Your Demand is Not My Priority, How to Sell?
Many people may have seen this photo before in several occasions. What is the training this time?
Management, leadership…?
None of the above. This time it is sales communication training.
This time, A.PLUS consulting director Fei Zou, Everything DiSC® Master Trainer has executed Advanced Sales Communication Powered by Everything DiSC® for an eminent Germany company. The front-line salespeople congregated in Tianjin to gain training of systematically knowledge and skills of psychological behavioral tool Everything DiSC®. The training has enabled the trainee to become adaptable and flexible when facing with a variety styles of clients.
1 A.PLUS Customized Pre-Training Investigation
The client of this case is a global leading Germany electronic enterprise. It used to be one of the top three enterprises. The enterprise features with high quality products and tremendous patents. It was the leader among the other competitors in the industry as it could meet the most stringent standards. Put it in a simple way that the company didn’t have to worry about the sales of the products. However, in the past few decades, the products of the industry became more various, the competition became more furious. As domestic players have increased the designing and production, the client has lost its strengths in the market, namely the cost performance of products has been dropped.
The major business of the client is B2B type. The key to achieve high sales performance is to build and develop long-term relationship with technicians of procurement people in companies.
Facing with the opportunity and challenge, the client wants to motivate the salespeople to adapt their mindset and train their skills for judging the styles of clients, setting up relation, visiting clients, presenting products and even for closing deals.
2 What did A,PLUS Do in the Customized Case?
Beforehand Investigation for the Program and Completion of Assessment
With the help of pre-training investigation, we designed the sales training program based on the characteristics of the enterprise and industry. Before the beginning, all of the trainees completed Everything DiSC® Profile.
Onsite Training
➤Opening for Stimulating Trainees: Keep Growth and Open-Minded Mind Set, Embrace with Change and Challenge
➤Presenting Everything DiSC® Psychological Behavior Knowledge and Skills
➤Learning AAA Model (Aware-Accept-Adapt)
➤Facilitation of the Reports, Learning SOS Model (Self-Others-Situation) for Sales Situation, Self-Clients-Sales Process
➤Judge the Style of Clients, Interaction Map, Enhance Interaction
3 How Trainees Respond in the Session?
You Might Thought that This Would Happen in the Session?
How Trainees Responded in Our Sales Training Powered by Everything DiSC®
4 How Did the Trainees Review of the Course?
“The session was fun, it was quite helpful for real work and life. After studying the session, I will practice and enhance myself.”
“ I recommend the session!”
“The session was absolutely clear, the time was perfect, the vibe was great!”
“ Excellent training, I learned so much about humanity and psychology, in-depth training!”
“Interesting, Likely to Try, Practical and Efficient” Good training meets these standards. If you want to your sales to adapt to the styles of customers or would like to know how Everything DiSC® apply in life and work, welcome to contact our professional consultant. We will provide customized solutions for you.