Sales Approach Analysis
Each investment in the business development must be based on objective reasons, arising from results of thorough business analyses. A sales approach analysis (SAA) of employees in consultative selling is a service also based on this principle.
The main SAA goals are:
- a quality assessment of the current sales approach of your employees;
- identifying key weaknesses in the sales approach;
- recognizing directions of further selling and professional development;
- revealing unused individual (selling) potentials;
- providing specific guidelines for further (selling) development of employees.
SAA of your sales staff will be conducted in the following manner:
1 Discussion with superior and responsible persons on current status of the sales approach and definition of key areas to be analysed with regard to key strategic goals in the sales business of the company, market situation, particularities of clients and competitors' activities.
2 Carrying out a case study based on practical and actual examples of buyers/clients from the practice, which will serve as a base for running a simulated sales conversation.
3 A trainer from Bićanić Consulting will conduct a sales conversation simulation based on a case study developed with the sales management. The employees are put into actual, real and targeted selling situations with the intention to stimulate their usual selling behaviour and actions. The whole simulation is recorded with a video camera.
4 Based on the video material, a detailed analysis of the sales approach is conducted for each employee, in the following areas:
- preparation for a sales meeting
- building trust in communication with an client
- sales assessment
- sales presentation of the offer
- handling objections and rejections
- concluding the sales conversation
- additional sale
The customer/client/responsible person receives a detailed written report and a proposal for further sales development of the employee.
5 In this, optional, phase, the trainer of Bićanić Consulting, if requested by the customer/client/responsible person, will provide a personal feedback to each sales employee, on results of the sales approach analysis of the employee, in order to make the employee aware of the areas with potential for further individual (sales) growth.
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