New Sales Advantage Presentado por: Cynthia Abreu Corporate Solutions Consultant

Transcripción

1 New Sales Advantage Presentado por: Cynthia Abreu Corporate Solutions Consultant

2 Copyright 2010 Dale Carnegie & Associates, Inc. Circuito Médicos #3-102 Ciudad Satélite, Naucalpan, Edo. de México, Tel Ext All rights reserved. Printed in the U.S.A.

3 New Sales Advantage Tabla de Contenidos 1. Objetivos Temario Metodología Análisis de Inversión 5. Quienes Somos Metodología Porque Registro de éxitos Referencias...

4 Prosa New & Dale Sales Carnegie Advantage Training New Sales Advantage Diseño e Implementación: Título del programa: New Sales Advantage Objetivos del Programa: Desarrollar auto confianza para vencer los retos en los negocios. Captar la atención en forma profesional logrando el interés del cliente Comunicar, negociar y vender desde el punto de vista de nuestro cliente. Dominar un proceso de ventas y negociación consultivo para acelerar el ciclo de venta. Fortalecer relaciones con nuestros clientes construyendo credibilidad, lealtad y relaciones de largo plazo. Desarrollar una actitud positiva y pro activa para generar resultados predecibles en ventas. Dar seguimientos eficaces y organizar en forma estratégica

5 New Sales Advantage Programa: SESIÓN 1 CONSTRUYENDO RAPPORT Comprender y aplicar un proceso de ventas comprobado para crear relaciones de negocios. Como hacer que los clientes estén deseosos de hablar con usted Establecer credibilidad inmediata para estar en rapport con los clientes. Vender o negociar sin un proceso es como pescar con una caña de pescar en lugar de usar una red, pescara algunos, pero tomará mucho más trabajo y tiempo. El proceso de venta y negociación inicia construyendo rapport, estableciendo credibilidad y brindando soluciones asertivas que apoyen el éxito de nuestro cliente, iniciando la relación y nuestro primer contacto en forma profesional, captando su atención e interés en nosotros. SESIÓN 2 GENERE INTERÉS Descubra y apele a los diferentes intereses de los clientes. Utilice preguntas poderosas para obtener la información que necesita para entender la necesidad Ensanche la brecha de expectativas del cliente para crear ínteres. La recopilación de información forma el corazón de la soluciones que como consultor y profesional presentamos y que ayudará a nuestro cliente a mejorar y exeder sus propias expectativas, explorando exhaustivamente los deseos, necesidades, motivos e intención estratégica de nuestro cliente.

6 New Sales Advantage SESIÓN 3 PROPORCIONES SOLUCIONES Desarrolle soluciones que son únicas para cada comprador. Presente soluciones que son persuasivas y convenientes. Apele a la lógica y a las emociones. Para diferenciarnos en un mercado aglomerado y competitivo, necesitamos ser únicos, con planteamientos excitantes para solucionar los problemas y requerimientos de nuestros clientes, en este módulo construiremos valor en la solución, lo que presentemos y como lo presentemos es crítico en el proceso de venta y negociación. SESIÓN 4 RESOLVER OBJECIONES Encontrar puntos de acuerdo para bajar la resistencia del cliente. Hacer la pregunta correcta para descubrir objeciones ocultas. Responder a las objeciones con confianza y construyendo credibilidad. Le parece que cuando se presentan objeciones, usted parece no llegar a la raiz de la causa? Es posible que en una situación de ventas hayan obstáculos que deberán ser vencidos antes de que una decisión de compra sea hecha. Trabajaremos con herramientas para descubrir las objeciones ocultas, y obtener que sean expresadas y resuelta, además de responder a las necesidades emocinales y racionales de nuestros clientes convirtiendo la objeción en una oportunidad de negocio. SESIÓN 5 APELE A LOS MOTIVOS Y OBTENGA EL COMPROMISO Evalúe a los compradores para movilizarlos hacía la venta. Involucre las emociones del prospecto en el proceso de compra. Solicite la venta con confianza.

