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Sales Management

 Sales Management

Organizations invest considerable input in training selling skills, but do not pay enough attention to managerial aspects.  When excellent sales people are promoted to management, they do not always have the special managerial capability needed in this field. We offer a variety of training and consultation to help executives acquire the tools necessary to achieve success.  We train sales managers to work correctly with reports and figures, to derive from them the strengths and weaknesses of each salesperson, and to guide and promote them.  We teach sales managers how to support their personnel in managing their sales “energy sector” in the long-term vis-à-vis rejection and refusal experiences, and to initiate long-term sales processes.

Initiative and Sale Skills

Effective persuasion in the sales process requires an understanding of who the customer is and how he makes his buying decisions.  We give our clients a new language of selling focused on both the consumer and the product.  In order to create effective powers of persuasion, the sale should be adapted to the type of customer, his motives, and his emotional needs at every stage of the sales process.  Effective selling requires the creation and establishment of trust between the salesperson and the buyer.  It is therefore important to acquire excellent persuasion skills:  containment, empathy, correct preliminary questioning, evaluation, identification of needs, developing trust, influence, and closing a sale.  The world of sales requires a high level of initiative and energy. It is full of challenges and requires leaving one’s comfort zones. We specialize in providing models and tools for pinpointing the customer’s needs, evaluating through decision-making and the customer’s unique buying profile, identifying stages in the selling process, and providing an appropriate response for each of them.  We teach the psychology of sales in order to increase the number of transactions reaching the closing stage, and to maintain these results in the long term.

Focus on Retail Sales

Today, when it is much more difficult to get customers to enter your store, and the battle is over every customer and increasing the basket of purchases, the professional level of the sales encounter is of enormous importance.  A store manager has to lead his employees in creating a very effective sales encounter, and we therefore work on developing the manager’s ability to work precisely and with high resolution on the connection between the salesperson’s behavior and his performance and business result indexes. As essential as it may sound, it does not happen enough.  Most of the load is carried by the store managers.  Their feeling that they don’t have enough staff and concerns that they will have to invest a great deal of effort with a changing staff of salespersons make it difficult for the managers to do this consistently and systematically.  We help them do this with ease, focus and success.

From the wealth of data available to the store managers (such as the average purchase per customer and the store conversion ratio), we teach them to retrieve what is relevant to each salesperson, and to derive from this information the necessary guidance, while they are able to chart the learning and improvement curve of each salesperson.  We help the overloaded managers achieve this by “small and precise movements,” without “depleting their energy,” from our understanding of their pressurized work environment and multiple tasks.  After formulating a correct sales concept and methodology for the sales floor, we work from top to bottom in the organization, so that each executive echelon will manage, supervise, and guide the level below to do what is needed to ensure consistent and correct sales behavior, each time and with every customer.

Psychology of the Retail Space

The environmental design of the retail space has a decisive influence on the customer experience, and on his readiness and willingness to buy.  Psychological research has amassed vast knowledge on the effect of lighting, design, arrangement of products, furnishings, smells, music, signage and and visual markings on the customer experience. All the following factors have an influence on the customer in his encounters with the company: at the entrance to the retail space, the time spent waiting in line, time spent sitting or standing in order to receive service, the encounter with the various company representatives, and even the encounter with the company’s service facilities (stairs, elevators, etc.).  We help companies and organizations to map-out the functional and emotional needs of their customer segments in their encounter with the company, including by identifying the psychological and behavioral aspects of the physical planning of the location and providing advice on how to adapt the retail structure and space. We recommend to our clients a design and organization of the space in a way that will provide an incentive for achieving the business goals and support the desired image and strategy.