Sales Training

The Retail Management program targets managers and team leaders with leadership and managerial deficiencies.

  • Operational management of trade centers
  • Achieving results with the resources available and solving daily problems
  • A holistic picture of the center’s positioning
  • Personal contribution to the results at the center
  • Prioritizing short-term and long-term tasks
  • The 5steps to obtaining income
  • Collecting, reporting and analyzing the basic business indicators
  • Interaction with other centers of the trade network
  • Management of indicators and processes that are key to the business and industry
  • Planning, communication and objective treatment of employees

The essence of the module is in looking at the sales phases, the interrelations between them, and the appropriate sequence in terms of business.

  • Types of clients
  • The client’s psychology and expectations
  • Approach and attitude for success in sales
  • Cycle of the sale: planning, preparation, processing, and monitoring
  • Relationship between sales services and after-sales services
  • Competences of the successful salesperson
  • Strategies for finalizing sales

About the Training

The Sales Process training is a map with instructions through which the whole process should go. The difference between the average salesperson and the successful one is that the average on goes through it in a chaotic way, whereas the successful one follows the phases one by one.

The goal is to present the framework of the sales process. After that, we will formulate the individual way of going through the process with every participant, which will be based on their specific strengths and weaknesses.

With the objective of applying the knowledge from the trainings and its transformation into skills, we recommend that the Business coaching take place in the form of joint work sessions after the respective module:

  • Assessment of competencies that have been selected and formulated in advance;
  • Examining and analyzing the employee’s behavior;
  • Understanding motivational and demotivational factors;
  • Providing feedback with regard to behavior and results;
  • Providing recommendations related to deficits in communication, behavior, and work style;
  • План на действие
  • Установяване профили на потенциални клиенти и процес по набелязване
  • Поставяне на цели и психологическа настройка
  • Техники за водене на телефонни разговори с цел реализиране на продажби и/или уговаряне на среща
  • 1-ва среща – Установяване и/или стимулиране на нужди
  • 2-ра среща – Предоставяне на решение и финализиране на продажба
  • Фундаменти на след-продажбеното обслужване и стимулиране на препоръки

The module provides knowledge and skills, while the follow-up sessions combined with demonstrations and observations turn them into habits.

  • Action plan
  • Determining/Outlining profiles of potential clients and a mapping process
  • Goal setting and psychological setting
  • Strategies for having phone conversations with the objective of selling and/or setting up appointments
  • First meeting – Determining and/or stimulating needs
  • Second meeting – Providing solutions and finalizing the sale
  • Foundations of after-sales services and encouraging recommendations

About the Training

Selling goods and services can be a major challenge for every salesperson since, as in any other business, the need to find new markets and clients is big.

Our experience shows that the best way to develop a successful strategy is to use tactics that take into consideration our clients and markets. This, however, can only happen when we understand well the differences between goods and services. The differences are enormous and so are the attitudes and approaches of the salespeople themselves.

The training module is extremely practical with a lot of interaction, role plays, case studies, and exercises. The focus is on building and developing knowledge that can be transformed into skills and, then, into habits.

Advanced Sales Skills is a natural continuation in the development of sales experts who have demonstrated a growing potential and results.

  • Negotiation strategies
  • Communicating and dealing with “difficult customers”
  • Managing and benefitting from conflicts – transforming the fault into an effect
  •  Specificities of the sales and applying unconventional approaches
  • A model of transferring enthusiasm from the salesperson to the client
  • Differences between an average salesperson and a successful one

Concept of the Module

The module targets experienced and senior salespeople with who have demonstrated their potential and desire to upgrade their skills. The goal is not to answer the question of why we need sales skills but rather the question of how we can be more efficient at selling.

The focus is on getting to know the client’s typology and his/her business in advance, prior to negotiations. After that, a negotiation plan with major points should be outlined (BATNA, MLATNA, and WATNA).

With the objective of applying the knowledge from the trainings and its transformation into skills, we recommend that the Business coaching take place in the form of joint work sessions after the respective module:

  • Assessment of competencies that have been selected and formulated in advance;
  • Examining and analyzing the employee’s behavior;
  • Understanding motivational and demotivational factors;
  • Providing feedback with regard to behavior and results;
  • Providing recommendations related to deficits in communication, behavior, and work style;
  • Preparing a psychological portrait and monitoring the progress of different components;

Stepping into the Customer’s Shoes is a training presenting the sales process and the after-sales service from the customer’s perspective.

  • The customer’s expectations
  • Mood stages before, during and after the sale
  • Components affecting the customer
  • Differences between desire and need and ways to fulfil them
  • Trading approaches in accordance with the customer’s level of competence

About the Training

Stepping into the Customer’s Shoes is a module providing the customer’s point of view during the sales service process – from the impulse to buy to the after-sales activities.

