omni-perform intro sales

performa division of OMNI CONSULT

DATE TAKESLIDES

40 1

CLIENT

CREATED BY

Your Company

OMNI-PERFORM

20 Oct. 2009

Office Work7%

Breakscoffee, smoke,..

11%

Personal Affairsschool, laundry,..

18%

Commuting42%

Waitingat Client’s

7%

Socializingw/mates, w/client

9%

Selling5%

Closing 1%

Column1

Source: Malcolm McDonald & Peter Morris: Selling Services & Products, ©1995

Office Work7%

Breakscoffee, smoke,..

11%

Personal Affairsschool, laundry,..

18%

Commuting42%

Waitingat Client’s

7%

Socializingw/mates, w/client

9%

Selling5%

Closing 1%

Column1

Source: Malcolm McDonald & Peter Morris: Selling Services & Products, ©1995

Can these % be improved?

67% of your current customers will demand more with time

more

demanding

67%

Source: Gallup Organization- First Break all the Rules, © 2005

of your customers

the remaining 33% of your customers may leave

youless loyal

%33

Source: Gallup Organization- First Break all the Rules, © 2005

of your customers

Your Product Knowledge

10%

YourSelling Skills

15%

How You Talk with

People25% Your

Attitude50%

Source: Tim Connor - The Soft Sell, © 2007

The Factors that Get You the Business

Your Product Knowledge

10%

YourSelling Skills

15%

Source: Tim Connor - The Soft Sell, © 2007

Always Trained

Rarely Trained

Never Traine

d

Soft Skills Your Attitude 50%+ How You Talk with People 25%

= 75%

The Factors that Get You the Business

Product Knowledge

10%

Your Attitude+ How You Talk with People+ Your Selling Skills .

= 90%will be addressedby

The Factors that Get You the Business

Sale

s

John

son

Cont

rols

Omn

PerFOrM

I

Sale

s Te

am

Factories & Related IndustriesOur Clients - by Industry

Automotive

Lebanon

Banking & Insurance

HAWA CHICKENWAFIC IDRISS

FMCG

BIOSPHERE

TechniMed

Pharma & Med. Supplies

Other Industries

BERRETTA

After your program, HONDA Japan, who quarterly conduct a Customer Satisfaction Index on us, announced that the overall improvement of Q3/Q2 was +80% for those two service teams.

Your addressing the problems that they faced allowed both, staff and team managers, to openly discuss their attitude and tolerance problems, and find solutions for them. This has let your development program make a difference for us.

Abdullah Hashim (Honda)

EMAAR has found the training services of OMNI-PERFORM to be highly motivating to the acquisition of new skills and techniques.

We have found OMNI-PERFORM to be undoubtedly one of the highly professional and well respected training companies in the region.

EMAAR, The Economic City

Your training on Improving Customer Retention, Finding New Means for Increasing Sales,.. were very well received by our members.

Our trainees found you engaging, informative and inspiring.

Bank of Beirut

You have analyzed the needs for improvement for each sales person very efficiently and then addressed those needs resulting a noted change in performance.

Mersaco Pharmaceuticals

OMNI-PERFORM in its instilling in our sales team members a strong passion to win, is behind our success in maintaining leadership in a highly competitive internet market.

Nesma Internet

The subjects that you tackled stimulated the employees and created a team spirit and cooperative atmosphere within the different divisions of the company.

United Parcel Service (UPS)

its a Development in many steps not a Training

We specialize in improving the individual performance of sales people so that your overall results are enhanced.

