Area Sales
Companies as we know them mainly live from the revenue that their sales teams are able to generate. So, selling is the motor that determines the survival, development or downfall of a company.
With the dramatic development of competition in almost all branches, sales are becoming increasingly more complex and demanding, and with the development of the Internet, the availability of information and how informed customers are have gone up in leaps and bounds, leaving salespeople to tackle ever more challenging tasks.
In conditions such as these, commitment to working continually to improving sales processes, to advancing the knowledge and skills of salespeople, to strategic and operational planning and to keeping the sales team motivated are the basic ingredients of the work of successful sales managers.
Sales Seminars
The SPIN technique which we learn at the seminar “Advanced Sales Techniques” is a modern sales tool that can help us overcome even the most difficult of sales situations…MORE >
VOĐENJE I MOTIVACIJA PRODAJNOG TIMA
When you don’t have a lot of time but want to fix sales results in a short space of time, do you usually sort things out by putting extra pressure on sales or…?
Why come to this two-day seminar?
Yes, this tactic can sometimes give you short-lasting results, but only when you apply pressure in small doses and have salespeople who react positively in such situations. However, this more often causes problems: some salespeople resist pressure, others lose their enthusiasm and desire to work, while others leave the company, or wait to see what happens if they work at 30% of their capacity. And worse still, clients sense this too.
I’ve experienced scenarios like these as a salesperson and a sales director, and I can quite clearly see a link between them and the thesis of Professor Adizes that spending large amounts of energy on internal disputes decreases commitment to the client and in turn this lowers the chances of success.
There are at least two things you must think about when you are tasked with fixing sales results in a short space of time, and they are:
– How to most clearly and precisely direct the efforts of salespeople – guiding them with goals
– How to maintain and raise the motivation of salespeople despite numerous failures
You can get the answers to these questions at the workshop Sales Team Goals and Motivation.
Key topics:
- Principles of goal-setting
- What are SMART goals
- Goals per market segment
- How to achieve goals
- Monitoring implementation, corrections
- Difference in the performance of the motivated and the unmotivated
- What you need to know about salespeople and how to use this knowledge
- How knowledge of psychology can be used to motivate sales employees
- The importance of money
- Non-financial incentives and how to use them
Intended for:
Sales managers, leaders of sales teams
When and where seminars will be held:
Registration fee for the two-day seminar:
Srbija
- + PDV
BIH
- + PDV
Hrvatska
- + PDV
Price includes:
- Expert talks by Adizes consultants
- Accompanying printed material
- List of seminar attendees for future contact
- Lunch, coffee and drinks during break
A Salesperson can Always be Better
Why attend this seminar?
The programme presents a modern and complex approach to training salespeople. The training takes place through four complete units/modules, each of which bring increasingly more complex and powerful tools for salespeople than the one before.
Module 1: “Selling Skills”
Module 2: “Improving Sales”
Module 3: “SPIN – Advanced Selling Techniques”
Module 4: “Working with Difficult Clients”
The training comprises theoretical and practical work, and there is also the opportunity to speak with consultants about how best to carry out the tasks that will be carried out between modules.
Module 1: “Selling Skills” – duration: one day
- Who buys, how and why?
- What do clients expect of a salesperson?
- AIDA – psychological background to the sales process
- Added value and how to achieve it?
- How should you present yourself to a customer?
- Stages of the sales dialogue – a comparison of different approaches
- Scheduling a sales talk and the opening stage
- Speak or ask?
- Questions and asking them
- Golden silence
- Displaying products and services
- Concluding a sale
- Roleplay – steps of a sales dialogue
Module 2 “Improving Sales” – duration: one day
- Basic characteristics of typical personality styles
- Identifying the personality styles of people we are meeting for the first time
- How to sell to people of different personality styles?
