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Personal efficiency in sales

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There are skills, in addition to selling skills, which influence the success of a professional seller.
Time-management capacity, interpersonal communication skills, or how one builds his/her own image, understanding one’s own role in the organization – can all have a positive or negative influence on the seller’s short- or long-term achievements.
The training proposes a practical approach of these topics, accompanied by subsequent application and development tools.

Proposed agenda

Time	Day I	Day II	Time
9.00 10.30	Gold of the Desert Kings™ Experience	Stages of the sales call Preparing the sales call	9.00 10.30
10.45	Coffee break	Coffee break	10.45
11.00 12.30	Gold of the Desert Kings™ Debrief	Insightment™-Cube and Values Listening vs. Speaking	11.00 12.30
12.45 13.45	Lunch	Lunch	12.45 13.45
14.00 15.30	Time Management	Insightment™-Real-estate Questions vs. Arguments	14.00 15.30
15.45	Coffee break	Coffee break	15.45
16.00 17.30	Time Management	Courtesy and customs	16.00 17.30

Key messages

• Survival vs. Gain vs. Maximization;
• Time is a resource not a pressure;
• Personal organization is crucial for sales success;
• Failing to prepare means preparing to fail;
• Prepare your call or discussion starting from objectives and the interlocutor’s needs;
• A successful seller listens
• Questions can convince where arguments fail
• Courtesy and customs create expectations about the seller’s behavior. Do not disappoint the client!

Training topics

• Objectives vs. Activities
• Maximization
• Personal time management
• Personal planning and organization
• Steps of the sales call
• Preparing the sales call
• Listening in sales (role and behaviors)
• Persuasion
• Courtesy and customs in business

Expected results

• Focus on results, not activities;
• Organization and use of the agenda;
• Preparing the sales call in terms of strategy as well as on a personal level;
• Listening to the customer’s needs;
• Adjusting one’s own behavior according to the situation and the customer’s behavior;
• Respecting courtesy and customs in business correspondence and meetings.

Methods used

• Experential learning;
• Presentation;
• Simulations, analisys and feedback;
• Working groups;
• Tests.

Time frame: 2 days

Number of participants: 8 – 12

Price/participant: 600 EUR

Location: Bucharest

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