Social & Creative Selling - Sales training (English)

Level
Total time
Trainer
Sandor Willems

Social & Creative Selling - Sales training (English)

Blue Pepper
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Description

Social & Creative Selling (English)

Introduction

The world of sales has changed quite drastically. And so should you.

A few years ago you would find a sales rep, stepping into the door of his customer or prospect

and having a chat over coffee. Where in the end this rep would get a brochure or product out

of his bag, and name all the technical specs of his product.

Now a days the customer is not available. Meetings without an appointment are not desirable

nor accepted. Buyers have less time. And if they do have time, you better have a strong

compelling reason to call on them. The buyer is well educated and knows typically quite a few

things about you, your company and your product. …

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Didn't find what you were looking for? See also: English (FCE / CAE / CPE), Sales / Selling Skills, C/C++, French, and Spanish.

Social & Creative Selling (English)

Introduction

The world of sales has changed quite drastically. And so should you.

A few years ago you would find a sales rep, stepping into the door of his customer or prospect

and having a chat over coffee. Where in the end this rep would get a brochure or product out

of his bag, and name all the technical specs of his product.

Now a days the customer is not available. Meetings without an appointment are not desirable

nor accepted. Buyers have less time. And if they do have time, you better have a strong

compelling reason to call on them. The buyer is well educated and knows typically quite a few

things about you, your company and your product. In fact, Gartner states that a buyer

already is for 57% through the buying process before he actually is in contact with a sales

person. Buyers are not interested in all technical details but mainly want to learn "what´s in it

for them," how will you as a sales person help them with reaching their business objectives.

In short, the buying process has changed. It´s more complex, more competitive and more social

  • Google studies found customers using 18.2 sources of information before making a purchase decision; out of which at least 7 - 8 sources are digital.
  • 75% of B2B buyers now use social media to be more informed on vendors
  • Gartner; the typical buying group for a complex B2B solution involves six to 10 decision

Makers

  • 90% of decision makers say they never respond to cold outreach
  • 75% B2B buyers use social networks to conduct research

Now with Covid, this all got even worse. Buyers are not in the office, can´t be reached through

their office numbers and will not accept any visits at their office. If they do have time for you,

you better make sure you understand their pains, drives and needs and come up with valuable

insights that will make their business life easier.

 

A recent McKinsey study shows that the COVID-19 pandemic has dramatically accelerated the

already-changing dynamics of how work gets done between buyers and sellers

  • 94% of respondents view today’s B2B omnichannel reality—in which customers buy face-toface, remotely, and online—as being as effective or more than before COVID-19
  • B2B customers now regularly use 10 or more channels to interact with suppliers
  • Customers are less loyal and expect more from suppliers
  • 80% B2B decision makers say they will actively look for a new supplier if performance guarantees are not offered
  • B2B leaders are embracing the new normal of omnichannel sales. Customers use different

sales channels—for example, face-to-face, videoconferencing, online chat, or online

marketplaces—at different stages of the buying journey.

Plus, many sales people are less involved with actual selling today. They´re merely drowning in

administrative issues, solving customer complaints, fixing supply chain bottlenecks and informing

customers about drastic price increasements. And in some cases, telling the customer they will

not be able to supply their goods due to shortages in the market space.

Based on our own research with participants from around the world we conclude that 60%

believe the selling process has become more difficult due to Corona, 40% perceive it as actually

easier and smoother. We help both groups to accelerate in sales.

Immediate results and impact

As you have read, the sales world is changing. This Social & Creative Selling program helps you to deal with these changes in the way of working. After this training you will know the exact difference between social selling, virtual selling and creative selling, you will get started with your own digital sales plan and you will know exactly what to use, when and for whom. This training will enable your sales effectiveness to make more contacts, get more appointments and stand out even more as a seller.

Programs and topics

  • Social selling, virtual selling, creative selling
  • Connecting, reaching out to suspects, prospects, customers
  • Sharing and educating
  • Build rapport, gain trust and develop your relationships
  • Closing the sale and actual account management
  • Digital research & funnel management
  • (Personal) brand building and messaging
  • Lead nurturing and digital marketing
  • Sales automation and IT-Integration (e.g. CRM)
  • Social media channels (YouTube, LinkedIn, Instagram, Facebook, etc.).
  • Virtual meetings, email, messaging, forums, streams, live events & webinars, blogs, live chat, mobile apps

 

Target audience

Whether you are just active in the sales profession or have been a salesperson for years, you just want to know more about social selling, virtual selling and creative selling. You are curious how this new way of working will increase your sales effectiveness and how this will make you even more successful. You want to know all the details so that you as a seller are even better prepared for the future. This one-day sales training is ideal for you. This training is attended by various types of salespeople, both young and not so young and they are active in all types of companies, from small to large enterprises and working in (international) B2C and B2B environments.

 

Foreknowledge

You are active in sales, but no specific prior knowledge is required for this training.

 

Trainer

Sandor Willems (1974) is a commercial advisor and trainer at Blue Pepper, which he founded. With his years of international sales and marketing experience, his own models, methodologies and approach, he helps organizations, large and small, to become and remain structurally commercially better. He helps you to grow faster than ever.

 

Investment

750€ (ex btw)

Further information

  • 1 day from 10.00 – 16.00
  • Classroom or virtual
  • 2 to maximum 10 persons
  • Study material will be available
  • Including drinks and great lunch
  • Certificate of completion

Over Sandor Willems

Sandor Willems (1974) is zelf jarenlang internationaal actief geweest op het gebied van sales en marketing en kwam vrijwel letterlijk elke week in een ander land en een andere cultuur. Hij heeft samengewerkt met Amerikanen, Canadezen, met Europeanen uit diverse landen, met partijen uit het Midden-Oosten, en niet te vergeten met Japanners en Indiërs. Hij heeft zich altijd bezig gehouden met bedrijven, teams en individuen structureel commercieel sterker te maken en te laten groeien. Met zijn jarenlange kennis, ervaring en zelf ontwikkelde strategie heeft hij zijn commercieel advies- en trainingsbureau Blue Pepper opgericht. Zo werkt Sandor voor verschillende Fortune200 bedrijven, bij diverse Nederlandse mkb-bedrijven, snelgroeiers en meerdere start- & scale-ups. Verder is hij docent sales en marketing aan de Rome Business School. Na zijn eerste boek E-Business, van hype tot noodzaak, is dit Sandor Willems’ tweede boek.

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Sandor Willems
Sandor Willems
Internationale sales en marketing trainer

There are no frequently asked questions yet. If you have any more questions or need help, contact our customer service.