Sales Training, Fundamentals of hot to generate leads, Dubai 2015

Key requirements that every sales person, and even every employee should know and communicate about the company they work for. A training that gives you a comprehensive overview about what customers expect from you and from your company.
R. Al, Dubai 2015

1. Sales Training
Introduction
Our company, Definitions
Categories
Market, Customer, Product
People, Prospective, Process, Performance
Dubai, 2015

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Index
• Definition
• Our Company
• Market
• Customer
• Product
• Marketing
• Communication – Johari Window
• Sales
• A Sales Person
• Business Development

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What makes the difference?
“There are three types of people in the world:

those who make things happen

those watch things happen
and
those who wonder what happened”

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Introduction
definitions
• Sales
In general a transaction between two parties where the buyer receives goods, Services and/or
assets in exchange of money
• Trade
A basic economic concept that involves multiple parties participating in the voluntary
negotiation and then the exchange of one's goods and services for desired goods and services
that someone else possesses. The advent of money as a medium of exchange has allowed
trade to be conducted in a manner that is much simpler and effective compared to earlier
forms of trade, such as bartering
• Point-of-Sale-Terminal
A type of electronic-transaction terminal
• Risk
The chance that an investment’s actual return will be different than expected. Risk includes the
possibility of losing some or all of the original investment
• BalanceScoreCard
A performance metric used in strategic management to identify and improve various internal
functions and their resulting external outcomes. The balanced scorecard attempts to measure
and provide feedback to organizations in order to assist in implementing strategies and
objectives

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Introduction
definitions
• Opinion
a view or judgment formed about something, not necessarily based on fact or knowledge
• Opinion Leader
An opinion leader is a well-known individual or organization that has the ability to influence
public opinion on the subject matter for which the opinion leader known. Opinion leaders can
be politicians, business leaders, community leaders, journalists, educators, celebrities and
sports stars
• Prejudice
preconceived opinion that is not based on reason or actual experience
• Image
The general impression that a person, organization, or product presents to the public
• Cliché / Stereotype
a saying or ​remark that is very often made and is ​therefore not ​original and not ​interesting
• Ideal / Moral Concept
satisfying one's conception of what is perfect; most suitable
• Wishful Thinking
is the formation of beliefs and making decisions according to what might be pleasing to
imagine instead of by appealing to evidence, rationality, or reality. It is a product of resolving
conflicts between belief and desire

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Introduction
Our Company
• Facts and Figures
When was the company established
Who are the owners, executives, key employees
How many employees does the company employ
Operation fields
Subsidiaries
Balance Sheet, Market Share, Total Equity

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Categories – Market
A medium that allows buyers and sellers of a specific good or service to interact in
order to facilitate an exchange
• Regulations
Terms that regulate the trade exchange between buyer and seller
• Standard / Benchmark
Point of reference against which things may be compared
• Analysis
Detailed examination of the related elements or structure of the target
• Strategy
The art of planning and directing overall company operations and movements in a
trading and market environment
Corporate Strategy , Marketing Strategy, Sales Strategy
• Marketing
The promoting of products or services, to get the attention of target audiences by
using Product, Place, Price & Promotion including market research and advertising
• Competitor
A business that provides similar products or services

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Categories - Customer
1. Companies: Organizations that sells goods or services in order to make money
• Shareholders – owners of the company who have direct impact on it
• Stakeholder who have interest in the company
• Corporate Size
Is usually stated in number of employees or average annual receipts
• Corporate Financial Statement (Annual Report)
Contains income statements, balance sheet, statements of retained earnings and
cash flows, as well as other possible statements
• Corporate Rating
Indicates its ability to pay its creditors/suppliers and gives stakeholders an idea of
how well or poorly the company’s business are likely to perform. Corporate credit
ratings are an opinion, not fact
• Corporate Markets
Identification ofthe company’s main field of activities, areas of involvements, type
of assets/services sold by the company, subsidiaries, expansion plans, partners
• Corporate Requirement
Suppliers, Materials, Services, Standards, USP

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Categories - Customer
2. Stakeholder: Investors, employees, customers and suppliers, community,
government and trade associations
• Employees
Executive or non-executive who are employed for wages or salary.
The act in regard to empowerment, motivation, engagement, benefits
• Technical Employees
Represent a group of professionals who have hard skills related to a technical
background. They understand facts, technical specifications, highly product
oriented, have subjective prejudice, not risk taker
• Administration Staff
Represent a group of academic individuals who have hard skills in soft services
such as reporting, accounting, regulations, filing. They have a high understanding
for order in documents, hierarchy to be maintained, charts, numbers
• Management
People who control things, process or other people. They are not decision maker
but can operate due to the empowerment given to them within the field of
responsibility. They like hierarchy to be maintained, see themselves as decision
maker, want to be approached, are impressed by facts and figures, like charts, like
to know about market updates, news and rumors, like who-is-who.

