– Sales for Winners

Developing the sales force is the first step in gaining and solidifying a company’s position, and an effectively functioning sales team is the foundation of any organization engaged in sales and customer service. On one hand, sales and commercial competencies must be at the highest level; on the other hand, persuasion skills and communication abilities must be based on natural authority and the salesperson’s self-esteem. This forms the foundation of ADVISORY SALES, which focuses on jointly expanding the horizons of collaborating companies.

EFFECTIVE SALES ACADEMY
– Sales for Winners – is a comprehensive methodology designed to guide sales teams to achieve measurable increases in efficiency, with results improving by 20-30% or more. The academy comprises several stages and is tailored to the group’s needs. It is aimed at:

  • Sales Representatives, Pharmaceutical and Medical Representatives
  • KAM and KAS
  • Customer Advisors, Automotive Sales Consultants
  • Financial and Insurance Advisors
  • And other sales professionals

It includes a full range of sales development and supplementary modules. An additional feature is a workshop for Sales Managers. We also offer SALES PROCESS CERTIFICATIONS

Schedule a FREE CONSULTATION – Click Here.
The Effective Sales Academy consists of the following stages:
  1. EFFECTIVE SALES – how to join the elite group of the best in the industry – tools and techniques for effective sales
  2. CONSCIOUS SALES DISC SALES® – an outstanding tool for enhancing sales skills, the most advanced methodology for developing self-awareness under D3+BAI®, combined with an analysis of individual sales predispositions and guidance on how to effectively leverage these strengths with customers.
  3. CUSTOMER PORTFOLIO MANAGEMENT – how to utilize the potential of the market.
  4. SALES MATHEMATICS – financial aspects of client collaboration
  5. SALES NEGOTIATIONS – how to recognize and apply negotiation styles and techniques to achieve defined goals
  6. THE ART OF ACHIEVING RESULTS IN SALES – SALES LEADER – characteristics and tools of the best salespeople that drive their success.
  7. DIGITAL SALES – how the internet and social media can support our sales! Developing sales in both B2B and B2C.
  8. ADDITIONAL OR EXTENSION MODULES, such as:
  • Working with Difficult Clients
  • Spin Selling, Challenger Sales
  • Storytelling in Sales
  • Negotiation Games, and more.

TRAINING PROGRAMS:

1. EFFECTIVE SALES – how to join the elite group of the best in the industry – tools and techniques for effective sales

  • Professional Preparation
  • The Strength Provided by My Company. The Strength Provided by the Competition and the Market
  • The “Mega Competitor” Effect
  • Effective Sales Visit – Cycle of Client Interaction Development
  • Visit Standard, Conversation Standard – what do we need?
  • Natural Salesperson Authority – how is it formed?
  • What Does Self-Esteem Mean in Sales? Communication – how to effectively communicate expectations and objections?
  • Communication Styles – what do we gain? What can we lose?
  • Transparency in Communication – implementing key solutions
  • Business Communication – main aspects and types
  • What Does It Mean to Be a Business Partner?
  • Building Relationships – a new dimension – partnership and dependency relationships
  • Psychological Aspects of Sales – Trigger Words
  • Are We Using “Tool Labels” or Real Tools?
  • Tools for Market Impact
  • Latest Research on Sales Effectiveness
  • Annual, Semi-Annual, Quarterly Reviews with Contractors
  • Inspirations
  • The Role of the Salesperson (PH, KAM) as a Project Coordination Manager
  • Difficult Situations in Sales – Solving the Seemingly Insoluble
  • Assertiveness
  • Overcoming Objections

2. CONSCIOUS SALES DISC SALES®
– An excellent tool for enhancing sales skills, the most comprehensive methodology for self-awareness development within the D3+BAI® framework, with simultaneous analysis of individual sales predispositions and guidance on effectively leveraging these strengths with clients.

  • Stage I involves completing a preliminary online test, using a token provided
  • Stage II – a workshop with a certified D3+BAI trainer
  • The assessment defines our predispositions across a wide range of sales and communication skills
  • The assessment helps identify clients and select appropriate approaches.
DISC D3 assesment for sales® – Click Here.