- Process of creating a relationship with customers
- Roleplay – using a sales technique fine-tuned to the customer’s style
Module 3 “Advanced SPIN Selling Techniques” – duration: two days
- How a need develops
- SPIN questions and asking them
- Active listening
- Situation questions
- Problem questions
- Implication questions
- Need-payoff questions
- Resolving complaints
Module 4: “Working with Difficult Clients” – duration: one day
- Communicating with a dissatisfied customer/client
- How to clear up a misunderstanding
- Phrases you should not use
- Misconceptions in communication
- Why complaints are welcome
- Resolving complaints
- How to recognise the value of a complaint
- How to resolve complaints successfully
- Lester technique
- How to deal with a dissatisfied customer/client
- Solving problems
- How to give information that is unwelcome
- Conduct that encourages respect
- Polite confrontation
Goals of the training:
The large amount of competition in almost all branches has made the conventional sales approach virtually pointless. This series of training courses covers all the key elements to make sales dialogue successful in today’s market environment.
Modern sales entail a significant shift in the approach of salespeople and these trainings aim not only to raise the competencies of salespeople but also their ability to apply the new knowledge they have learnt in practice.
SPEAKER: GORAN NEDIĆ, CONSULTANT & SENIOR ASSOCIATE ADIZES SEE
Modern Selling Techniques – a salesperson can always be better
After 14 years in sales, five of which he spent in managerial positions, Goran joined the Adizes SEE team in 2011. He improved himself throughout his career, working to adopt modern, sales-related knowledge and skills and the Adizes methodology. As a consultant and lecturer at Adizes SEE, he spends his time creating new seminars and services based on modern methodology that are implemented successfully in the region.
Looking at all types of jobs in sales, from “front-line” sellers to managers and sales directors, and combining sales knowledge and experience with the Adizes methodology, Goran has developed six seminars that complement and gradually build the skills needed by salespeople.
Of the clients Goran has worked with in the past couple of years, he particularly highlights MK Group, Kimtec, Inmold, Vojvođanska Banka, Novatronic, Adeco, Galenika Fitofarmacija, Biofor, Fiat Automotive and NIS in Serbia, and the companies Violeta (Bosnia and Herzegovina), Uniqa osiguranje, Husqvarna (Croatia), Mtel (Republic of Srpska), Knauf (region), Alfatherm (Bosnia and Herzegovina) and HSM Informatika (Croatia) from elsewhere in the region.
Goran prefers spending his free time with his family of five. But, he still manages to find the time for a little blues. For the past 10 years Goran has been a member of a band called The Gamblers, and plays the saxophone in many clubs and festivals throughout the region in the quest to satisfy his love and passion for music.
When and where seminars will be held:
Registration fee for the program:
Srbija
- + PDV
BIH
- + PDV
Hrvatska
- + PDV
Price includes:
- Expert talks by Adizes consultants
- Accompanying printed material
- List of seminar attendees for future contact
- Lunch, coffee and drinks during break
Managing and Collection of Accounts Receivable
Why come to this one-day seminar?
The goal of the seminar is for all participants to take a proactive approach to something that has lead many a company into bankruptcy in recent times – uncollected accounts receivable. Most companies place the blame on the person who is supposed to pay them! And they do this despite practice suggesting that uncollected accounts receivable are a consequence of poor sales.
Main topics:
- Accounts receivable as a form of company asset
- Effect of accounts receivable on the liquidity, performance and financial health of a company
- Connection between accounts receivable and time value of money
- Impact of collection of accounts receivable on the operating cash cycle and profitability
- Calculation and interpretation of indicators of collection of accounts receivable
- Defining an accounts receivable collection policy
- Accounts receivable management
- Accounts receivable collection standards
- Purpose of regular calling with respect to the collection of accounts receivable
- Characteristics of people who collect accounts receivable effectively
- Types of non-payer
- Obstacles in the collection of accounts receivable
- Your Content Goes Here
Dialogue strategy in the collection of accounts receivable:
- Preparing for a call
- Opening
- How to avoid being hung up on
- Establishing facts
- Negotiating
- Closing a call
- How to react in different situations:
- Paid in the meantime
- Promises that it will be paid
- “Chronic delinquent”
- Broken promise
- First-time non-payment
- Partially paid…
- Factoring – effect on the financing of the operations of a company – when, why, how much does it cost?
