Commerce

The success of literally every salesperson is dependent on their ability to create relationships with internal and external contacts. According to Blits, the definition of a relationship forms an important benchmark in determining the real depth of every relation we have with other people. Even after just two days of training, the level of the participants is well above the standard commercial criteria, where unrealistic sales techniques and the hope of ‘chemistry’ and ‘clicking’ predominate. It is all about the art of winning personal trust. Specifically in sales it is crucial to gain trust as it is a situation where the customer usually is reluctant to reveal sensitive information of what is really going on. We learn people how to actually create relationships based on trust.

In follow-up training, we gradually dig more deeply into the whole sales process. From finding the main buying motive, the careful presentation of your offer, to handling objections and resistance. Also dealing with decision making units and other aspects of complex sales situations can be included. These subjects are common to all sales training but, using the Blits approach, the outcome is completely different. The understanding obtained from the initial Blits training forms the framework, the basis. Every futher step follows on logically and as the sales people grow, more strategic principles gradually come into play. The reality of the people concerned always forms the starting point from which we work. Using some of the participants’ own experiences as examples, the trainer shows how complex commercial cases can literally be solved.

'What do you mean a relationship? They get on so well with the customer that they don’t even dare to ask for the order'

Boards and sales managers often think that their sales people need to improve their skills in closing deals. The relationship with the customer is actually too good because the sales person has become too nice and doesn’t dare ask for that order or for extra business. This is a major misunderstanding because sales people THINK they have an excellent relationship with their customer but more often than not, this is NOT the case! In fact, nobody really knows what we mean by the word ‘relationship’ and that’s why we have confusion of Babel-scale proportions. Your sales people don’t know either! Is that bad? YES! The absolute essence of a sales person is his or her ability to create relationships with (potential) customers. Without really knowing what we mean by relationship, every type of sustainable commercial growth is impossible. Most sales approaches get no further than making judgments, using techniques and tricks, interpreting non-verbal behaviour and hoping for a click with the customer. It is like wanting to improve sales using a sort of medicine-man-voodoo approach while we should actually be working with surgical precision!