B2B and B2C sales training and attitudes
The seller as added value for each customer
Sales has been around for ever. And yet technology is changing customers' purchasing behaviour. These days they are more and better informed and expect more from sales people than simply a signature hunter or information provider. Beginning with the purchasing experience of your customers (buyer's exprience) we offer insight, tools and techniques to take your sales approach to another level. The salesperson as added value for each customer.
Questions people ask us...
How can we increase the success percentages of all the offers our people make?
How can we support our sales professionals in distinguishing themselves better in our (commodity) market and to deliver added value to our customers?
A large number of our people were recruited on the basis of their administrative strengths. We are in such a changing market that we would like to support them to become more sales orientated.
Supervising call sessions at KBC
Cameleon manages workshops in which it turns actions into words and calls customers jointly with employees. This has a motivational effect on all those involved. The assignment was to optimise contact with KBC customers. How can we respond to their needs? By picking up the telephone and having a conversation with the customer. The success ratio was very high and the call sessions led to more and better quality appointments.
From box moving to solution/value selling
A sales team that approaches the market more from the aspect of value creation means a new challenge for Bekaert's internal sales teams. In an international programme, we provide insight into their new role and they acquire definitive tools to support their account managers better and create added value for their customers.
Fit4future - Sales Academy
Dyka PPS, a company active in the building and construction market, wishes to make itself and its sales teams future-proof. We set up an academic structure whereby we challenge each sales person to examine where and how he can offer added value. The modular structure provides us with the flexibility of content and approach. We keep our finger on the pulse via a steering comittee and consider more than just the 'skills' element’.
Retail is detail
Due to digitalisation, the concept of opening hours is practically redundant, in terms of the effect on customers' purchasing behaviour. And yet, people still shop in retail outlets. A retail seller who these days is even more occupied with filling shelves, finds customers distracting and doesn't know enough about his product range, is heading for trouble. Our focus is on making the customer's purchasing process visible and responding to it. Empathy and knowledge of human nature combined with a healthy purposefulness deliver results.
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