Assessment - Research - Training - Evaluation
Sustaining a Business Model depends on the sharpness of the execution of the SALES TEAM. Continuous efforts are not attempted by Corporate to sharpen the Selling Skills of the Sales Team whether it is a B2B Model or a B2C Model.
In both the cases, the Buyer's Behavior & pattern of Buying Process is also different. When we train Sales Team, we find they are trying their own method and there is no standardization of the Sales Process as well as understanding of the various stages the buyer is moving and aligning their selling behavior to help the Customer to take a decision.
The BIGGEST PROBLEM comes when PRICE as an OBJECTION HANDLING starts - the Salespeople has no clue to answer them properly with a sequence of question - they just quote the price without stating any VALUE ADDITION (S-P-F-U-R Method) - they use age old FAB ing.
Today's Customers are well informed people, and they do their Homework before they proceed to BUY something - they check the Online & Offline PRICE, REVIEW, AVAILABILITY, SOURCES, COLOR OPTION if any, before they appear in front of a Sales Man.
Unfortunately, the salesman treats THEM as novice & try to PUSH rather than understanding the STAGES of the BUYING PROCESS the Buyer is moving.
The ability to attempt to CLOSE the Deal of the Salespeople is still on the lower side - as they don't know various CLASSIC CLOSING TECHNIQUES & their APPLICATION at various stages of the PURCHASE PROCESS.
We are the ONLY SOURCE who can CLAIM that we Train Salespeople BOTH in SALES PROCESS vs BUYING PROCESS along with BLIND SPOT areas - which no other training provider will train.
At the same time, we COACH (One on one) Head of Sales - How to handle a Sales Force in this DIGITAL VUCA Age - old methods are gone - it's time to LEARN NEW SALES MANAGEMENT COMPETENCIES
- Manpower Selection through CBI Skills with Positive & Negative Behaviors Traits
- ICE-berg Model to identify Motives of Sales Force
- Building Sales Force Competencies from R1 to R4 Stage
- Mastering the implementation & use of Balance Score Card (4th Generation Tool 4.0) to TRACK & MONITOR
- Basic DIGITAL Literacy to control Millennials