Dr Mike Wannenburg

We have trained over 400 Sales persons - in different companies and in different service sectors – in a new method and techniques for the selling of services with the following results:

• A 64% average post-training increase in realised sales income by Sales persons with an average occupational period of 18 months in a sales capacity
• A 24% average post-training increase in realised sales income by Sales Persons with an average occupational period of 12 years in a sales capacity
• The above was reinforced by a 10% average decrease in realised sales income over the measured period by Sales persons who could not attend the Workshops for one reason or another

The realised sales income of the trained Sales persons over a 4 year period was subsequently measured by the different clients and their results showed a progressive increase.

We have subsequently been able to further verify and build upon the above proven new method and techniques with the results of further research which we have now included in a 2-day Workshop, an overview of which is given below

Effective Cold Calling i.e. The enormous potential of cold-calling; Why it’s good that cold calling is so challenging; Changing your perspective; The principles of Cold Calling; A Success methodology; The 6 steps in the Successful Cold Calling Process

Module 1: The Role of Sales in Marketing i.e. The term “Marketing”; Sales and the traditional marketing mix; Husband-Wife buying roles in the family, A South African buyer, Professionalism in terms of Misconceptions, Dominant characteristics and Profile of a Successful Sales Professional, Your personal image, Non-verbal communication: Space, Gaze and Body Language, Values and Beliefs, Perceptual process

Module 2: Prospecting i.e. What is Prospecting and Sources thereof; Overview of LSM groups; Routing and Scheduling

Module 3: Preparing for Your Presentation i.e. Features, Advantages and Benefits; The Adoption Process; Arranging your presentation telephonically

Module 4: The Traditional Sales Presentation i.e. The 4 presentation methods; Opening methods; Generic skills: Questioning, Listening, Handling Objections, Buying Signals, Closing

Module 5: Research Findings – The New Proven Sales Presentation i.e. Research findings; Two different sales situations, Possible results; The New Framework

Module 6: Research Findings – How Service Customers Make Their Buying Decisions i.e. Diagram; Explanatory notes, Leaving a customer after closing

Module 7: Following-up i.e. The 3-step follow-up process; Handling Post-purchase dissonance;

Module 8: Networking i.e. Building your network; The New Approach

Module 9: Additional Resources i.e. Closing Techniques; “I want to think it over”; Selling to each of the 4 main personality types

We are planning to present this Workshop shortly - both on a public and in-house basis – so if you’re interested, please contact me at mike@drwannenburg.com

Thought for the week

Some supposed Salespersons are alive only because it’s illegal to kill them

Welcome to my home page. I update this site based on thoughts and reviews of my experiences with my clients. I base these updates/articles on those methods, techniques etc. which I have found work in the “real” world and not only on a theoretical approach.

This has now lead me to changing my occupation to “Personal Coach” as no amount of Business or Executive Coaching will result in any progress if the individual him-/herself is not committed to taking the steps involved in changing his/her circumstances from reactivity to proactivity. Because of this I have reached the conclusion that the individual’s development precedes and predicts the relevant organisations success or lack thereof.

In short, statements of intent – no matter how well intentioned – do not result in actual progress!

Please check back regularly for further updates and articles.

Thanks and have a good one, Mike

THOUGHT FOR THE WEEK:

People demand freedom of speech to make up for the freedom of thought which they avoid. – Soren Kierkegaard