We could think that everyone can sell. Whether being a customer or a sales person we are aware of the tasks of a salesman. But do we really know what makes a sales person really successful and effective? The course teaches how to increase sales results by improving our attitude, skills and behaviour.
DURING THE COURSE besides the essential theories, the participants are preparing the cases for two of their customers in Develor’s Client Matrix, and the designed strategies they can implement immediately after the course.
DURING THE PROGRAM WE EXPLORE THE SALES PROCESS based on the Develor sales model and explore how to be more effective by capitalizing on our strengths and extended use of the Insights colour energies. We also discover the behaviours, and strategies required to be successful in sales through the lens of the sales persons’ preferences. Participants will also learn to apply the Insights core principles in sales context; how to identify and recognize clients’ dominant colour energies and how to adapt and exert influence on them in the various stages of sales. Participants will also have the opportunity to practice and further develop their Insights knowledge in the selling process by customized exercises.
THE INSIGHTS DISCOVERY PERSONAL PROFILE AND EFFECTIVE SELLING CHAPTER are integral to the program allowing individuals to explore their preferred selling style and how this will manifest itself at each of the stages of the sales process.
By the end of the program participants will be able to maximize sales effectiveness by using all four colour energies depending on the customer’s style and needs and the sales situation
Insights Discovery Personal Effectiveness
- Insights Personal Effectiveness Advanced
- Negotiation Skills
- Strategic Account Management
„During the year 2010 ING Pension funding organized a series of trainings for a part of its employees and agents. Our only partner in this project was Develor Bulgaria. ... My impressions with Develor are from our joint work on the preparation of the program application documents, setting up training goals, their realization and the finalization of the project. Our initial expectations changed during the process of needs analysis. Our Develor partners extremely skilfully expanded our horizons and managed to mark specific areas where we should focus our efforts. Trainings were focused on practice and diversity of situational modules. They were delivered by three Develor trainers. Except for my excellent impressions by Todor Todorov, I can confirm my colleagues’ high appraisals for the other trainers. We still discuss the Insights profiles which every participant received even a year after the training. I would like to express my high appraisal for the entire project and for [how they] managed to help us see more clearly our boundaries on specific elements which to put on their right place, and most of all for that today we have the knowledge how to manage our sales and expectations.”Elitsa Zancheva, Sales Manager - ING Pension
"Develor has carried out a training Finances for Non-financial Managers for our company. The training was based on everyday situations that our employees are coping with. It was focused on active practice using business simulation, where the participants could develop and practice the acquired theoretical knowledge and skills. I highly appreciate that the theory and practice was well balanced. The performance of the trainer on the trainings mirrored his long time real life experience. This enabled him via a number of examples from practice to explain the presented issues more effectively. I highly appreciate the professional, flexible and quick work and approach of Develor that was supported by a deep understanding of the SkyEurope Airlines needs."Ladislav Matasovic, Learning & Development Manager - SkyEurope Airlines
“…With the present reference I would like to express our satisfaction with our cooperation with Develor Bulgaria. Our contacts with the company began in 2010 when Merck Bulgaria hired consulting company, Develor for conducting different training programs for employees’ development in sales, communication and relationships with clients. Training programs were continued during 2011… As a result of the program my team substantially changed their work approach and way of communication with their colleagues from other departments. They started achieving their goals more easily and finding the shortest way to clarify work cases. The training contributed also for the significant change in the team itself – communication is clear and concrete, team spirit is visible and there is initiative for taking responsibilities…”Stela Petrova, Financial and Administrative Manager - Merck
„Selling generic products on highly competitive market demands an intelligent approach. As many other generic pharmaceutical companies it was Zentiva’s dream: satisfied customers’ needs, high - end affordable product, and the best human resources. Insights Discovery has made it true. Develor’s tool has helped Zentiva medical and sales representatives to go to extraordinary lengths to assist company clients. Insights Discovery transformed our employees’ sensitivity for customer needs into passion for customer service exceptional quality.”Lyubomir Chipilski, Medical Director - Zentiva
„Zentiva a.s. cooperates with Develor since middle 2005 winning in a regular tender. The cooperation is focused on managerial courses (leadership) and basic competences (communication, goal orientation) of sales representatives and product managers. The courses were realized by Develor according to Zentiva’s assignment which came out of its educational program. Quality of the course content same as professional level of delivering were always evaluated positively by participants especially because of interactive methods and practical application. Trainers were flexible in using languages realizing courses in foreign subjects of Zentiva a.s. because the courses were delivered not only in Czech and Slovakia but also in Baltic countries and Romania. Besides professional knowledge we appreciate also very helpful approach of Develor’s management and individual trainers.“Bohumil Mandík, Field Force Training Manager - Zentiva
Adient arbeitet seit 2016 mit Develor im Rahmen unserer Führungskräftetrainings zusammen. Wir sind sehr zufrieden mit der Kooperation. Besonders schätzen wir Develors Flexibilität Themen mit uns gemeinsam zu entwickeln sowie an unsere Bedürfnisse anzupassen, dies zeigt sich auch in den sehr positiven Teilnehmerevaluationen. Wir freuen uns auf die weitere Zusammenarbeit.
Dr. Rabea Haag, Manager Learning and Development EMEA - ADIENT