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Sales training
 AIESEC Citius Conference 2008

 Nyborg, 1 November 2008

 Jonas Bengtson, BCG




(c) Claus Lehman Hansen ...
Agenda




Introduction

Personality types

The sales conversation




Xxxxx-xx/Footer          1
Agenda




Introduction




Xxxxx-xx/Footer   2
What's your goal of this session?

What would you like to get out of it?




Xxxxx-xx/Footer                         3
What's your goal of this session? ...

       1 To learn more about yourselves in the sales situation


       2 To learn ...
A simple framework for why things don't work ...

                       Challenges                  Rationale            ...
The quot;competence stairsquot; ...
Motivation & Performance




                                                         ...
Agenda




Personality types




Xxxxx-xx/Footer     7
Personality types…

                    (Not available)




Xxxxx-xx/Footer                        8
Agenda




The sales conversation




Xxxxx-xx/Footer          9
The sales conversation




                  The different phases of a dialogue and their
                                ...
Dialogue phases and objectives




                        End Goal
                         1st or 2nd
                  ...
Dialogue phases and objectives



                   Contact                 Closing




                                E...
Dialogue phases and objectives


                            Contact

                  Show interest (Motivation)

      ...
Dialogue phases and objectives




                                     Info

                  Ask questions

           ...
Dialogue phases and objectives




                           Solution

                  Activation of needs

           ...
Dialogue phases and objectives

                                   Closing


                  Summarize the conversatoin
...
The sales conversation



                   Contact                 Closing




                                End Goal
...
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Sales Training Public Version

  1. 1. Sales training AIESEC Citius Conference 2008 Nyborg, 1 November 2008 Jonas Bengtson, BCG (c) Claus Lehman Hansen & Jonas Bengtson (2004)
  2. 2. Agenda Introduction Personality types The sales conversation Xxxxx-xx/Footer 1
  3. 3. Agenda Introduction Xxxxx-xx/Footer 2
  4. 4. What's your goal of this session? What would you like to get out of it? Xxxxx-xx/Footer 3
  5. 5. What's your goal of this session? ... 1 To learn more about yourselves in the sales situation 2 To learn about the good sales conversation – do's and don'ts 3 To learn about some of my personal sales experience 4 To become prepared to go home to your LCs and start raising TNs starting next week! Xxxxx-xx/Footer 4
  6. 6. A simple framework for why things don't work ... Challenges Rationale Consequences Don't like quot;cold callingquot; quot;Cold callingquot; not carried out 1 Attitude and mentality-related Insecurity success criteria Desired results not Lack of self-confidence achieved => negative impact on sales team; loss Lack of prioritization of motivation 2 Time and Planning Lack of clearly defined goals and objectives Lack of competence development within sales Lack of Preparation Lack of structured named 3 Data Management accounts management Lack of pipeline creation Inefficient data infrastructure Lack of market knowledge Lack of experiences 4 Competences Lack of tools and techniques Risk of losing share to other organisations Source: Jonas Bengtson; Jakob Teilmann Xxxxx-xx/Footer 5
  7. 7. The quot;competence stairsquot; ... Motivation & Performance Known competence Unknown competence Known incompetence Unknown incompetence From unknown incompetence to known competence Competence level affects motivation and performance Source: Jonas Bengtson; Jakob Teilmann Xxxxx-xx/Footer 6
  8. 8. Agenda Personality types Xxxxx-xx/Footer 7
  9. 9. Personality types… (Not available) Xxxxx-xx/Footer 8
  10. 10. Agenda The sales conversation Xxxxx-xx/Footer 9
  11. 11. The sales conversation The different phases of a dialogue and their objectives… Xxxxx-xx/Footer 10
  12. 12. Dialogue phases and objectives End Goal 1st or 2nd sales meeting Xxxxx-xx/Footer 11
  13. 13. Dialogue phases and objectives Contact Closing End Goal Information Solutions Xxxxx-xx/Footer 12
  14. 14. Dialogue phases and objectives Contact Show interest (Motivation) Empathy (your voice) Integrity & confidence (Rationale) Xxxxx-xx/Footer 13
  15. 15. Dialogue phases and objectives Info Ask questions Active listening Control/guide the conversation Xxxxx-xx/Footer 14
  16. 16. Dialogue phases and objectives Solution Activation of needs Selling Arguments Confidence in solution (accept) Xxxxx-xx/Footer 15
  17. 17. Dialogue phases and objectives Closing Summarize the conversatoin Next steps (1st/2nd meeting) Personal goodbye… Xxxxx-xx/Footer 16
  18. 18. The sales conversation Contact Closing End Goal Information Solutions Xxxxx-xx/Footer 17

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