- Proactive accounts receivable management
When and where seminars will be held:
Registration fee for the one-day seminar:
Srbija
- + PDV
BIH
- + PDV
Hrvatska
- + PDV
Price includes:
- Expert talks by Adizes consultants
- Accompanying printed material
- List of seminar attendees for future contact
- Lunch, coffee and drinks during break
Retail sales - Cross-Selling and Upselling
Why come to this one-day seminar??
Managers in most companies that have retail in their structure will tell you that “things could be better, there’s room for improvement, things are not quite how they should be” and so on. Many would agree that the results of their retail outlets could be improved on and
that’s generally true. One legitimate and very common way to do this is to increase activity in terms of getting a greater number of customers through the door. Unfortunately, this increase, which involves marketing activities, usually costs a lot, and can be quite short-lived.
But there is of course an alternative – we can also increase sales from those customers who are already coming to us anyway.
Training employees to use cross-selling and upselling principles can very quickly lead to excellent sales results. The good thing is that this investment of time and resources starts to pay off immediately, and lasts for as long as the trained salespeople are with us.
The Retail Sales (Cross-Selling & Upselling) seminar presents an effective way for your employees to master the skills needed for top retail results.
Target group:
Retail salespeople and managers
Main topics:
- Managing retail
- Superior service principles
- Customers who are “just looking”
- Sales technique in retail
- Cross-selling and upselling principles
- Resolving complaints
- Closing techniques
When and where seminars will be held:
Registration fee for the one-day seminar:
Srbija
- + PDV
BIH
- + PDV
Hrvatska
- + PDV
Price includes:
- Expert talks by Adizes consultants
- Accompanying printed material
- List of seminar attendees for future contact
- Lunch, coffee and drinks during break
Selling directly over the phone
Why come to this one-day seminar?
In modern sales, we increasingly come up against the problem of how to gain new clients! How do we get in contact with them at all? What always precedes every meeting with a potential client is a telephone conversation which we need to use to “sell a meeting”. We are also increasingly use the telephone for maintaining relationships with clients, where we show them how much we want to always be available to them. But the telephone also becomes a “nightmare” if we do not learn to use it skilfully for specific purposes. In modern sales and today’s consumer society, using telemarketing in the sales process shortens the sales process significantly and helps us reach target groups more quickly. How much are we phoning on a daily basis? What effect are we gaining? How much “idle-time” do we have in telephone communication? Can it be used better and more effectively?
Key topics:
- Basic sales concepts
- Who’s who in buying (multiple people are involved in the buying process)
- How they buy (how they make decisions)
- Selling by adding value
- Selling to satisfy the needs of customers (the view from his position)
- Steps in the sales process: opening a conversation, collecting information, presenting products and benefits, closing a sale
- Developing relationships with customers – key business philosophy in a hyper-competitive environment
- Telephone sales
- Comparison of telephone sales and direct sales
- Importance of voice in telephone sales
- Outgoing calls:
- Stages of the sales dialogue
- The skill of listening to (the needs of) customers
- Identifying the decision-makers
- How to use questions?
- What questions are risky?
- Incoming calls:
- Call from a potential customer: talking with different types of customers: complaints and objections from old clients, working with timid clients, working with aggressive clients, working with forgetful customers, working with talkative clients, working with know-it-alls
When and where seminars will be held:
Registration fee for the one-day seminar:
Srbija
- + PDV
BIH
- + PDV
Hrvatska
- + PDV
Price includes:
- Expert talks by Adizes consultants
- Accompanying printed material
- List of seminar attendees for future contact
- Lunch, coffee and drinks during break
Sales Planning
Why come to this seminar?
The purpose of this specific ASEE product is to help companies put a specific tool in place– a quality sales plan for the next year with realistic steps to achieving it, and we do this by combining the training and consulting work of our experts in sales. The Sales Planning seminar is in the form of open training attended by people from the company who have most responsibility for setting and implementing the sales plan. This two-day open seminar will provide participants with the basic tools and instructions on how and when to define their specific plan for the next year, and do it to a high standard. Participants will also be able to observe the experiences of other participants working in different industries. The only restriction on participation in the two-day training course is that two organisations from the same industry cannot attend the seminar.
