Sales training, sales coaching and tailor-made
We offer sales training, coaching and advice for everyone who is in direct or indirect contact with customers. Coaching for your team or one-on-one. We make a tailor-made solution for you wishes.
“more return from your daily work”
Curious about the possibilities of seeing your staff selling again with a refocussed look?
The didactic approach (knowledge transfer, learning skills and creating insight)
“practical tips & tricks, immediately applicable and high learning effect”: that is what we hear most from our students and coachees.
In the following formulas:
- Training in group
- Individual coaching and advice
- Field coaching, coaching on the job
- Online Sales Assessments
- Live sales assessments on site
Sales insight tests &
sales assessments
Online tests and simulation interviews provide you with a detailed report and advice on the potential of someone’s commercial skills. If you have to decide who to take when recruiting or developing one of your employees.
We offer:
- Personality test (PPA Sales Audit by Thomas Internal)
- Sales insight tests (80 statements true, false SalesAtelier design)
- Simulation exercises tailored to the client
- Creating a prospect list
- Searching for common ground in a sales conversation (off and online)
- How to get an appointment, how to call, email and make video calls
- How to get the best result out of face-to-face conversation
- Creating a quote, follow up on the quote by calling an assessor
- Client “who builds objections that apply to the company”.
“Reading” your customers
Thanks to observable behavior you learn to see on the outside what someone is like on the inside. You learn how to adapt your message and sales style to that person. So tailor-made.
If you know how your customer and prospect work as human beings, you will be able to convince better and your relationship with your business partner will be much stronger.
You learn how to read the profile of their interlocutor thanks to observable behavior (also by telephone, face-to-face, video calls and even by email):
- What motivates the person?
- What behavior does that person appreciate in me? Which arguments work?
We base our approach on the Disc typology of Dr. William Marston ‘Theory of emotions of normal people with the PPA assessments of Thomas International. A very powerful and reliable tool to estimate people’s work behaviour
Screening your sales organiSation and processes
Based on a well-thought-out 60-point checklist, we expose the sales process and the sales organization, after which we work in depth with tools and insights to increase the steering power and results of sales. This intensive exercise takes into account the company’s objectives and available resources.
The following steps part of this exercise:
- State-of-the-art: overview of the current sales strategy and activities.
- The sales management’s own work organization.
- The reporting of the sales team: how to make it even more optimal?
- Analysis of their sales efforts and analysis of their sales figures: how to map even more optimally (Sales scorecard)
- Creation of a template for individual discussion of sales activities and sales figures per sales person: how do we let such a discussion take place and what should be discussed.
- Marketing promotions: strategy and implementation
- Motivational coaching, meetings – group & one-to-one
- Improving used sales tools
- Individual screening of sales competencies of the sales team and training (coaching) trajectory per sales person.
- Field coaching: methodologies and evolution checklists
Getting a “yes” from the customer: strong sales arguments
How to demonstrate in words and images that your offer is the best possible solution for your customer and prospect? How do we translate what our customer finds important in our sales presentations, online and offline?
- Checklist audit sales presentation
- How can I make a difference if only the price for the customer/market is important? If my product is the same as that of my competitors?
- How do I convince someone of my idea? How do I get the person into the story?
- How do I deal with resistors?
- How do I recognize buying signals?
- What opportunities can I discover during conversations and observations with the customer?
- How can I negotiate a next step?
Account management & Cross selling, grow with your existing customers
Thanks to your own account plan, you can make a thorough analysis of the growth opportunities for your existing customers. Much more profitable than having to make new customers every time. Ask for advice or tailor-made training.
- How to identify your key customers?
- How to map out the decision making unit & organization chart.
- How do you become visable to”cross-contacts”?
- Political analysis and strategy
- Looking for the double SWOT between your company and your key accounts.
- Creating opportunity leads for cross-selling and upselling.
- Finding creative forms of cooperation to strengthen and further develop the relationship: generating customer loyalty
- Drawing up an account plan and database management
- Future cooperation is under threat: how to counter potential threats?
Would you like to know how we can get sales tips & tricks back into the sales game together with your staff?
How do we work?
Our coaches make time for you. We not only want to provide you with the best tailor-made training, but also want to see the result happen to you. We process as follows
We proceed as follows:
STEP 1 – REQUEST
You send us a request from for coaching services.
STEP 2 – EXPERT CONSULTATION
Our specialist will reach out to you and schedule a session with you to discuss your specific coaching needs in detail.
STEP 3 – PROPOSAL
Based on the information gathered during the intake session, we will create a customised proposal that addresses your specific needs and goals.
STEP 4 – PLANNING
Convinced of our proposal? Together with you, we will make a planning of the dates and locations for the coaching sessions, ensuring that it fits your schedule and availability.
STEP 5 – PREPARATION AND EXECUTION
Our specialists will make all the necessary preparations for the coaching sessions and execute them professionally, ensuring that you receive the best possible support and guidance towards achieving your goals.
Learn how to Deal with complaints and dissatisfied customers
There is music in criticism. How do you deal with dissatisfied customers and the pressure? How do you diplomatically say “no” without losing your customer? Training and individual advice make you strong in this.
Learn how to handle:
- The double dimension of a complaint
- The dangers of poor complaint management
- The ideal complaints process work?
- Short recipe for the complaint conversation
- Bad news techniques
- To say “no” diplomatically
- To deal with emotions and stress management
- Increase your emotional intelligence
- Counter customer manipulation techniques
- Learn telephone/email techniques in case of complaints
- Maintain the long-term relationship.
WHAT CLIENTS EXPERIENCE
Coaching – Z Keuken – Experiences
Doing business together with Ari is like going on a holiday trip…it is inspiring, interesting, new and always fun!
Z. Keuken
Coaching – A Nieman – Experiences
I have had the opportunity to attend several of Ari Woudsma’s coaching sessions. I have come to know him as a driven and motivational speaker, highly focused. If you have the chance, don’t hesitate to attend one of his coaching sessions.
A. Nieman
Coaching – H Elbertse – Experiences
Attending this coaching session was a real eye-opener for me. The speaker was extremely knowledgeable and delivered the material in a way that was easy to understand and remember. Their insights and practical approach left a lasting impact on me and I came away with a newfound sense of motivation and direction.
E. Elbertse