Personalised Training Systems

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Personalised Training Systems

• Marketing and Sales Consultants

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• Personalised Training Systems has been providing
  Sales Training Programmes in the,
• Mining, Building Industry and associated
  Aftermarkets since 1980.
• Organisations who benefit from our services
  require a Business to Business sales approach,
• we provide the necessary skill development.
• Our programmes are designed to improve the
  quality of New Business won. The Sales
• Approach is built around Selling Service Value
  and the Building of Long Term Business
• Relationships.
• Key areas to which we give focus during the
  programme rollout include
• Field Sales Management Skills and Activities
• Company Culture and Competitive Advantage
• Customer Gap Analysis and Cost Benefits
• Sales Interview Planning and Control
• Integration of Marketing/Product Management and
  the Selling Approach
• Market Segmentation.
• Specification and Project Tracking and
  Relationship Management

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RELATIONSHIP MANAGEMENT AND PROSPECTING
Sales
H
Customer Relationship on the Value Chain
Customers/Prospects
Family Tree
Interaction Patterns
L
H
Quality/Value
SALES CALL PLANNING
Screen of Interest
Interview Planning
Commitment Question to my Feature
Closed
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PROJECT SELLING AND TRACKING THE SALES
APPROACHConcept Stage

• 1. THE LEAD SIP Step 1
• Reed construction data
• 2. LEAD ANALYSIS
• Common client
• Specifiers knowledge
• Geographic location
• Construction value
• Number of apartments
• enter in Project Register
• 3. QUALIFICATION CALL SIP Steps 2,3
• Developer
• Architect
• Interior designer
• Quanitity surveyor
• External project manager

• 4. APPOINTMENT SIP Step 4
• Our Showroom, clients office, on-site)
• Qualification criteria, process
• Our Company, profile, history, capability
• Project goals, marketing, price point etc
• Relationship mix
• FAB analysis who is competitor?
• Who is specifying?
• Who is purchasing?
• Who is building?
• Who is purchasing?
• Who is buying (merchant)
• Identify parties with strength
• enter in Project Register review probability
  factors refer to Sales Guide

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PROJECT SELLING AND TRACKING THE SALES
APPROACHDevelopment Stage

• 5. PRODUCT SELECTION SIP Steps 5,6,7
• 6. CONFIRMATION OF SELECTION
• (Specification)
• Quotation
• 7. FINE TUNING NEGOTIATION SIP Step 8
• Specification released
• Tenders presented
• Merchant support
• Active protection of specification
• Presenting alternatives (if required)
• Create future project order
• Install display
• enter in Project Register

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PROJECT SELLING AND TRACKING THE SALES
APPROACHImplementation

• 8. CONFIRM RECEIPT OF ORDER
• Merchant support
• 9. CONFIRM DELIVERY SCHEDULES
• 10. INTRODUCTION TO BUILDER AND APPROPRIATE
  SUB-TRADES
• 11. DISTRIBUTION OF TECHNICAL DATA
• 12. OFFER SITE SUPPORT
• 13. MONITOR CONSTRUCTION PROGRESS
• Update delivery schedule
• 14. RETRIEVE DISPLAY STOCK
• 15. ASSIST IN FINAL INSPECTION PRIOR TO
  HANDOVER

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RELATIONSHIP SELLING GUIDEThe Learning and
Reference Process - Section OneUnderstanding
your Sales Role

• Value Chain Analysis By Customer Segment
• Developing Your Customer Relationship Matrix
• Measuring Customer Business Relationships
• Mapping a Customers Sales Potential
• Developing The Appropriate Skills And Knowledge
  Profile

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RELATIONSHIP SELLING GUIDEThe Learning and
Reference Process - Section TwoRelationship
Sales Skills

• Projecting A Consultative Sales Style
• Pre-Call Planning
• Sales Interview Plans
• Controlling The Interview
• Funnelling And Problems
• Gap Analysis
• Commitment
• Presentation Of Your Solution / Close

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RELATIONSHIP SELLING GUIDEThe Learning and
Reference Process - Section ThreeSales Tools

• Relationship Matrix Balance Sheets
• Adding Value / Pre-Call Planning
• Fab Analysis
• Funnel / Questions
• Reed Construction Data
• Planning and Reporting
• CRM and Project Tracking.

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RELATIONSHIP SELLING GUIDEThe Learning and
Reference Process - Section FourProduct
Knowledge/Services Knowledge

• Tech Literature
• Company Services and Competitive Advantage
• Case Studies and Gap Analysis
• Fab Analysis
• Funnels For Customers / End Users