At the end of the two-day seminar, participants will have their first working version of their own concrete sales plans for the next year. The consultant will suggest that the participants, in cooperation with their colleagues, improve and hone all the elements of these plans set during the seminar. One month after the seminar, a one-day workshop will be held in the company for participants in the programme. Not only will the people responsible for sales who were at the original seminar and who initially worked on the sales plan attend the workshop, but also the sales co-workers who will be responsible for implementing the plans.
During the one-day workshop, with help from the ASEE consultant, the Sales Plan will be defined fully and converted into tactical and operational tasks.
Target group:
Top managers and owners of small and medium-sized companies, sales directors, KAM and leading salespeople in companies.
The Sales Planning seminar can provide practical support to companies which have so far not defined clear and detailed sales plans in order to improve their sales by setting goals and defining how those goals can be achieved, by both individual salespeople and sales departments, as well as by the organisation as a whole.
Our Sales Planning seminar can also help companies that are already planning sales and writing plans, both annual and general plans, per customer, seller, region etc., improve their plans with practical advice. These companies have the chance to adopt the tools and techniques that can help them turn these plans into tactical ones, or to make plans, first drafts at least, before the end of the year, in time for the management or owner to approve it.
Key topics of the seminar:
- Definition of planning
- Purpose and benefits of planning
- Prerequisites for quality planning
- Analysis of competitors
- Grouping of products
- Segmentation of customersa
- Setting sales goals
- Action plans and key factors of success for a) territories and b) key customers
Follow up:
- Confirmation of the final plan
- Breaking the plan down into operational tasks
- Monitoring the development of the situation and checking the results achieved
Result:
Sales Plan created, broken down into operational tasks
Our clients need to be fully engaged and active for the duration of the seminar, especially in the period between the seminar and the follow-up workshop, in order to achieve this goal.
When and where seminars will be held:
Registration fee for the two-day seminar and Follow up by the company:
Possible payment of the fee in two installments
Srbija
- + PDV
BIH
- + PDV
Hrvatska
- + PDV
Price includes:
- Participation of two company representatives on a two-day seminar
- Pisani materijali koji pokrivaju program
- One consultant day for follow up organized in the client’s area of sales team – max participants 10
- Lunch, coffee and juices in breaks
B2B Techniques and Selling Tools
Why come to this two-day seminar?:
When businesses sell to other businesses, progress and continuity become factors in the sales dialogue. Progress is when selling moves up the so-called sales ladder, while continuity is only the possibility of you calling the customer again. This is often the situation in complex sales, where many people have an impact on the process. A balanced, long-term and short-term approach is required. How to move forward in sales, who those critical people are who affect a sale, how to analyse the sales situation, how to estimate opportunities and competition and influence the situation. How to analyse the sales situation with colleagues, but also how to give information about clients to colleagues, create a database, and buyers . This seminar answers the question of how to strategically organise work with customers, from analysing the general situation per client to planning every call.
Main topics:
- Assumptions needed to begin the sales cycle
- Sources for feeding “the sales pipeline”
- Organised approach to business-to-business sales
- Long-term approach to sales
- What are complex business-to-business sales?
- Identifying critical changes in the environment and the sales strategy
- Strengths and weaknesses of our services, products, and our overall sales position
- Concrete sales target
- What is your assessment of the sales position?
- People who affect the sales process
- How do the people who influence the decision think?
- Creating a profitable relationship
- Pobednički rezultati osoba koje utiču
- Evaluation of the competition
- What is the ideal buyer and how to do a comparison with him/her
- Managing the feeding of the “sales pipeline”
- Development of an action plan
- Analysis and planning of sales calls to business buyers
- Identifying the values, interests and needs of people that are critical for sales
- Understanding the process of how a specific organisation buys
- What is a valid reason to call
- What questions should be asked
- How to build credibility
- How to differentiate your solutions from the competition
- Creating a call plan
When and where seminars will be held:
Registration fee for the two-day seminar:
Srbija
- + PDV
BIH
- + PDV
Hrvatska
- + PDV
Price includes:
- Expert talks by Adizes consultants
- Accompanying printed material
- List of seminar attendees for future contact
- Lunch, coffee and drinks during break
Sales Skills
Why come to this one-day seminar?