مراحل تطويرإنه عدّة وليس منتدريب

Serio

us B

ENEF

ITS

for Y

ou

Goals of Our Program

In an industry similar to yours

SellingSelling skillsNegotiation techniquesClosing skillsTelemarketing skills Cold calling skillsProspecting skillsProbing skillsAbility to sell a total value Persuasion abilities Ability to qualify customersAbility to handle price objectionsAbility to handle product objections Time management & prioritizing

Management

Presentation to customers & MgmtTime & priority management

Planning & organizing capabilitiesDeveloping self & others

Leadership & goal achievementTeam-building skillsCustomer relationship managementAbility to run a successful meetingsImplementation Dealing with employee objectionsAbility to follow-up & controlPerformance managementMotivation & incentives

Customer DelightAbility to communicate Knowing customer behaviorAbility to handle objectionsDealing with difficult customersUnderstanding & utilizing feedbackCustomer service orientedAbility to solve problemsTeamwork cultureImitative & IntegrityLevels:5 Expert4 Advanced3 Intermediate2 Novice1 Beginner

Core Competencies Card per Vital Job

Example: a Sales Manager will be tested on the following competencies..

SellingSelling skills

Closing skillsTelemarketing skills Cold calling skills

Ability to sell a total value Persuasion abilities Ability to qualify customersAbility to handle price objections

Management

Presentation to customers & MgmtTime & priority management

Planning & organizing capabilities

Leadership & goal achievementTeam-building skillsCustomer relationship management

Implementation

Ability to follow-up & controlPerformance management

Customer DelightAbility to communicate

Ability to handle objections

Understanding & utilizing feedback

Teamwork cultureImitative & IntegrityLevels:5 Expert4 Advanced3 Intermediate2 Novice1 Beginner

Core Competencies Card per Vital Job

Example: Sales Manager: Saif Al-Kadi. After testing only the competencies that need attention are displayed. We highlighted

one of them in blue to follow it onto next screen.

Development ScheduleExample: (from the previous screen) over a 3-month period, Mr. Saif Al Kadi will attend, among others, 4

sessions of the blue-highlighted competency.W E E K No.

1 2 8 9 103 4 5 6 7 11 12

S E S S I O N S

Stress management1Time management2Closing skills3Overcoming objections4Making business appointment5Positive attitude6Selling process 7Self Confidence8Suggestive selling9Up-selling10Turn-over selling11Cross selling12Retail selling13Corporate selling14Collection15Loyalty16Initiative17Dedication18Probing19Conduct a successful meeting20Merchandising21Teamwork22Telephone skills23Goal setting24Presentation skills25Communication26Building Trust27Team Building28Leading by example29

ACHIEVED

Prepare Run Support

DESIRED

CURRENT

Performance Level

Performance Level

Performance: Desired vs. Achieved

CURRENT

DESIRED

play

learn enjoy

Accelerated Learning engages all the brain

.. doing

.. listening

.. seeing

.. thinking

facilitates the learning by

UMARole Playing

EMAARSolving Problems – Balloon Pop

SAMBA (Saudi American Bank) Teamwork & Negotiation – Alphabet Run

WAFIC IDRISSBrainstorming

DELIFRANCEProbing - Carousel

Photos from our Workshops

AUTOSTARFeatures vs. Benefits

MERSACOOvercoming Objections

GANAMA CONSTRUCTIONCreativity - Ball Pass

Comfort Zone Self-MotivationBreaking the Ice in 1st MeetingActive ListeningBody LanguageTelephone TechniqueArt of PresentationStress ManagementSuggestive, Up, Coalition & T/O SellingUnderstanding Customer Behavior The Worse & Best Things Said to a ClientIdentifying Customer SatisfactionDeveloping Mutual TrustMaintaining the Customer for Life

We address the following:

Self-Loyalty TeamworkPositive Attitude Communication SkillsSelf-ConfidenceOvercoming Customer ObjectionsClosingSales Follow-upNegotiation SkillsTime Management & OrganizationGoal Setting (manager)

Leadership (manager)

Motivational Skills (manager)Conducting Active Meetings (manager)

Satisfaction GuaranteeWe guarantee our proper execution of the agreed program or will continue to work for Free until your Management is satisfied - provided that a)participants are willing to apply their

learning.b)their Direct Managers support & follow-

up with them as recommended in the program.

We guarantee a smile on your team’s faces too

Tabuk Pharmaceutical

You will see the improvement

We repeat..

Simple Facts about Salespeople

performSaudi Arabia - Lebanon - Egypt

a division of OMNI CONSULT