Posts Tagged ‘Coach’

What is the Importance of Training & Development in an Organisation

May 17, 2017

In today’s day and age where the competition has increased manifold, the customer has become more aware and knowledgeable due to the internet and social media, it becomes even more important for any organisation to ensure that their employees are one step ahead.

How will you ensure this?

What is the sure shot way to ensure success in this extremely competitive environment where the overall market sentiment is into a tailspin? Revenues and profits are under severe stress and there is bloodshed everywhere.

The only way to ensure sustenance and improved performance is a well-trained and an aware workforce (employees).

Almost all organisations ensure that the IQ (Intelligence Quotient) levels (technical expertise) is achieved by rigorous training. But the actual business generation (Revenues & Profits) will come consistently if and only of your employees are not only technically trained but are equally well trained in the EQ (Emotional Quotient) levels too.

Q; How will you improve the EQ levels of your employees?

A: By improving their Soft Skills.

There are various soft skills which need to be addressed.

Some of them are;

  • Communication Skills (Verbal, Non-Verbal, Written)
  • Customer Service Skills (Not only limited for technical staff)
  • Telephone Etiquette
  • Business Etiquette
  • Telephone handling Skills
  • Performance Management skills (especially required for HR staff and Supervisory level staff)
  • Supervisory Skills
  • Leadership Skills
  • Selling Skills
  • Sales Management skills
  • Social Media Skills
  • Stress Management (one the most critical skills required at all levels of the Organisation)

These are some of the many skills which are required to be imparted to, and honed by the employees along with the technical skills at all levels of hierarchy in the organisation.

In today’s ever changing, extremely and fast paced environment, all employees of all industries need to hone one or more of the above-mentioned skills. This becomes even more important since they are required to multi-task and deliver more and better results to remain ahead of the game.

All organisations (SME and large organisations included) must engage a training and development consultant in order to impart the right training and development to correctly address the needs of their respective organisations and stay ahead of the game.

Connect with us at info@headconsulting.org or call +971 56 9863691 for more details. we will be thrilled to assist your organisation in keep one step ahead of your competition. Visit http://www.headconsulting.org for details.

 

 

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Qualification- Why it is the most important part in the Selling Process

July 5, 2012

Let me first introduce you to the various steps in the selling process:

1)         Meet & Greet- Here you introduce yourself and get to know the prospects name and     other initial details. (In some cases, you might be lucky to get hold of his Visiting card straightaway)

2)         Qualification- Understand the prospective customer’s needs and wants

3)         Presentation- Present the product/ service

4)         Overcome Objections- Effectively clarifies/ answers/ satisfies queries and questions of the prospect.

5)         Negotiation- Negotiate the deal (Price, terms and conditions, etc)

6)         Close- gets the contract signed and seals the deal

If you have noticed, Qualification comes immediately after the meeting and greeting stage. Have you ever wondered why?

It is one the most important steps in the selling process. It helps in saving a huge amount of time and gets you to close the deal effectively and smoothly.

If Qualification of the prospect is done in a proper way then you will not have to deal with a lot of objections regarding the product/ service at a later stage and also the price negotiation will not be a long and tedious process. Most salesmen try to cut short the qualification process and then spend huge amounts of time and energy in overcoming objections and clarifications about the product/ service, thus putting pressure on themselves and end up delaying the process or even losing the deal and also converting a perfect good prospective customer into a dis-satisfied prospect who will damage the reputation of your brand.

For example, look at this scenario;

A prospect comes into a car showroom looking to purchase a car which has good safety standards and features. He has a family with children whose safety is his concern.

The salesman at the dealership does not qualify his requirements/ needs properly and shows him a vehicle, which is known for speed e.g.; this car, goes from 0-100 Kph in just 8 seconds.

Now the customer who is looking for safety, will immediately reject this vehicle in his mind, as he is looking for safety and not speed, will raise objections at a later stage of the sales process, which will either delay the deal or even reject the proposition totally leading to a loss of sale to the dealership and the brand too.

Now consider this: If the salesman informs the prospective customer that this vehicle has Airbags, ABS Braking system, bigger headlamps which will illuminate the road ahead and on the sides for a longer area while driving and additionally it also has child locking system on the doors which will not allow the doors to open accidentally while driving. These and other safety features of the same vehicle if presented properly (after understanding the prospects requirements) will lead to lesser objections and also help in closing the deal for the salesman and end up getting a happy and a satisfied customer for life.

As you can see from this small example it is extremely important to qualify the needs and wants and the overall requirements of the prospect before suggesting a product in your portfolio. Your product/ service has many features which will benefit the prospect’s various needs and wants, but the salesman must be aware of all these and must present them selectively to the prospect, in order to convince him/her that this is the right choice of brand for his/ her requirement.

The qualification process is effectively managed with the help of these six open ended questions;

What, When, Where, How and Why

If the salesman uses these effectively to ask the relevant questions then you can be sure you will be on the road to successful selling.

So, practice these questions and use them as much as you can till you have understood the prospects requirements and then move ahead on the sales process as mentioned above.

All The Best!

If you have liked this blog then kindly post your feedback! Your suggestions and feedback is very important to me and will motivate me to write more such blogs.

If you need your sales team to be more effective, then invite me for a consultancy and/ training program tailored to your needs and create more sales and business for your organisation.

Visit my website www.prashantwelling.com where this blog is also recorded.

Sales Management-1

March 19, 2012

Sales Management-1.