You can get sales advice from market stallholders, from your company’s bookkeeper, the head of manufacturing, from Dad, and of course from Grandma. You can get really great advice on selling skills from various “managers” whose job description doesn’t have the least bit to do with sales.
In some way, this is not really surprising – all of us have sold something or other at some point in our lives.
It seems like everyone knows this ancient “trade”. Many people will often point out the mistakes made by salespeople and the company sales team easily gets a bad name. Yes, their mistakes are the most obvious – all eyes on are on them for the inflow of cash. And anyway, they do what anybody can do – it’s not some age-old wisdom, right? The truth, however, is that among the well-meaning advisers there are few who are ready to bite the bullet and take full responsibility. It’s far more convenient to make comments from the sidelines.
Of course, it is rather irritating when others meddle in your work, but it seems so much worse when you don’t even “meddle” in your own work. What I want to say is that I have met a great many salespeople who seem to imagine that they were born with the knowledge or that they picked up all the wisdom this world has to offer by working in one or two largish companies. I’ve often heard people say that a “a seller has to be born”, which I kind of agree with. But, I’d add that he or she also has to learn.
Companies, and sales managers, often assume a certain level of skill, knowledge and resourcefulness in new sales employees. This can be a danger, because sometimes a young salesperson has to take responsibility for dozens of customers very quickly. The damage an untrained person can cause is manifold, and I would also say immeasurable because it is difficult to observe the long-term consequences, for example, to the image of the company or damage from missed opportunities. What can be seen is often just the tip of the iceberg of the overall damage done.
This seminar is ideal for introducing young salespeople to the job.
Salespeople will get the knowledge needed to do this job through intensive communication. Some elements of the training are designed to raise self-confidence and motivate people to work more enthusiastically. But the most important thing is that attendees will get the chance to try out their new knowledge in a practical setting during the seminar itself. The point is not just to learn theoretical principles, but to understand them fully and make them part of routine practice.
This seminar will also help more experienced salespeople to systematise their current knowledge and experience, and will point out areas for improvement in their everyday work with clients.
Key topics:
- Who buys, and how and why?
- What do clients expect of salespeople?
- The loyal and satisfied customer
- Customer development process
- Ways of competing: equalisation, differentiation, added value
- Added value and how to achieve it?
- How to present yourself to a customer?
- Stages of the dialogue – a comparison of different approaches
- Time spent in each stage of selling
- Speak or ask?
- Questions and how to ask them
- Collecting information
- Presenting products and services
- Presenting benefits
- Basic characteristics of typical personality styles
- Identifying the personality styles of people we are meeting for the first time
- How to sell to people of different personality styles?
- The process of creating a relationship with customers
- Roleplay – using a sales technique fine-tuned to the customer’s style
When and where seminars will be held:
Registration fee for the one-day seminar:
Srbija
- + PDV
BIH
- + PDV
Hrvatska
- + PDV
Price includes:
- Expert talks by Adizes consultants
- Accompanying printed material
- List of seminar attendees for future contact
- Lunch, coffee and drinks during break
SPIN - Advanced Sales Techniques
Why attend this two-day seminar?
I’m sure you already have enviable knowledge of sales techniques.
Who doesn’t know the sales dialogue steps? Who doesn’t understand the importance of asking questions during a sales dialogue? Are you able to make an excellent presentation of your company and the products you sell?
Is this knowledge enough for excellent sales results today?
I often meet salespeople who are well-versed in theoretical knowledge, have years of experience but are finding it increasingly difficult to cope with today’s demanding, informed, and detail-focused customers.
The SPIN technique which we learn at the seminar “Advanced Sales Techniques” is a modern sales tool that can help us overcome even the most difficult of sales situations.
