omni-perform intro sales
TRANSCRIPT
performa division of OMNI CONSULT
DATE TAKESLIDES
40 1
CLIENT
CREATED BY
Your Company
OMNI-PERFORM
20 Oct. 2009
Office Work7%
Breakscoffee, smoke,..
11%
Personal Affairsschool, laundry,..
18%
Commuting42%
Waitingat Client’s
7%
Socializingw/mates, w/client
9%
Selling5%
Closing 1%
Column1
Source: Malcolm McDonald & Peter Morris: Selling Services & Products, ©1995
Office Work7%
Breakscoffee, smoke,..
11%
Personal Affairsschool, laundry,..
18%
Commuting42%
Waitingat Client’s
7%
Socializingw/mates, w/client
9%
Selling5%
Closing 1%
Column1
Source: Malcolm McDonald & Peter Morris: Selling Services & Products, ©1995
Can these % be improved?
67% of your current customers will demand more with time
more
demanding
67%
Source: Gallup Organization- First Break all the Rules, © 2005
of your customers
the remaining 33% of your customers may leave
youless loyal
%33
Source: Gallup Organization- First Break all the Rules, © 2005
of your customers
Your Product Knowledge
10%
YourSelling Skills
15%
How You Talk with
People25% Your
Attitude50%
Source: Tim Connor - The Soft Sell, © 2007
The Factors that Get You the Business
Your Product Knowledge
10%
YourSelling Skills
15%
Source: Tim Connor - The Soft Sell, © 2007
Always Trained
Rarely Trained
Never Traine
d
Soft Skills Your Attitude 50%+ How You Talk with People 25%
= 75%
The Factors that Get You the Business
Product Knowledge
10%
Your Attitude+ How You Talk with People+ Your Selling Skills .
= 90%will be addressedby
The Factors that Get You the Business
Sale
s
John
son
Cont
rols
Omn
PerFOrM
I
Sale
s Te
am
Factories & Related IndustriesOur Clients - by Industry
Automotive
Lebanon
Banking & Insurance
HAWA CHICKENWAFIC IDRISS
FMCG
BIOSPHERE
TechniMed
Pharma & Med. Supplies
Other Industries
BERRETTA
After your program, HONDA Japan, who quarterly conduct a Customer Satisfaction Index on us, announced that the overall improvement of Q3/Q2 was +80% for those two service teams.
Your addressing the problems that they faced allowed both, staff and team managers, to openly discuss their attitude and tolerance problems, and find solutions for them. This has let your development program make a difference for us.
Abdullah Hashim (Honda)
EMAAR has found the training services of OMNI-PERFORM to be highly motivating to the acquisition of new skills and techniques.
We have found OMNI-PERFORM to be undoubtedly one of the highly professional and well respected training companies in the region.
EMAAR, The Economic City
Your training on Improving Customer Retention, Finding New Means for Increasing Sales,.. were very well received by our members.
Our trainees found you engaging, informative and inspiring.
Bank of Beirut
You have analyzed the needs for improvement for each sales person very efficiently and then addressed those needs resulting a noted change in performance.
Mersaco Pharmaceuticals
OMNI-PERFORM in its instilling in our sales team members a strong passion to win, is behind our success in maintaining leadership in a highly competitive internet market.
Nesma Internet
The subjects that you tackled stimulated the employees and created a team spirit and cooperative atmosphere within the different divisions of the company.
United Parcel Service (UPS)
its a Development in many steps not a Training
We specialize in improving the individual performance of sales people so that your overall results are enhanced.
