MY FAVOURITE TOPICS
LINKEDIN AND HYBRID SALES
ACQUISITION - EMAILS, COLD CALLS ...
PSYCHOLOGY OF PURCHASING DECISIONS
BEHAVIORAL ECONOMICS IN SALES
AUDITS AND BUSINESS PROCESSES
KEY ACCOUNT MANAGEMENT
DIFFERENT BUSINESS OFFERS
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.
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, how to bring valuable insights to clients.
Training can be adapted to beginners or experienced sellers as needed.
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.
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.
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.
WORKSHOP: CREATING A DIFFERENT BUSINESS OFFER
Several clients have confirmed to me, that they haven't seen a similar business offer as they received from me. I admit it's not only due to the different visual appearance but also due to the principles of how to gain trust show professionalism and support the impression that this supplier will be different. I use a lot of behavioural knowledge in my offer, which creates an overall positive impression. I know that without seeing an example, you can't imagine it, but the offer is another element that may set you apart from the competition. At this workshop, we will create together with you your offer template, which will be very different.
I HAVE A REAL PRACTICAL EXPERIENCE
Training is based on my 10 + years of experience in management leading teams, departments, or companies.
My training is never the same for 2 companies. I do always adjust it to the client's situation and requests.
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.
Training is available in Slovak or English.