7 New Sales Advantage Manipulas, presionas, convences o influyes en tu cliente? Una sobre-enfasis en el cierre puede llevar a técnicas manipuladoras y restringir la relación con nuestro cliente. En el transcurso de la venta, el cliente constantemente evalúa lo que se dice y hace. Los clientes pueden responder verbal, física o emocionalmente a los conceptos y productos que son presentados. Estas respuestas pueden ser de compra o señales de alarma. Debemos poseer la habilidad de reconocer éstas señales, interpretarlas de manera precisa, responder asertivamente y de esta manera apoyar con nuestra experiencia brindando mejor servicio a nuestro cliente. SESIÓN 6 DESCUBRA OPORTUNIDADES Penetre en cuentas existentes e incremente la lealtad de la clientela. Busque prospectos para llenar su línea de negocios. Creando una red de referencias de campeones que le traen negocios. La gente esta culpando a las circunstancias de lo que ellos son. Yo no creo en las circunstancias. Las personas de éxito son aquellas que se levantan y buscan las circunstancias que desean y si no las pueden encontrar, las crean. George Bernard Shaw En este módulo aprenderemos como trabajar estratégicamente, utilizar eficazmente nuestro tiempo, despertar nuestra visión de negocio descubriendo oportunidades, ir a la fuente correcta para encontrar contactos, desarrollar campeones y construir una red efectiva de referencias para genererar nuevas oportunidades de negocio.

8 New Sales Advantage Consorcio Ara & Dale Carnegie Training SESIÓN 7 PLANIFIQUE PARA EL ÉXITO Desarrolle una visión personal motivante. Fije metas significativas para asegurar niveles más altos de éxito en ventas. Maneje su tiempo para enfocarse en acción rentable. Crea valor agragado para clientes con seguimiento efectivo. La manera como empleamos nuestro tiempo determina lo que obtenemos de la vida y más importante, como nos sentimos acerca de nosotros mismos y del mundo que nos rodéa. El establecer metas y objetivos claros nos permitirá asegurarnos que tomemos acciones consistentes hacia estas dirigiendo nuestro conocimiento, energia y entusiasmo en forma eficaz e inteligente. SESIÓN 8 DOMINE EL PROCESO DE VENTAS Y NEGOCIACIÓN Unir el proceso de ventas. Encontrar y comunicar fortalezas para crear relaciones. Construir sobre los éxitos que ha experimentado en este programa. La investigación ha demostrado que aprendemos más de lo que hacemos que de lo que observamos, por lo que en esta sesión tendrá la oportunidad de demostrar el proceso de ventas y negociación en el que hemos estado trabajando, apoyando el salir de nuestra área de confort y llevando el proceso en nuestra vida profesional.

9 New Sales Advantage Program Delivery Metodología Formato Intensivo: Se desarrollará durante tres días consecutivos. En un horario de 7:30 a.m. a 3:00pm. Iniciamos el 22 de Octubre. Análisis de Inversión Bienvenida Material del participante que incluye: Manual del participante Libro de Oro Libro Estrategia de Ventas Ganadoras Diploma internacional Dale Carnegie Training Reconocimientos varios Sede: Hotel Sheraton Ma. Isabel de Reforma ó La Torre Mayor Desayuno (formato intensivo) y Coffe brake

10 New Sales Advantage Recursos: Monto de inversión por persona $ 10,500 más IVA. Consideraciones de Contratación Cada seminario será impartido por 1 trainers certificados por DC & Associates La sede será proporcionada por Dale Carnegie Training México en grupo abierto en el hotel Sheraton Ma. Isabel de Reforma o Torre Mayor. Los programas incluyen un Diploma Internacional por Dale Carnegie Training. Cualquier comentario o pregunta, pueden tener la confianza de contactarnos Cynthia Abreu Corporate Solutions Consultant Dale Carnegie Training México Ext 1020 Nextel: cynthiaa@dalecarnegie.com.mx

11 Who We Are Founded in 1912, has evolved from one man s belief in the power of self-improvement to a performance-based training organization with offices worldwide. It focuses on giving people in the public and private sector the opportunity to sharpen their skills and improve their performance to build positive, steady, measurable results. Headquartered in Hauppauge, New York, is represented in all 50 of the United States and in over 65 countries, and is dedicated to serving its clients throughout the world. serves the public and private sectors in 160 locations worldwide and provides its clients with the resources of 2,700 trainers and consultants. Each has undergone rigorous training to become certified in the Carnegie Process. Each is also required to take re-certification training annually. These expert practitioners shape the Carnegie body of knowledge into tools you and they can use to cocreate the high performance, customer oriented teams you desire. Over seven million individuals have participated in Dale Carnegie Training, many of whom participated specifically to strengthen their ability to: Build teamwork Enhance customer focus Develop leadership Generate enthusiastic cooperation from others Motivate others to peak performance Communicate persuasively

12 We support the growth of successful organizations by creating successful individuals through training and development solutions. More than seven million graduates worldwide Training implemented in over 400 of the Fortune 500 corporations Flexible projects with condensed or space learning format In business since 1912 and financially sound Proven system for developing high quality trainers Expertise from local and global resources Over 2,700 carefully selected professional trainers in more than 85 countries Programs in more than 25 languages We thrive on customizing our products to fit your needs Management involvement in application reinforcement ISO 9001 Certified Continuous Improvement processes to ensure quality

