customer expectations
    • Develop the appropriate sales process aligned with corporate expectations
    • Gain a precise understanding of their customers

    Topics:

    • Customer expectations
    • The situational sales model
    • Defining sales situations
    • Developing behavioral patterns to exceed customer expectations
    • Developing/understanding the sales process

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