The holistic customer’s experience and the ways in which customers perceive the salesperson’s actions and attitudes are examined. We focus on that which, if improved in the trading approach, will actually have a positive and lasting effect on the customer’s habits.

The content and way of conducting the modules are not standard but are prepared in accordance with the nature of the activity. That is the reason why a detailed business diagnostics is performed in advance.

Strategic Sales is a training that provides the skills through which the organization’s efforts transform into results.

  • Prioritizing the sales opportunities and the outcomes they bring to the business
  • Objective assessment of the chances of success and the value of the sale
  • Conducting sales meetings with a focus on the customer’s needs and challenges
  • Using effective and meaningful questions during a sales meeting
  • Understanding the importance of listening
  • Building and maintaining beneficial relationships with current and potential customers
  • Developing strategies and methods against competitors
  • Clarity regarding the roles in the customer organization (consumers, decision makers, assessors, mentors)
  • Sequence in planning and making the steps towards closing the deal

The training focuses on the type of attitude and approach needed for successful phone sales, both of services and products.

  • Clear understanding of customers’ expectations
  • Increasing the number of “apostles” among customers
  • Planning for personal success in sales
  • Calculating a personal formula for success
  • Turning the pre-set sales targets into specific personal action plan
  • Inciting a desire to achieve sales results
  • Strategies to boost personal impact over the phone
  • Emotional intelligence and psychological resilience
  • When the script helps and when problems emerge

About the Training

Nowadays, the importance of phone conversations is continually growing. The lack of time and the increasingly dynamic lives of people, including customers, are the reason why there are not alternatives to excellent phone sales skills.

In the Phone Sales training, we emphasize the strategies for controlling phone conversations, the successful transition from the initial contact to finalizing, and the speed of thought.

Since we firmly believe that individual businesses require individual approaches, a fundamental part of the training is the preliminary diagnostics and listening to selected conversations.

The “Personal Planning in Sales” module looks at what is needed to achieve and exceed personal and imposed goals.

  • Analysis of customers and their expectations
  • Analysis of the sales funnel
  • Calculating the personal formula for success
  • Preparing a personal action plan
  • Linking goal-setting, planning, implementing and monitoring
  • Components of exceeding targets

About this Training

It is our conviction that a goal without a plan is not an actual goal but simply a wish. If the activities that lead to meeting the target are not planned, the last few days of the month become a combination of chaos and stress.

Our concept of planning consists of possibly the most adequate breaking down of subgoals and setting time parameters. We believe that terms such as sales funnel and pipeline are outdated and that the key to effective planning lays in the proper prioritizing and right distribution of efforts, market segmentation and being “smart” instead of just working hard.

The “Effective Trade Negotiations” training aims at helping the trainees adopt approaches to make a larger impact as well as assisting them with acquiring skills needed to protect their interests.

  • Preparing for negotiations
  • The negotiation process itself
  • Finalizing the deal
  • Honing the trading skills
  • Entering the company’s culture and first contacts with customers and providers
  • Identifying and solving problems at closing trade deals

About the Training

The “Effective trade negotiations” training can target two different groups:

  • Traders – actively involved in searching for and serving customers
  • Employees and managers at various levels in the hierarchy who have to negotiate with internal customers on a daily basis

The module presents strategies to impact and protect against external influences. The focus is on achieving a desired result on the basis of establishing proper relationships in advance.

We, at IBTrainings, do not believe in standard approaches and, hence, get a preliminary insight into the enterprise. We take into consideration the specific goals and link the training to the team’s strategy.

The training on B2B sales constitutes an individually designed program aligned with the business specificities of the organization.

  • Analysis of the market and the competition
  • Matrix of priorities and finding a sweet spot
  • Sending clear and targeted messages
  • Focus on the competitive advantages of the business
  • Understanding the customer buying process
  • Clarity about the customer’s key pain points
  • First impressions and cold contacts

Goal of the Training

The goal of the training on B2B sales is not just the presentation of the product or the service but the effect that they have on the customer. The end benefit is a key factor in the decision-making process. In this type of relationships, we do not talk about a purchase but rather about productive and long-term relationships.

These relationships are mainly achieved through persistence as well as creativity. It is necessary to take into consideration the specificities of the business that we are “selling” to – activity, scale, characteristics, requirements, etc.

A fundamental principle in our concept is to conduct a preliminary in-depth inquiry into the business and the organization’s structure. The duration of each topic can vary in accordance with the client’s needs. The training sessions take place at venues and times that fit the nature of the business and our clients’ requirements.