13 Global Network Partial Listing of Worldwide Locations: Africa & Middle East Bahrain Egypt Israel Kuwait Lebanon Morocco Qutar South Africa United Arab Emirates Asia, Australia & Pacific Australia Brunei China Guam Hong Kong India Indonesia Japan Macau Malaysia New Zealand Philippines Singapore South Korea Taiwan, R.O.C. Thailand Europe Austria Belgium Cyprus Czech Republic Denmark Estonia Finland France Germany Greece Hungary Iceland Ireland Italy Luxembourg Netherlands Northern Ireland Norway Poland Portugal Romania Slovakia Slovenia Spain Sweden Switzerland Turkey Central & South America Argentina Bolivia Brazil Chile Ecuador Guyana Paraguay Surinam Uruguay Venezuela

14 The Carnegie Performance-Improvement Advantage At the core of the Process is a four-phase approach that coaches participants through a performance improvement cycle. Attitude Change Top performers possess the right attitude and skills. We will continuously motivate your employees to strive to surpass their goals. We will assist your employees to envision what they can become, thus creating a positive, enthusiastic attitude. Knowledge We provide participants with information, tools, and strategies for success. The Principles and Drivers of Success lay a strong foundation for development. Practice We will immerse your people in real-world challenges. Participants will stretch their comfort zones to include results-producing skills, activities, and tasks. We encourage and teach individuals to apply their newly acquired skills in real-world situations. Skill We will adapt to the needs of the class participants, observing their growth along the way. Then, we teach them to put it all together to breakthrough performance.

15 The Dale Carnegie Methodology The Cycle of Performance-Improvement creates a culture for learning and behavior change: Participative: Adults learn by doing. Active involvement, rather than lecturebased training produces optimal results. will emphasize skills over knowledge. Knowledge is important as an entryway to skill development, but for success, we must practice new skills. It s not so much what we know, but what we can do with what we know, and our attitude toward doing it! Positive: Research has shown that adults learn quicker, are more likely to position themselves for breakthroughs, and enjoy longer lasting results in a positive environment an environment where we can try new things and build off of our strengths. Dale Carnegie firmly believed that a person is made up primarily of strengths. For some of us, this may be a welcome change! Permanent: Training is conducted over a period of time resulting in new habits that will remain with you long after the training is complete. Practical: Instead of role-playing, participants apply the training tools to their current business reality. Some participants say, If I get one idea from this seminar, it will be worth my time. It is not enough! Great things will happen in the classroom, but what really matters is what we apply in the real world to produce real breakthroughs! The principles we ll be working with have been tested. They work. They have been proven! Pushes the Comfort Zone: What comes to mind when you hear the term comfort zone? We define it as the mental home in which we live. Most of us prefer to associate with people who are within five years of our age, similar socioeconomic background, work, values, etc. The challenge is that opportunities often lie outside our comfort zone. We may know something is outside of our comfort zone when we hear that voice in the back of our heads say, Oh! I could never do that! The single most limiting factor in an adult s life is often the size of their comfort zone. Our goal is to gently and persistently stretch our comfort zone by developing more confidence/flexibility, so that we can take advantage of new opportunities. A breakthrough is typically far outside our comfort zone.

16 Why? At a certain point in the evolution of your business, it is beneficial to seek outside resources to introduce new ideas as well as experience and the expertise that may not exist in your organization in particular areas of training. from a Business Perspective We have established experience in the training of organizations that seek to bring out the best in their employees. In large and small companies, in various industry segments, we are the trainer of choice when it comes to assisting companies in creating competitive advantage through the development of their greatest resource their people. from a Learning Perspective We understand adult learning it is our specialty. It is very important to combine theory with practice and personal accountability or you will not get the desired results. We recommend a hands-on working environment in every session. Our techniques will keep your people attentive and motivated. Each participant will be held accountable in a variety of ways to increase their leadership skills and improve interactions with others. draws from its extensive classroom experience to facilitate learning in a variety of contexts. Participants are encouraged to make connections between classroom learning and professional interaction at work. We emphasize the business relevance of training concepts, which facilitates understanding and behavior change. We excel in translating learning concepts into everyday business issues. Building competency in leadership, teamwork, and communication in a hands-on environment allows individuals to analyze these skills from a new perspective. By facilitating the transfer of training, participants are better poised to change related behaviors and improve performance.

