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
"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."
"Develor offered us their services at the beginning of 2007. Based on the needs assessment they carried out; they 'tailormade a training program' for us. Their competitive advantage is their professionalism and personal maturity of their trainer, who could draw the attention of people thanks to real life examples. This is due to his several years’ experience in the FMCG environment. This was also his asset in answering all the specific questions and situations that our salespeople meet in their everyday work. Employees praised the trainings and positively evaluated the quality of the training as well as the facilitation of the trainer who was able to identify himself with their role. Personal typology training was interesting and impactful and it helped in improvement of communication on different levels in our company. ...
We are happy to use the services provided by Develor while reacting on our training needs in future."
"We have been cooperating with Develor based on a public tender, which was carried out in the first half of 2006. Develor succeeded in the areas of development of managerial skills, soft-skills and front-line development. Presently, we are also starting cooperation in the area of development of training skills of our internal trainers. We consider our cooperation in all areas as a high-quality and effective cooperation. Develor can fully satisfy our educational needs and bring a high added value, which in the end helps our colleagues in fulfillment of T-Mobile’s mission "To be the most recognized company in the area of service provision". We consider the following as Develor’s main assets:
- High quality of the offered trainers, their training skills and personal experience from practice
- High quality of training contents and the used educational methods, above all the "tailored" case studies and role plays and the used film extracts."
„Develor Bulgaria has worked with us during the year 2008 on a project which included programs from Managerial skills, Train the Trainer, Sales skills and 360o feedback. Main accent in the Managerial skills program was goal setting and employees’ performance appraisal system. In their work they managed to adapt theoretical models to everyday work life of participants by using real examples and exercises.
Their practice as Managers was also very useful as they managed to give convincing and answers to participants’ questions.”
"At the Hungarian Siemens group a Talent Program has been introduced with the utmost support from the top management.
We have selected Develor Consulting for the implementation of the first phase of the Talent program as a result of an open tendering process.
The first phase of the Talent program was complemented with a Development Center (DC) so that we would have further information - other than the result of the performance appraisal results - for the compilation of the individual developmental plans for our talents. The challenge for us and for Develor Consulting was not only to deliver a high quality DC, but it was also
- to define tasks that would measure their talents according to the global Siemens competence system,
- DC observers would be able to objectively evaluate the talents’ competences based on the noted behavior and the same criteria
- to have as much information as possible by the end of DC that can be utilized for the individual plans
The course designer group and consultants of Develor Consulting Ltd. provided an excellent system in assessing our talents. Both in the preparatory phase of tasks and in making Siemens competences measurable, and during the DC itself and in giving feedbacks they have been customer oriented, flexible and professional in carrying out their tasks.
They implemented a high quality diagnostics methodology, which provided a result that exceeded our expectations."
"On the basis of our now two-year long relationship with Develor, I would describe the company using the following two attributes: professionalism and partnership. Professionalism: well-prepared and credible trainers offering excellent support in arranging various events. Partnership: Joint cooperation in specifying the necessary steps to be taken."