1. Sales training
AIESEC Citius Conference 2008
Nyborg, 1 November 2008
Jonas Bengtson, BCG
(c) Claus Lehman Hansen & Jonas Bengtson (2004)

2. Agenda
Introduction
Personality types
The sales conversation
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3. Agenda
Introduction
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4. What's your goal of this session?
What would you like to get out of it?
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5. What's your goal of this session? ...
1 To learn more about yourselves in the sales situation
2 To learn about the good sales conversation – do's and don'ts
3 To learn about some of my personal sales experience
4 To become prepared to go home to your LCs and start raising TNs starting next week!
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6. A simple framework for why things don't work ...
Challenges Rationale Consequences
Don't like quot;cold callingquot; quot;Cold callingquot; not carried out
1 Attitude and mentality-related Insecurity
success criteria Desired results not
Lack of self-confidence achieved => negative
impact on sales team; loss
Lack of prioritization of motivation
2 Time and Planning Lack of clearly defined
goals and objectives Lack of competence
development within sales
Lack of Preparation
Lack of structured named
3 Data Management accounts management Lack of pipeline creation
Inefficient data infrastructure
Lack of market knowledge
Lack of experiences
4 Competences
Lack of tools and techniques
Risk of losing share to
other organisations
Source: Jonas Bengtson; Jakob Teilmann
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7. The quot;competence stairsquot; ...
Motivation & Performance
Known competence
Unknown competence
Known incompetence
Unknown incompetence
From unknown incompetence to known competence Competence level
affects motivation and performance
Source: Jonas Bengtson; Jakob Teilmann
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8. Agenda
Personality types
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9. Personality types…
(Not available)
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10. Agenda
The sales conversation
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11. The sales conversation
The different phases of a dialogue and their
objectives…
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12. Dialogue phases and objectives
End Goal
1st or 2nd
sales meeting
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13. Dialogue phases and objectives
Contact Closing
End Goal
Information Solutions
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14. Dialogue phases and objectives
Contact
Show interest (Motivation)
Empathy (your voice)
Integrity & confidence (Rationale)
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15. Dialogue phases and objectives
Info
Ask questions
Active listening
Control/guide the conversation
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16. Dialogue phases and objectives
Solution
Activation of needs
Selling Arguments
Confidence in solution (accept)
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17. Dialogue phases and objectives
Closing
Summarize the conversatoin
Next steps (1st/2nd meeting)
Personal goodbye…
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18. The sales conversation
Contact Closing
End Goal
Information Solutions
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