17 Is Experiential Our experience has taught us that to be effective, training must be interactive and participatory. Skills are learned through practice. They are not learned by listening to lectures and tapes or by reading books and magazines. Our Training Solution is interactive and participatory. Participants are assumed to be actively working so they can apply the training concepts learned in the classroom with their clients and prospects in the field. Trainers will use a balance of presentation, practice, coaching, open discussion, and real-life experiences to help the participants to improve their skills in the moment. In this environment, participants apply the training and can produce results. Participants are held accountable for results in a positive way. Best practices are shared. New habits and skills are developed over time. Is Consultative and Relationship-Focused For more than 90 years, the focus of all has been on improving relationships by focusing attention on others. Underlying programs are the 30 human relations principles as described in How to Win Friends and Influence People. These timetested principles help individuals build relationships by focusing on the needs, concerns, and interests of the other party. This focus on others is the key to building meaningful professional relationships as well as maximizing productivity and business opportunities for the organization. Produces Exceptional Results Your employees stretch beyond their comfort zones to become leaders in the industry. Participants will learn to develop new management skills, express themselves with confidence and clarity, contribute more productively, and above all become better leaders! Their newly acquired skills will make a significant impact on their working environment maximizing their contribution to the organization.

18 Track Record of Success Dale Carnegie has successfully partnered with thousands of organizations to positively impact their business results. Here are a few of the diverse organizations that have seen bottom line improvement due to partnering with Dale Carnegie to develop their people: 3M México Abbot American Express Aon Re BMW Group México Buena Vista Columbia Cablevisión Casas Geo CCPM Chrysler de México Consejo de la Comunicación Delphi EMC Ford Motor Company General Motors México Grupo San Pablo Henkel Hewlett Packard Holcim Apasco HSBC Ingersoll Rand Liverpool Mabe México Maersk México MCCANN Merck Sharp&Dhome MetLife Motorola MTV Nextel Pemex Pepsico Sabritas Samsung Smith Kline Sun Micro Systems Suzuki Televisa Toyota Transitions Optical Turismo y Convenciones Wal-Mart A variety of organizations from a range of industries, and in each case, Dale Carnegie provided a training solution to fit the needs and objectives of each organization. Our clients can be confident that a partnership with Dale Carnegie will produce the required results as it has with many other organizations. High Customer Satisfaction All Dale Carnegie programs are assessed by Dale Carnegie & Associates, Inc. Areas that are measured include: Relevance of the training to the participant s job Whether or not the training has helped the participant increase their ability to perform their job Quality of the trainers Overall satisfaction with the training experience For the last four years, Dale Carnegie Customized Training programs were rated by participants over 83% exceeding expectations. This track record of satisfaction means that the feedback from our clients will be positive and you will get measurable results with.

19 Our Credentials Accrediting Council for Continuing Education and Training (ACCET) has been accredited by ACCET and, as a result, graduates can each receive Continuing Education Units (CEU) for our standard courses. The term CEU is a term used to identify a nationally-recognized unit of achievement which may be used as evidence of increased performance capabilities and for job advancement. ACCET accredits through an audit and review of the organization, its training processes, content, and results. Accreditation American Council on Education (ACE) programs are in compliance with the rigorous control standards required by ACE and, as such, are considered college level quality. ACE determined that processes, quality of instruction, and results were of the highest quality in the training industry. In view of this, ACE is recommending to colleges and universities throughout the United States that graduates receive transfer college credits. Accredited Institutions of Postsecondary Education (AIPE) Dale Carnegie & Associates and all ACCET accredited sponsors are listed in the ACE directory of Accredited Institutions of Postsecondary Education (AIPE). The AIPE directory is used by many corporations as a reference in determining eligibility for corporate tuition support. An advantage of being listed in the AIPE directory is that our listing recognizes our training as being on par with the most prestigious colleges and universities. An additional advantage of being listed in the AIPE is the distinction this gives us over our competitors. ISO Certification Dale Carnegie s Product and Trainer Development management systems have been ISO 9001 certified since 1998 through the Bureau Veritas Quality International (BVQI). BVQI is an internally recognized and well respected ISO registrar that provides objective third party review through semi-annual audits. The scope of our ISO 9001 certification includes our Product Development, Assessment and Measurement, Carnegie University Trainer Development and Certification, Internal Sales Training, Product Customization, and Internal Consulting Systems. Quality of Delivery Dale Carnegie Trainers are experienced professionals with real-world experience. In order to become a Dale Carnegie Trainer, candidates are rigorously coached and trained in order to reach the standard. In order to be qualified, a trainer must have significant experience in front of groups delivering presentations, as well as completed a rigorous certification process. This means that the Dale Carnegie Trainers will be of the highest standard in the training industry.