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Categories - Product

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Categories - Product
• Specification
Features of the Product for the Requirement of its use, referring to the design,
technical specification and functionality. The data sheet describes the technical
characteristics of the product as designed and/or produced
• Comparison / Differentiation
A consideration or estimate of the similarities or dissimilarities between two similar
items/products
• Unique Selling Proposition (USP)
A successful USP promises a clearly articulated benefit to consumers, offers them
something that competitive products can’t or don’t offer, and is compelling enough
to attract new customers
• Updates
To know about update releases for products

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Categories – Marketing
To raise brand awareness among defined target groups
• Target Groups – our stakeholder
Clients: Shareholder, Stakeholder
Competitors, Suppliers
Government Institutions
Media
• Brand Management
Design, Identity, Reputation, Image, Recognition, Governance, Environment
• Promotion
Special offers
• Place
Exhibitions, Direct Sale
• Advertising
Print, Online, Audio, Pictures that move, Campaign

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Communication - Johari Window
The Johari Window model is a simple and
useful tool for illustrating and improving
self-awareness, and mutual
understanding between individuals within
a group. The Johari Window model can
also be used to assess and improve a
group's relationship with other groups.
The Johari Window model was devised
by American psychologists Joseph Luft
and Harry Ingham in 1955, while
researching group dynamics at the
University of California Los Angeles

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Communication – Johari Window
• Johari region 1 is also known as the 'area of free activity'. This is the information
about the person - behavior, attitude, feelings, emotion, knowledge, experience,
skills, views, etc - known by the person ('the self') and known by the group
('others')
• Johari region 2 is what is known about a person by others in the group, but is
unknown by the person him/herself. By seeking or soliciting feedback from others,
the aim should be to reduce this area and thereby to increase the open i.e., to
increase self-awareness
• Johari region 3 is what is known to ourselves but kept hidden from, and therefore
unknown, to others. This hidden or avoided self represents information, feelings,
etc, anything that a person knows about him/self, but which is not revealed or is
kept hidden from others. The hidden area could also include sensitivities, fears,
hidden agendas, manipulative intentions, secrets - anything that a person knows
but does not reveal, for whatever reason
• Johari region 4 contains information, feelings, latent abilities, aptitudes,
experiences etc, that are unknown to the person him/herself and unknown to
others in the group. The hidden secrets. Very exciting fields!

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Core Elements of the Communication Process
.
Environment
Code



Actress A


Decode
Decode



Actress B


Code
Environment
Disturbing factors
Disturbing factors
Communication channel
Communication channel
Stimulation/
Motivation
Stimulation/
Motivation
Reference Reference
Feedback

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Sales
• People
Hunters:
new lead, new business, ego driven, profit oriented, know little about everything,
dangerous in terms of reputation, love success, winners
Farmers:
maintain business, sustainable, build relations, sustainable, support growth
• Prospective
sell benefits not products, know your customer, casual activities are tools and
instruments not leisure, angry customer who does not kill you is a chance, focus
on priorities
• Process
tools, automation, reporting, data exchange, best praxis, soft call, surprises, USP
• Performance
sales target, performance monitoring, pipeline analysis, target settings

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A sales person
• High market knowledge
• Strong in Distribution
• Ready to learn new sales tools and methods
• Ability to take responsibility
• Focus on customer needs
• Find solution instead of being captured by problems
• High communication & empathy skills
• Play a representative role for the brand and the company
• Deal oriented
• Understand to handle numbers and figures
• Knows what he wants (target oriented)
• Quality on the job, quality in life

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File Structure
• Main file / Client
• Correspondence with client, presentations, meeting minutes
• Product, requirement, Hardware, Software
• Offer, wording, scope of work, calculations, final version to customer
• Contract Start-up, timeline, terms & conditions, responsibilities
• Contract Organization, project management, documentation
• People, who is involved, list of contacts
• Health &Safety, environment, ISO, 3
rd
party certifications
• Reporting, to do, meetings, emails, weekly reports, evaluations
• Quality assurance, training, requirements, available/not available
• Suppliers and subcontractors, contacts, contracts, offers, correspondence,
evaluation
• Legal, contract, agreements
• Financials, costs, budget
• Additional Services

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Business Development
Business Development
Identification Implementation
Analysing Targets
Benchmark Controlling
Conception Evaluating
Some look at things and ask why; Others dream of things and ask why not

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Business Development Process
Research / Analysing
Macro Environment
Analysis
Society Culture
Our Company Competitors
Market
Characteristics
Needs of Clients
Micro Environment
State Law
Economy Politic
Eco Balance Technology
Strategies
Corporate
Marketing
Sales
THE BIG PICTURE
Key Conclusion
SWOT
VISION

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Tasks Alina for the next 6 weeks
• CRM appointee
to manage, implement and follow up CRM requirements according to our business
units
• Reporting
to manage, feed and distribute all reports through CRM or via Email
• Sales assistance
- Preparation: to support the sales with research, presentation, product details,
customer details, reports
- Project assistance: to support project manager in administration (CRM &
reporting), documentation, coordination, research

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Tasks Hassan for the next 6 weeks
• Action plan preparation and follow up
• Corporate Identity
- Homepage project manage and direct
- Sales kit creation with Babak
- Presentations prepar ation for sales
- Linkedin account
• Establish a digital library for products and customer presentations
- Videos
- Pictures / Images
- Product specification (each product separated sheet)
- Presentations available (product related not customer related)
- Digital information about clients if available (logo, ID, etc)

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Final inspiration
“People are always blaming their circumstances for what they
are. I don’t belief in circumstances. The people who get on in
this world are the people who get up and look for the
circumstances they want, and, if they can’t find them, make
them.”

Mr. Warrens Profession 1893

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Rabieb Al Khatib
Since 2004
Business Develop Manager
Project Manager
Sales Director
Germany (Munich, Stuttgart)
Middle East (Dubai, Riyadh, Doha, Sanaa, Amman)

Dipl. Public Relations Manager (DAPR 2007)
www.dapr.de
Public Relations Fachwirt (BAW 2007)
www.baw-online.de
Marketing Expert-Adviser Study (CBZ Munich 2002)
College of higher education - FH Coburg – 1995

Languages: Arabic, German, English
Born Sept. 1971 in Irbid, Jordan

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contact
PR-ofession consulting
Managing Director
Rabieb AL Khatib
[email protected]
Phone [phone]

PR-ofession consulting is a German Agency which is operating according to the
German law. Any legal issues are subject to be negotiated at the
Legal-Court of Munich.
Tax number 145/122/01459

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