BLINC SOLUTIONS

Sales is a profession that can be learned. In order to achieve short-term results you will need a number of practical footholds and structures.
Blinc Sales Institute developed an interactive training course that gives starting salespeople a firm foothold.

This training course focuses on the five phases of the sales process and provides participants the necessary insight, practical examples and opportunities to practice the skills they are learning.

Program

1. How can I be commercially alert in my job
2. Positioning yourself
3. The five phases of a sales pitch
4. Exercises and role-playing games

You want to grow as a salesperson, because you know that you have untapped potential in this field. You have experience, but have noticed that not every sales pitch is equally effective. Blinc Sales Institute developed a method that can be used to quickly and easily make an assessment of your customer. We can show you how to persuade your customer more quickly.

In this training course, we will strengthen the sales skills you have already built up. We will explore customer typology, teach you to screen and give you highly practical tips to be a better salesman or woman. The course offers a well-balanced mix of practical footholds, exercises and role-playing games.

Program

1. Who am I as a salesperson, and what are my typifying characteristics?
2. Customer typology
3. 10-second scan
4. Achieving successful results with different types of customers
5. Customized sales tools

Every sales professional knows that identifying your customer’s needs is an indispensable first step. Nevertheless, there are many salespeople who are unable to see the customer’s real need. They immerse prospects with irrelevant information, drastically reducing any chance of a sale.

Blinc Sales Institute developed an interactive training course that allows every sales representative to put a finger on his or her customer’s needs in a clearly structured manner. In this workshop, you will learn how to systematically quiz your customer to obtain a wealth of information. Your listening skills will be honed in a strategic manner.

The focus is on conducting a conversation in a strategic manner, but in such a way that you come across completely naturally. This way you, as a salesperson, will obtain essential touchpoints that you can use in a following phase to effortlessly convince your customer of your added value. The workshop will provide ample opportunity to put theory into practice and for personalized feedback.

Program

1. Identifying the UBRs of my product or service (Unique Buying Reasons)
2. Focusing on my products or service’s USPs (Unique Selling Points)
3. Making use of the 3 phases of strategic demands analysis
4. Compiling your personalized questionnaire
5. Practising, practising and practising some more to obtain personalized feedback
6. Personal action plan

You derive a great deal of satisfaction from negotiating complex cases, but you have the idea that you could do even better.
Blinc Sales Institute developed a method that unites the two most important negotiation strategies: negotiations based on price, and negotiations based on interest. You will gain insight into the most important facets of the negotiation process. You will learn to stretch your negotiation bandwidth to far beyond the boundaries of price negotiation.

You will gain specific techniques thanks to which you can enrich your personal negotiation style and will come to understand that negotiation does not need to be an or-or process, but an and-and process. At the end of the workshop you will know which approach works best in which negotiation situation. You will develop a healthy dose of assertiveness in price negotiations and will know precisely when to change tack in terms of strategy.

Program

1. How do you build up your sales pitch towards a successful negotiation?
2. Insight into your preferential negotiation style
3. Practical examples of negotiation
4. A wide range of negotiation techniques
5. Strategies for dealing with objections with regard to prices
6. Intensive training on your own cases in subgroups
7. Drawing up your personalized negotiation plan

Selling is communicating. Choosing your words carefully is an absolute must to maximize the chances of success during a sales interview. By the way: did you know that non-verbal communication is responsible for 55% of the content of your message? Are you aware of how your subconscious is impacting the message you are trying to get across? Or of the message the person you are speaking to is subconsciously transmitting?

Blinc Sales Institute developed a training course that teaches you to make targeted use of these subconscious processes. You will learn to make conscious use of your own body language to convince others more efficiently and effectively. You will learn to read the body language of the person you are communicating with, and to interpret this. You will develop a sixth sense that will effortlessly pick up on any incongruence between the spoken word and body language.

This training course will not only provide many interesting insights; it will also help you save time. The methods you will learn will notably shorten your sales pitches, while producing better results.

Program

1. Analysis of your own body language
2. Interpretation of other people’s body language (macro expressions)
3. Triggering and recognizing micro-expression

You want to attain your targets and build up a good customer relationship at the same time. Hard selling is no option, but neither is being too soft. A crucial yet often underdeveloped aspect of salesmanship is guiding your customer towards making his or her sales decision in a targeted manner.

Blinc Sales Institute developed an interactive training programme that will help every salesperson to close deals more effectively. You will learn how to help your customer get over his or her purchasing stress. In this workshop, we will be experimenting with a wide range of closing techniques (hard, soft, direct, indirect, strategic, charming, etc.) that will enable every participant to effectively close deals in his or her own unique way. Because it is never too early to close!

The workshop will feature an interactive presentation, active cases and simulations to help you discover the best way to close deals. You will learn how to structure sales pitches based on an intention to achieve concrete sales. You will learn how to deal with objections. You will learn solid closing techniques that will enable you to close deals on a positive and dominant note.

Program

1. Working towards closing the deal in a well-considered manner
2. Creating momentum
3. Targeted use of the test closing method
4. Recognizing verbal and non-verbal purchasing interest
5. Transforming a ‘no’ into a ‘yes’
6. Dealing with postponement behaviour

Do you enter into contact with your company’s customers on a daily basis? Do you derive enjoyment from building up a relationship of trust with these customers, and by giving them the best support you can? If so, the time has come to make use of these valuable customer contacts in the interest of your organization’s commercial goals. Because, even if you are not a sales-driven type of person, you can still provide a crucial contribution in an natural and pleasant manner.

Blinc Sales Institute developed a workshop in which the point of departure is the relationship of trust that is naturally created by non-commercial staff with their customers. You will learn how to strengthen this bond in a spontaneous manner, i.e. by gradually gaining insight into the extra services your organization can offer to be of even better service to your customers. Without placing the least strain on your relationship, you will learn to build bridges that will create added value for both parties.

The skills you have learned will be put into practice immediately during simulation interviews and fun games. You will learn to deal with your customers’ reflex objections from a win-win perspective.

Program

1. Gaining insight into your day-to-day customer contacts
2. Creating commercial bridges
3. Dealing with your customers’ reflex objections
4. Practising your new skills and in a playful and low-threshold manner

A large portion of your day-to-day communication with your customers takes place via email. The approach to clearly and politely communicate with your customers via this channel is fundamentally different from a telephone conversation. It is, for example, impossible to sense the mood of the person who you are communicating with. Additionally, the recipient of an email will not be able to understand the subtleties that you could otherwise convey with your voice. Being able to put the right tone of voice in your message is therefore twice as difficult.

Blinc Sales Institute developed a workshop that will teach you to communicate constructively and assertively when prospecting, negotiating prices or dealing with complaints by email. This workshop will be based on the concrete cases that you bring along. You will learn the difficulty of transforming emails into commercial opportunities. You will be given practical, theoretic footholds that will help you set your boundaries politely. We will be refining your linguistic awareness and teach you which words will produce the best results in which context.

The skills you have learned during this one-day course will also be implemented. Our experienced sales coaches will help you with working out your own cases.

Program

1. Discussing and analysing difficult emails: every participant is asked to contribute two to three concrete cases
2. Learning to use a number of practical, theoretic footholds
3. Personalizing basic templates for prospects, and negotiations and complaints handling
4. Getting started with your own cases

Hybrid sales: how to sell in this new channel

• 1 day interactive training