Personalised Training Systems

Marketing and Sales Consultants

Personalised Training Systems has been providing Sales Training Programmes in the, Mining, Building Industry and associated ‘Aftermarkets” since 1980.

Organisations who benefit from our services require a ‘Business to Business’ sales approach, we provide the necessary skill development.

Our programmes are designed to improve the quality of ‘New Business’ won. The Sales Approach is built around ‘Selling Service Value’ and the ‘Building of Long Term Business Relationships’.

Key areas to which we give focus during the programme rollout include:• Field Sales Management Skills and Activities• Company Culture and Competitive Advantage• Customer ‘Gap Analysis’ and Cost Benefits• Sales Interview Planning and Control• Integration of Marketing/Product Management and the Selling Approach• Market Segmentation.• Specification and Project Tracking and Relationship Management

Personalised Training Systems has considerable consulting and training experience in theBuilding industry both in Specifications and Selling to Contractors and Sub-trades.

The ability to develop a tailored Sales Guide for your organisation’s Building Product andServices is one of our key competencies. We continue to conduct programmes in Australia, New Zealand, China, Singapore, Hong Kong, and South Africa.

Contact: David CookManaging Director Telephone: 0412 216 892Email: david@personalisedtraining.com.au

RELATIONSHIP MANAGEMENT AND PROSPECTING

SALES CALL PLANNING

S.I.P.

ProblemGAP

Current Situation

My ServiceImprovement(Solution)

Closed

F A B

FAB (My Service) Leading Questions

Situation

Leading

Issues & Questions

Funnel

POTENTIAL

Customer Relationship on the Value Chain Family Tree

Interaction Patterns

H

Sales

L H Quality/Value

Customers/Prospects

Screen of

InterestInterview Planning

Commitment Question to my

Feature

PROJECT SELLING AND TRACKING – THE SALES APPROACH

Concept Stage

1. THE LEAD SIP Step 1

Reed construction data

2. LEAD ANALYSISCommon clientSpecifier’s knowledgeGeographic locationConstruction valueNumber of apartments*enter in Project Register

3. QUALIFICATION CALL SIP Steps 2,3

DeveloperArchitectInterior designerQuanitity surveyorExternal project managerBuilder

4. APPOINTMENT SIP Step 4Our Showroom, client’s office, on-site)Qualification criteria, processOur Company, profile, history, capabilityProject goals, marketing, price point etcRelationship mixFAB analysis – who is competitor?Who is specifying?Who is purchasing?Who is building?Who is purchasing?Who is buying (merchant)Identify parties with strength

*enter in Project Register – review probability factors – refer to Sales Guide

PROJECT SELLING AND TRACKING – THE SALES APPROACH

Development Stage5. PRODUCT SELECTION SIP Steps 5,6,7

6. CONFIRMATION OF SELECTION

(Specification)

Quotation

7. FINE TUNING – NEGOTIATION SIP Step 8

Specification released

Tenders presented

Merchant support

Active protection of specification

Presenting alternatives (if required)

Create future project order

Install display

*enter in Project Register

PROJECT SELLING AND TRACKING – THE SALES APPROACH

Implementation

8. CONFIRM RECEIPT OF ORDER

Merchant support

9. CONFIRM DELIVERY SCHEDULES

10. INTRODUCTION TO BUILDER AND APPROPRIATE SUB-TRADES

11. DISTRIBUTION OF TECHNICAL DATA

12. OFFER SITE SUPPORT

13. MONITOR CONSTRUCTION PROGRESS

Update delivery schedule

14. RETRIEVE DISPLAY STOCK

15. ASSIST IN FINAL INSPECTION PRIOR TO HANDOVER

16. REFER TO STEP 1

RELATIONSHIP SELLING GUIDEThe Learning and Reference Process - Section One

Understanding your Sales Role

Value Chain Analysis By Customer Segment

Developing Your Customer Relationship Matrix

Measuring Customer Business Relationships

Mapping a Customers Sales Potential

Developing The Appropriate Skills And Knowledge Profile

RELATIONSHIP SELLING GUIDEThe Learning and Reference Process - Section Two

Relationship Sales Skills Projecting A Consultative Sales Style

Pre-Call Planning

Sales Interview Plans

Controlling The Interview

Funnelling And Problems

Gap Analysis

Commitment

Presentation Of Your Solution / Close

RELATIONSHIP SELLING GUIDEThe Learning and Reference Process - Section Three

Sales Tools

Relationship Matrix Balance Sheets

Adding Value / Pre-Call Planning

Fab Analysis

Funnel / Questions

Reed Construction Data

Planning and Reporting

CRM and Project Tracking.

RELATIONSHIP SELLING GUIDEThe Learning and Reference Process - Section Four

Product Knowledge/Services Knowledge

Tech Literature

Company Services and Competitive Advantage

Case Studies and Gap Analysis

Fab Analysis

Funnels For Customers / End Users