SALES TRAINING

MY HEARTFELT TOPICS

BUSINESS DEVELOPMENT

LINKEDIN SALES

NEGOTIATION

SOLUTION SELLING

STRATEGIES

AUDITS AND DEVELOPMENT CENTERS

KEY ACCOUNT MANAGEMENT

BEHAVIORAL ECONOMICS IN SALES

SALES PSYCHOLOGY

1.

I HAVE A REAL  PRACTICAL EXPERIENCE

Training is based on my 10 + years of experience in management leading teams, departments, or companies. I do not want to be a trainer with missing practical experience with the topic and the business in general and teaching from info learned from books and not deep enough hands-on experience.

2.

TAILOR-MADE TRAINING

I consider it important for the information and impact of the training to be linked as closely as possible to the client’s specific situation and requirements. That is why I prefer a one-on-one meeting to reflect on the client’s problems and analyze his current situation, thus ensuring the training reflects the expectations of the participant who will subsequently apply the imparted knowledge into practice.

3.

I CONSTANTLY IMPROVE MYSELF

I regularly educate myself, whether by reading books or attending a variety of training and workshops both at home and abroad. Valuable was for example a 3-week sales training in Dublin, or training about Efficiency in Training of Adults in Estonia, or Greece, etc.

4.

LANGUAGES AVAILABLE

Training is available in Slovak and English language.

ACQUISITION SALES

This training session is focused specifically on ways of acquiring new customers. It’s a school of business development.

You will learn the techniques of acquiring new customers and the methods of using them properly depending on the situation. You will learn how to analyse potential clients, how to gather information about a customer and learn which resources to use. You will get a clear idea of how to create a successful acquisition strategy and how to find an e-mail address of almost every customer through digital means. You will learn how to create specific acquisition and follow-up e-mails and grasp the techniques of their use. There is a lot of hidden psychological knowledge on how to increase their success. We will delve into the techniques of making phone calls and other ways of contacting the client. You will learn how to network efficiently and in a targeted way and you will get to know the procedures and knowledge of social selling and LinkedIn as an acquisition sales tool. Training is full of specific practical knowledge based on my real experience in IBM’s leading a business development management department for Central and Eastern Europe. It's training from a real seller and manager of sales departments, who given knowledge experience lived and uses in the first person. 

CONSULTATIVE SELLING - CUSTOMER MEETING

Sales training is focused on the most commonly used sales system, the so-called “consultative” or “solution selling” sales system. During the training, we will focus on factors that determine success and on ways of setting oneself up to achieve success in sales. You will learn how to efficiently prepare yourself for a meeting and how to utilise a partnership consultation approach. You will learn about the techniques of detecting the customer’s needs and identify your unique selling points. If needed, we may take a look at sales over the phone. You will learn how to utilise a powerful sales tool that is storytelling, a technique rarely used in sales, yet one with a significant impact. You will learn how to handle objections and how to identify unspoken objections, which often stand in the way of a business deal. You will learn about behavioural economics and how to use this knowledge to present an offer and efficiently close a business deal. Advanced sellers will learn about insight selling, a powerful extension of consultative selling. 

Training can be adapted to beginners or experienced sellers as needed. 

NEGOTIATION

For negotiation training I am mainly chosen for highly experienced sales teams in large sales environment. For consultations I cooperate foremost with executive managers, business owners or sellers in large complex sales. Therefore, if you feel that negotiation trainings tend to be too theoretical, or methods are not very effective, or if you lead a department of highly senior sellers and you feel that they will not learn much, then this training will probably change your mind. Above all, the training will be tailored to your segment and your working environment. E.g. Is it mainly about prices? Do you encounter highly assertive negotiation tactics? Want to get better in annual price increase negotiations? Are your "opponents" experienced buyers or experienced sellers? Or are you living in a sophisticated environment where negotiation is based on mutual business interconnection and is quite complex? I dare to say, that the practicality and maximum adaptation of the training for your specific situation, will be the feeling what you will experience. 

APPLYING  PSYCHOLOGY AND BEHAVIOURAL ECONOMICS IN SALES

Do you understand in detail, what customers must feel to be able to buy from you? Do you exactly know based on which hidden factors do customers select your product or service? I have a feeling, that sales skills are usually explained with the use of techniques and processes, which are very important, but the underlying huge layer beneath is neglected. I believe it's simply a fact, that not a single buying decision is made without this robust layer consisting of: emotions, primary needs, irrational bias, instincts, etc. First of all, you will in detail understand how does the psychology of buying decision work, and thereafter we will learn and try a large set of psychology and behavioral economics findings applicable to various sales channels. This training is different. I don't recognize any specialization in this sales field.

LINKEDIN SALES

I gathered important experience with Linked sales in times when a term LinkedIn consultant didn't exist and social selling was unknown. I led a sales department in a company, which very soon understood new trends and deployed massive social selling usage. I know LinkedIn sales from both sides and in large complexity. I understand the advantages and difficulties people will face. In my training you will learn: What are the key fundaments; How to correctly create a sales strategy; You will grasp strong tips how to be clearly visible; You will learn specifics of B2B sales; It will be clear how to cross from online into the offline world, and many other findings focused exactly on your concrete situation. The same approach to different companies is not wise. The clear benefit of the training is the connection with a complex understanding of how sales work and how various channels can support each other.  

KEY ACCOUNT MANAGEMENT

Training is focused on strategies, how to sustain and expand relationships with important key accounts and in order to maintain and further develop the relationships with the key accounts. We will dig into, how to effectively analyse the current situation with the account and how systematically set correct steps aimed at strengthening the relationship and cooperation with the account. We will understand, who is at the client side important for our success, information which is often in practical life not taken well into consideration, but has an essential impact on longterm account sustainment and protection against competition. Sellers are often surprised, that not only decision-maker/s are crucial for us. Key account management foundation is in the relationships and ability to add value to the client's business. Training is focused on these essential elements of success.

DOUBTS?

I DON'T WANT YOU TO FEEL ANY

IN CASE YOU WON'T BE TRULY SATISFIED WITH THE TRAINING, I GUARANTEE, TRAINING IS FREE OF CHARGE  

How do we know, if you are truly satisfied? The decision is made only by you. If you assess, that the actual value wasn't achieved, I will respect your opinion.

Maybe you're thinking, why is he doing it? Why such a strong guarantee and such commitment? I know you want to ensure high-quality training with an obvious outcome - clear skills improvement of your colleagues. And why the guarantee? In case you have a different opinion, I will stand behind my commitment.

P. S. Apart from that, I believe, when I'm offering a service, I should be convinced of the provided quality and added value. I am!

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CONTACT
NEWSLETTER

Staré Grunty 326A, 841 04 Bratislava

IČO: 50384112 DIČ: 1082869370

​​+421 918 180 459​

viktor@viktorkosticky.com

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LINKEDIN

If you are interested what's my view on business, let's connect on LinkedIn and follow:

serials:

#psychologiavyjednavania - negotiation

#akonaobchod - sales tips and techniques

#ego_a_leadership - different view on leadership

#zvladnutnemozne - overcoming life's obstacles