The whole philosophy of the SPIN technique is based on the following assumptions:
· People normally do not believe what they are told.
· They sometimes believe what they are shown.
· They often believe what their friends say.
· They always believe what they tell themselves.
From this we can conclude that is it pointless to try and convince a client of anything. Instead of persuading the client, a salesperson should think about using the SPIN technique.
Use of this technique results in the client himself saying how he needs a product which exactly matches a product you have to offer. I know, this really does sound like fairy-tales, or some kind of hypnosis. But, there is no magic here, just a skill that is available to every ambitious salesperson.
During the seminar, participants will discover the advantages of this technique through various examples, and will then prepare a SPIN dialogue that can be applied in their own work.
Key topics:
- What is at the root of the decision to buyi
- Needs – implicit and explicit
- How a need develops
- Questions and how to ask them
- Presenting products and servicesa
- Approaching a client
- Active listening
- Developing a relationship for future sales
- Situation questions
- Problem questions
- Implication questions
- Need-payoff questions
- Progress and continuation in the sales dialogue
- Resolving complaints
- Planning progress in the sales dialogue
When and where seminars will be held:
Registration fee for the two-day seminar:
Srbija
- + PDV
BIH
- + PDV
Hrvatska
- + PDV
Working with Difficult Clients
Why attend this one-day seminar?
How many times have you come across somebody you could call a difficult client? How many times have you let emotions overrule communication? The old advice says – always count to ten. How can we turn this saying into a positive approach to clients? Of course, clients are sometimes difficult because they are right and we are in the wrong. How can we take advantage of a situation like this to create a good future relationship? A positive response in such a situation – because nobody is perfect – can often win us long-term relationships.
Key topics:
- Communicating with a dissatisfied customer/client
- How to clear up a misunderstanding
- Phrases you should not use
- Misconceptions in communication
- Why complaints are welcome
- Resolving complaints
- How to recognise the value of a complaint
- How to resolve complaints successfully
- 6-step approach to a demanding, dissatisfied client
- How to deal with a dissatisfied customer/client
- Problem-solving
- How to give information that is unwelcome
- Conduct that encourages respect
- Polite confrontation
When and where seminars will be held:
Registration fee for the one-day seminar:
Srbija
- + PDV
BIH
- + PDV
Hrvatska
- + PDV
Price includes:
- Expert talks by Adizes consultants
- Accompanying printed material
- List of seminar attendees for future contact
- Lunch, coffee and drinks during break
ŽIVOTNI CIKLUSI PREDUZEĆA
Zašto doći na ovaj jednodnevni seminar?
Pre dvadesetak godina dr Isak Adižes je napisao knjigu “Životni ciklusi preduzeća” koja je sve nas, koji se biznisom bavimo i kojima se biznis bavi, davno pročitala. Na seminaru će se kroz praktična iskustva iz dvadesetogodišnje prakse na prostoru jugoistočne Evrope govoriti o izazovima koji stoje pred kompanijama i svima koji čine te kompanije. Osim što će biti realno opisane faze u životu organizacija učesnici će dobiti i pouku – šta činiti u situaciji koja se događa.
Osnovne teme:
- Doba Udvaranja – doba sanjarenja
- Da li će se roditi kompanija?
- Svaki početak je težak i lep
- Svima svagde sve stalno
- Ko tu kome više treba
- Kompanije menadžerima sloboda vlasnicima
- Osnivačev san postaje noćna mora
- Bermudski trougao
- Da li će se kompanija “roditi” po drugi put?
- Kompanija “k’o što u knjigama piše”
- Da li smo se malo umorili?
- Sad je svima lepo
- Lov na veštice
- Tužan kraj
- Srećan kraj?
Vreme i mesto održavanja seminara:
Kotizacija za jednodnevni seminar:
Srbija
- + PDV
BIH
- + PDV
Hrvatska
- + PDV
Cena uključuje:
- Ekspertska predavanja Adizes konsultanata
- Pisani materijali koji pokrivaju program
- Popis polaznika seminara sa podacima za dalje kontakte
- Ručak, kafa i sokovi u pauzama