Personalised training systems
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Personalised Training Systems. Marketing and Sales Consultants. Personalised Training Systems has been providing Sales Training Programmes in the, Mining, Building Industry and associated ‘Aftermarkets” since 1980.

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Personalised training systems

Personalised Training Systems

Marketing and Sales Consultants


Personalised training systems

Personalised Training Systems has been providing Sales Training Programmes in the,

Mining, Building Industry and associated ‘Aftermarkets” since 1980.

Organisations who benefit from our services require a ‘Business to Business’ sales approach,

we provide the necessary skill development.

Our programmes are designed to improve the quality of ‘New Business’ won. The Sales

Approach is built around ‘Selling Service Value’ and the ‘Building of Long Term Business

Relationships’.

Key areas to which we give focus during the programme rollout include:

•Field Sales Management Skills and Activities

•Company Culture and Competitive Advantage

•Customer ‘Gap Analysis’ and Cost Benefits

•Sales Interview Planning and Control

•Integration of Marketing/Product Management and the Selling Approach

•Market Segmentation.

•Specification and Project Tracking and Relationship Management

Personalised Training Systems has considerable consulting and training experience in the

Building industry both in Specifications and Selling to Contractors and Sub-trades.

The ability to develop a tailored Sales Guidefor your organisation’s Building Product and

Services is one of our key competencies. We continue to conduct programmes in Australia,

New Zealand, China, Singapore, Hong Kong, and South Africa.

Contact:David Cook

Managing Director Telephone:0412 216 892

Email:[email protected]


Personalised training systems

P

O

T

E

N

T

I

A

L

S.I.P.

My Service

Improvement

(Solution)

Problem

GAP

Current

Situation

Issues & Questions

FAB (My Service)

Leading Questions

Situation

F

A

B

Funnel

Leading

RELATIONSHIP MANAGEMENT AND PROSPECTING

Sales

H

Customer Relationship on the Value Chain

Customers/Prospects

Family Tree

Interaction Patterns

L

H

Quality/Value

SALES CALL PLANNING

Screen of

Interest

Interview

Planning

Commitment

Question to my

Feature

Closed


Project selling and tracking the sales approach concept stage

1.THE LEADSIP Step 1

Reed construction data

2.LEAD ANALYSIS

Common client

Specifier’s knowledge

Geographic location

Construction value

Number of apartments

*enter in Project Register

3.QUALIFICATION CALLSIP Steps 2,3

Developer

Architect

Interior designer

Quanitity surveyor

External project manager

Builder

4.APPOINTMENTSIP Step 4

Our Showroom, client’s office, on-site)

Qualification criteria, process

Our Company, profile, history, capability

Project goals, marketing, price point etc

Relationship mix

FAB analysis – who is competitor?

Who is specifying?

Who is purchasing?

Who is building?

Who is purchasing?

Who is buying (merchant)

Identify parties with strength

*enter in Project Register – review probability factors – refer to Sales Guide

PROJECT SELLING AND TRACKING – THE SALES APPROACHConcept Stage


Project selling and tracking the sales approach development stage

PROJECT SELLING AND TRACKING – THE SALES APPROACHDevelopment Stage

5.PRODUCT SELECTIONSIP Steps 5,6,7

6.CONFIRMATION OF SELECTION

(Specification)

Quotation

7.FINE TUNING – NEGOTIATIONSIP Step 8

Specification released

Tenders presented

Merchant support

Active protection of specification

Presenting alternatives (if required)

Create future project order

Install display

*enter in Project Register


Project selling and tracking the sales approach implementation

PROJECT SELLING AND TRACKING – THE SALES APPROACHImplementation

8.CONFIRM RECEIPT OF ORDER

Merchant support

9.CONFIRM DELIVERY SCHEDULES

10.INTRODUCTION TO BUILDER AND APPROPRIATE SUB-TRADES

11.DISTRIBUTION OF TECHNICAL DATA

12.OFFER SITE SUPPORT

13.MONITOR CONSTRUCTION PROGRESS

Update delivery schedule

14.RETRIEVE DISPLAY STOCK

15.ASSIST IN FINAL INSPECTION PRIOR TO HANDOVER

16.REFER TO STEP 1


Personalised training systems

RELATIONSHIP SELLING GUIDEThe Learning and Reference Process - Section OneUnderstanding your Sales Role

  • Value Chain Analysis By Customer Segment

  • Developing Your Customer Relationship Matrix

  • Measuring Customer Business Relationships

  • Mapping a Customers Sales Potential

  • Developing The Appropriate Skills And Knowledge Profile


Relationship selling guide the learning and reference process section two relationship sales skills

RELATIONSHIP SELLING GUIDEThe Learning and Reference Process - Section TwoRelationship Sales Skills

  • Projecting A Consultative Sales Style

  • Pre-Call Planning

  • Sales Interview Plans

  • Controlling The Interview

  • Funnelling And Problems

  • Gap Analysis

  • Commitment

  • Presentation Of Your Solution / Close


Relationship selling guide the learning and reference process section three sales tools

RELATIONSHIP SELLING GUIDEThe Learning and Reference Process - Section ThreeSales Tools

  • Relationship Matrix Balance Sheets

  • Adding Value / Pre-Call Planning

  • Fab Analysis

  • Funnel / Questions

  • Reed Construction Data

  • Planning and Reporting

  • CRMand Project Tracking.


Personalised training systems

RELATIONSHIP SELLING GUIDEThe Learning and Reference Process - Section FourProduct Knowledge/Services Knowledge

  • Tech Literature

  • Company Services and Competitive Advantage

  • Case Studies and Gap Analysis

  • Fab Analysis

  • Funnels For Customers / End Users


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