4
Services for the Sales Lab
Key Features
Key Features
Vignette
- Detailed description of the advantages a product has to offer
- Written generally about Sales Lab Trainings
- Could be printed on Flyers and displayed on the Sales Lab Website
Vignette
General Target Groups
Target Groups
- Structured by Geographical and Psychographical Factors
- Demographic factors are not relevant as all kinds of Salespeople can benefit from training
- Target Groups have to be defined "a priori", meaning:
The segmentation proceeds from theoretical deduction rather than from observation and experience
Budget/ Cost
Incorporation of speakers and third parties 45%
Budget/Costs
- Advertising 10 %
- Workforce 25%
- Technological 10%
development
- Adjustments 10%
Savings in:
- Equipment
- Rooms
- Creation of Channels
- Staff
Advertising
Advertising Strategy
Set Measurable Goals
"Increase the amount of inquiries by X% over the course of the first advertising instance which will take X months"
Step 1
Choosing the Right Channels
Step 2
Which kinds of Emotions does a Channel create
What
to keep in Mind
How much Money are we willing to spend?
https://blog.hubspot.com/marketing/effectiveness-of-advertising-in-asia-pacific
Strategy
Multichannel Marketing
Channels
Channels
HS Aalen
Website
Email Advertisement
Email Newsletter
Advertisement
Fairs
Events
YouTube
Social
Media
Execution
Step 3
Students Sales Lab
Market analysis
Market Analysis
SWOT analysis
Market
-No competition right here nearby
-Big companies in Aalen, like Zeiss
-Little confusing market
-Hard to compare with competitors
Competition
Future
-More online seminars
-More intercultural training
-Market will grow
Future
Pricing
Our price
-We will orientate on the other prices
-Low prices at the beginning
-Higher prices later
-Fixed and individual prices
-Students are for free
Pricing
5-Step-Sales-Cycle
- Simple way to structure the Sales Process
- Mirrors the "buyers journey"
- 5 Steps Include:
- Initial Contact and Rapport Building
- Needs Discovery
- Offer a Solution
- Handle Objections and Close the Sales
- Follow Up, Repeat Business and Referrals
Sales Training
Initial Contact and Rapport Building
- Hard earned routine is mandatory for successful first contacts
Our goal: Give clients a basis to develop their best style to approach new customers
- Involve Sales Lab's technology
Initial Contact and Rapport Building
Needs Discovery
- Providing structure for "Discovery Calls"
- Again Sales Lab's technology comes into play e.g. for analyzing role-play
Needs Discovery
Offer a Solution
- Connecting the potential customer’s needs and wants with the corresponding features and benefits of your product offering
- Tightly connected to Presentation Training
Offer a Solution
Handle Objections and Close the Sales
Handle Objections and Close the Sales
Follow Up, Repeat Business and Referrals
Presentation Training
Presentation Training
Our presentation training focuses on the essential elements of a successful presentation.
Improvement in your presentation skills for a lifetime
Topics
Content
- Preparation
- Visualization
- Personal appearance
- The art of elocution
- Closure
Preparation
- Aims to create a conception of the presentation
- based on influencing factors that affect the outcome of the presentation
Influencing factors
Time management
Intention
goals to meet:
- informative
- persuasive
Deadlines for:
- research
- requirements
Influencing factors
Information
Target group
- Methods
- Sources
- expectations
- Interests
- Interaction
Interaction Strategies
Supports teaching and learning with the audience
Visualization
- Aims to show our participant the relevance of sending a message through pictures
- Shortens the presentation data
- growth in efficiency
- persuasion growth
- Type of visualization
Incorporation with the Sales
Lab technology
Sales Lab technology helps us with:
- Colors
- pictures
- Visual aids
Using visual aids correctly
Visuals aids clarifies complex ideas and processes
OK
Personal appearance
Trust is built with the first impression
- Clothing
- Voice
- body language
Your personal appearance shows: confidence, credibility and competence
Elocution
Elocution
The art of combining words and gestures that express force,beauty and sense.
- Create a welcoming ambient
- Persuasion techniques
- Pronunciation and vocabulary
- Gestures
- Posture
Let the audience emotionalize with you!
Closure
Show your audience the meaning of your presentation
- Comprehensible ending
- Focus on your goals
- Strategies in your conclusion
- Conclusion methods
Call your audience for action.
ROAD MAP
Practice
Content
- Introduction
- Lessons
- Feedback
Application of the training
- Learning by doing
- Feedback
Process
Time for networking and reflection
Recess
Presentation Training
KEY RESULTS
Grab audience attention right from the start and keep it
Outcome
Simplify complex information so that audiences get, and remember your key messages
Deliver high impact presentations that audiences remember and act on
Look, sound and feel confident
Why Intercultural
Training?
GLOBALIZATION
Intercultural Training
Language Barriers
Misunderstandings
Conflicts
Knowledge
Morals
Content
Courtesy Forms
Manners
Customs
Soft Skills
Removal of Prejudices
Adaptability - Acceptance
Observe Situations
Dealing with Culture Shock
Need External Coaches
Ressources
Sales Lab Technology
USP
Club
- Hold our customers longterm
- Bonus program
- Creating an app
club
Blueprint
Sales lab
1. Eye Tracking
2. Neurobit Optima
3. Sales training
sales Lab
Obstacles
- Sales Lab did not provide us with budgeting information
- No previous knowledge about how to create a business, let alone a Training
- Sales Lab couldn't help much either, as they were on several projects and didn't have much time
- Working as four, plus being connected with another group of four made communication quite difficult