3. CUSTOMER PORTFOLIO MANAGEMENT –  How to utilize the potential within the market.

  • Definition of sales planning
  • Segmentation, targeting, and retargeting – why this must be a continuous process
  • Portfolio report – monitoring results follow monitoring
  • Portfolio management system
  • What does my customer portfolio look like, and what is the client life cycle in the portfolio?
  • Key success factors
  • Plan and develop the strongest elements of the offer
  • Those who can count achieve results
  • Why must the portfolio grow?
  • Summary discussions – how to plan a quarter, half-year, year
  • Client relationship development cycle
  • Competitive analysis – what do others do better?
  • Value curves – what really matters to my clients?
  • Crisis situations in cooperation – effective solutions
  • Business communication with internal and external clients
  • Time and task management

4. SALES MATHEMATICS – The financial aspects of client collaboration

  • What does good commercial relationships mean?
  • Main models for determining commercial terms
  • Discounts, Rebates, Bonuses, Prices – 4N price model
  • Profitability of the company on the client
  • What is my model for business development with the client?
  • Costs – types, division, and management scope
  • Profit and margin of the company as a reflection of action effectiveness
  • Margin, markup – what do we really base our client conversations on?
  • “Thinking Margin” – what does it truly mean?
  • Extra discount, demo discount, or “it costs nothing”?
  • Promotional discount/invoice/freebie
  • Extra payment term and bonus for early payment
  • How salespeople and clients understand margin components
  • Break-even margin – what does it truly mean?
  • Break-even point – when you invest in the client
  • Pre-evaluation of promotional action – what elements should truly be considered
  • Measuring action effectiveness – RO(M)I
  • How to calculate the effects of cross-selling and up-selling?
  • What makes the client profit, and when does the supplier profit?
  • Key client KPIs
  • Ways to improve profitability for categories
  • Profit from extending the offer and the cost of changes to the contract?
  • Action effectiveness – are we working with tools or labels of tools?
  • Is there a chance for mutual satisfaction?

5. SALES NEGOTIATIONS – How to recognize and apply negotiation styles and techniques to achieve set goals.

  • What are negotiations?
  • Negotiation styles and my negotiation style (Test assessing negotiation styles)
  • Dimensions of Negotiation
  • Are the goals one-off or long-term?
  • Structure of sales negotiations
  • Negotiation strategies and tactics. Behavioral typology
  • What negotiation style is most effective for the company’s sales department?
  • How to choose and use the best negotiation tools
  • Body language in negotiations
  • Difficult situations and objections in negotiations
  • My negotiator profile
  • Psychological aspects of negotiation – principles and rules
  • Characteristics of negotiation strategies and their consequences
  • Negotiations and constant cooperation – what is most effective for us?
  • Negotiation games
  • Case studies

6. THE ART OF ACHIEVING SALES RESULTS – What qualities and tools enable top salespeople to consistently grow their portfolio beyond market expectations.

  • What distinguishes the best salespeople?ID-100309651
  • What do I already possess from being a top salesperson, and what do I want to develop?
  • Areas for improvement – what would I like to change starting tomorrow?
  • Natural authority – what does the salesperson rely on?
  • Self-esteem – for the client and for oneself
  • Result Achievement Methodology:
    – Portfolio success elements
    – Client relationship lifecycle
    – Potential merging technique – negotiation power
  • How do I define my success?

8. ADDITIONAL MODULES to expand the SALES ACADEMY:

  • SPIN SELLING AND CHALLENGER methodologies – each of these modules takes a minimum of 2 to 4 workshop days
  • DIGITAL SALES – How the internet and social media can support our sales! Developing sales in both B2B and B2C.
  • Negotiation Games – What truly matters in negotiations
  • Storytelling – A tool for building trust, engagement, and emotions in business and presentations
  • Time Management – Managing task baskets, effective time and task organization

Practitioners for Practitioners:

Our programs, conducted by sales practitioners, will allow you to develop or refine the sales process in your company efficiently while considering your industry specifics.

AN IMPORTANT QUESTION – Would you let someone teach you to drive if they had never driven themselves but mastered all the theory? In sales, this is even more critical. If someone has never sold or managed sales, you can be sure they cannot teach it, even if they’ve taught it for 20 years. Moreover, in sales, there have been three genuine breakthroughs so far, each bringing new perspectives and directly influencing effectiveness. Without the latest methodologies in this field, it is also impossible to achieve the best results. Only the combination of EXPERIENCE and effectively researched methods brings SUCCESS.

WE INVITE YOU

Andrzej Kochanek owner of 4VALUE