Attitudes and techniques to realise desired results and experiences
Selling isn’t everything, but without sales nothing counts.- because – the best products and services are futile, if not successfully communicated and sold.
Starting position – Retail
- Products and prices are becoming more and more matched, exchangeable and can be purchased through various channels
- It’s the sales-people, who make the difference to the USP and the competitors
- Challenges and pressure from all sides: the internet, discount shops, complaints, transparent pricing, new competitors
- negative routine in sales: “can I help,- you’re just browsing?- no added sales….
- negative attitude, anger and frustration: little active and joyful sales, listless dealing with complaints….
- bad atmosphere, also noticeable for customers – ‘lone fighters and insular-mentality’, a culture of no errors
- shrinking or stagnating turnover and profit, small contribution margins
- Customer changes over to the competitor, reversed customer-frequency
Goal
- Enthusiastic customers through enthusiastic sales-people
- Active selling with enthusiasm
- Creating customer-enthusiasm and customer-loyalty
- Increase turnover and profits
Development-process and module
Me: attitude, personality & self-management
- Only through the attitude, of every individual co-entrepreneur, can the overall business result be changed positively
- Personal responsibility, dealing with anger, pressure and stress
- Emotions don’t sell products. ‘You can only light a fire, if you have the spark within yourself’
- What are magic moments and how can I create them
- How to turn customers into fans,-(active full reference)
IT: Sales-navigation: procedures and structure of a successful sales-process
- Sales-navigation: selling – negotiating – arranging – earning
- Rules of conduct, methods and techniques, how to move and thrill people, overcome resistance and achieve goals
- How to sell, negotiate, arrange, and earn, – playfully, without objections and with joy
- From complaint to advertising-action: using complaints as an opportunity
- Cross-selling: tips and tricks
US: Contact, relationship, communication,team
- being in touch and building relationships
- effectively communicating: people buy from those, who listen and enquire, with empathy
- Get away from the ‘club of victims’! From one that thinks about problems to one that realises opportunities
- How to make productive use of success as well as of failure?
- Learning from the best within the company – together we know and achieve more
- from that, how to we develop a ‘learning organisation’?
Result
- noticeable better team-spirit, win – win
- Word of mouth recommendations, through enthusiastic sales-people and customers
- Employees enjoy and are having fun with active selling
- Productively learning: together and from one-another
- Increasing turnover and added value
Magic
“outstanding and memorable exercises and experiments”
“lasting anchoring for practical use”
“great atmosphere, lots of humour and playful selling”
“coming from practical experience – for practical use”
“with less effort – noticeably more selling!”
“looking forward to the next seminar!”