مراحل تطويرإنه عدّة وليس منتدريب
Serio
us B
ENEF
ITS
for Y
ou
Goals of Our Program
In an industry similar to yours
SellingSelling skillsNegotiation techniquesClosing skillsTelemarketing skills Cold calling skillsProspecting skillsProbing skillsAbility to sell a total value Persuasion abilities Ability to qualify customersAbility to handle price objectionsAbility to handle product objections Time management & prioritizing
Management
Presentation to customers & MgmtTime & priority management
Planning & organizing capabilitiesDeveloping self & others
Leadership & goal achievementTeam-building skillsCustomer relationship managementAbility to run a successful meetingsImplementation Dealing with employee objectionsAbility to follow-up & controlPerformance managementMotivation & incentives
Customer DelightAbility to communicate Knowing customer behaviorAbility to handle objectionsDealing with difficult customersUnderstanding & utilizing feedbackCustomer service orientedAbility to solve problemsTeamwork cultureImitative & IntegrityLevels:5 Expert4 Advanced3 Intermediate2 Novice1 Beginner
Core Competencies Card per Vital Job
Example: a Sales Manager will be tested on the following competencies..
SellingSelling skills
Closing skillsTelemarketing skills Cold calling skills
Ability to sell a total value Persuasion abilities Ability to qualify customersAbility to handle price objections
Management
Presentation to customers & MgmtTime & priority management
Planning & organizing capabilities
Leadership & goal achievementTeam-building skillsCustomer relationship management
Implementation
Ability to follow-up & controlPerformance management
Customer DelightAbility to communicate
Ability to handle objections
Understanding & utilizing feedback
Teamwork cultureImitative & IntegrityLevels:5 Expert4 Advanced3 Intermediate2 Novice1 Beginner
Core Competencies Card per Vital Job
Example: Sales Manager: Saif Al-Kadi. After testing only the competencies that need attention are displayed. We highlighted
one of them in blue to follow it onto next screen.
Development ScheduleExample: (from the previous screen) over a 3-month period, Mr. Saif Al Kadi will attend, among others, 4
sessions of the blue-highlighted competency.W E E K No.
1 2 8 9 103 4 5 6 7 11 12
S E S S I O N S
Stress management1Time management2Closing skills3Overcoming objections4Making business appointment5Positive attitude6Selling process 7Self Confidence8Suggestive selling9Up-selling10Turn-over selling11Cross selling12Retail selling13Corporate selling14Collection15Loyalty16Initiative17Dedication18Probing19Conduct a successful meeting20Merchandising21Teamwork22Telephone skills23Goal setting24Presentation skills25Communication26Building Trust27Team Building28Leading by example29
ACHIEVED
Prepare Run Support
DESIRED
CURRENT
Performance Level
Performance Level
Performance: Desired vs. Achieved
CURRENT
DESIRED
play
learn enjoy
Accelerated Learning engages all the brain
.. doing
.. listening
.. seeing
.. thinking
facilitates the learning by
UMARole Playing
EMAARSolving Problems – Balloon Pop
SAMBA (Saudi American Bank) Teamwork & Negotiation – Alphabet Run
WAFIC IDRISSBrainstorming
DELIFRANCEProbing - Carousel
Photos from our Workshops
AUTOSTARFeatures vs. Benefits
MERSACOOvercoming Objections
GANAMA CONSTRUCTIONCreativity - Ball Pass
Comfort Zone Self-MotivationBreaking the Ice in 1st MeetingActive ListeningBody LanguageTelephone TechniqueArt of PresentationStress ManagementSuggestive, Up, Coalition & T/O SellingUnderstanding Customer Behavior The Worse & Best Things Said to a ClientIdentifying Customer SatisfactionDeveloping Mutual TrustMaintaining the Customer for Life
We address the following:
Self-Loyalty TeamworkPositive Attitude Communication SkillsSelf-ConfidenceOvercoming Customer ObjectionsClosingSales Follow-upNegotiation SkillsTime Management & OrganizationGoal Setting (manager)
Leadership (manager)
Motivational Skills (manager)Conducting Active Meetings (manager)
Satisfaction GuaranteeWe guarantee our proper execution of the agreed program or will continue to work for Free until your Management is satisfied - provided that a)participants are willing to apply their
learning.b)their Direct Managers support & follow-
up with them as recommended in the program.
We guarantee a smile on your team’s faces too
Tabuk Pharmaceutical
You will see the improvement
We repeat..
Simple Facts about Salespeople
performSaudi Arabia - Lebanon - Egypt
a division of OMNI CONSULT