MENTORS & PARTNERS GROUP SALES TRAINING COURSES 2019-2020

The programme for the Mentors & Partners Group behaviour-based sales training course centres on identifying participants’ complex personality types. The training does not focus on sales strategies and skills or improve on weaknesses. Instead, it equips participants with real and practical sales techniques by defining specific strengths/weaknesses in the sales team’s personalities. Participants on the course will learn about their personality profile and the team personality type chart, which significantly increases team cohesion and takes effective cooperation to a new level.  The training course also includes personality type analysis of individuals and teams. As a result, participants can use the knowledge they have acquired immediately in their everyday work within their own teams to increase motivation and resolve inter-generational conflicts.

BASIC INFORMATION

Length: 2-4 x 1 day
Duration: 7 hours per day
No. of participants: 5-20

1.1 Identifying personality types in Sales

  • Behaviour-based roleplay and introduction to the 4 main personality types
  • Detailed presentation of the 4 main personality types
  • Identifying your own personality type
  • Thorough understanding of your personality type (analysis of test results)
  • Real-life examples and roleplay to identify personality types

1.2 Analysing decision-making processes

  • Defining and gaining a detailed understanding of the Ruler personality type’s decision-making process
  • Defining and gaining a detailed understanding of the Individual personality type’s decision-making process
  • Defining and gaining a detailed understanding of the Supporter personality type’s decision-making process
  • Defining and gaining a detailed understanding of the Expert personality type’s decision-making process
  • Defining how the 4 main personality types can be influenced in their decisions (‘points of influence’)
  • Engaging in roleplay to highlight the decision-making processes

1.3 Understanding and breaking down the Mask

  • Characteristics of the Mask in Hungary and the relevant region
  • Recognising and dealing with the Mask
  • Sales techniques to break down the Mask and bring out the person’s true personality
  • The decision-making process of people with a Mask and how this can be influenced
  • Using real-life examples and roleplay to learn how to recognise the Mask

1.4 Modified personalities in Sales

  • Recognising modified personalities in negotiations
  • The effects of these modifications on decision-making
  • Common mistakes made by salespeople when selling to modified personalities
  • Characteristics of modification in salespeople and customers in Hungary
  • Using real-life examples and roleplay to learn how to recognise and deal with modified personalities

2.1 Introduction to the consumer market

  • Changes to the consumer market since the crisis of 2009
  • Solvency and the ability to save in Hungary
  • Changes to insurance companies’ potential customer base
  • Roleplay and lessons from real life.

2.2 Generational change

  • Decision-making characteristics of those born between 1984 and 1996 and their effects on the market
  • ‘Theatrical performance’ presenting the 84-96 generation
  • Decision-making characteristics of those born between 1972 and 1984 and their effects on the market
  • ‘Theatrical performance’ presenting the 72-84 generation
  • Sales techniques to acquire clients from the new generations in Hungary

2.3 Pre-sales (practice)

  • Building a modern database
  • ‘First call’ (cold call)
  • Reaching the decision-maker
  • Arranging a meeting (filtering for potential customers)

2.4 Main body (negotiation)

  • The Ruler’s negotiation style
  • The Individual’s negotiation style
  • The Supporter’s negotiation style
  • The Expert’s negotiation style
  • Negotiation roleplay

2.5 After sales

  • The Ruler’s customer management style
  • The Individual’s management style
  • The Supporter’s customer management style
  • The Expert’s customer management style
  • Roleplay on handling customers and obtaining recommendations

2.6 Complaints and customer problems

  • Defining complaints and customer problems
  • Understanding the differences between complaints and customer problems
  • Assigning complaints to personality types
  • Managing complaints in a decision-making process
  • Specific solutions for handling complaints and dealing with customer problems

Advanced key account management training is available upon request from the customer based on the first two days’ sessions. While the basic training course focuses on the 4 main personality types, the advanced course also teaches participants about the 12 subtypes, helping them to develop and maintain complex, long-term relationships with customers.

After learning how to sell to customers, on day 4, participants will be taught the fundamentals of sales management and will learn how to form, develop and motivate their teams. The sales management sessions equip the leaders of sales teams with up to 50 members with specific knowledge relating to operational sales management. In addition to the knowledge gained over the first three days and following the comprehensive analysis of the customer’s market, special features will also be included in the programme that allow managers to put the knowledge they have acquired into practice straight away.