Sales & Customer Excellence
Help shape the transformation of the sales process.
Customized initiatives to enhance sales and distribution competencies are part of Commax’s DNA. We have dedicated over 25,000 training days to this focus area in the last 30 years. The formats and topics are developed like a good sales conversation: aligned with the customer’s needs.
Be inspired by a small selection of our diverse topics. We look forward to helping you find your own solution.
Selling - Basic & Advanced
Selling Begins in the Morning, when We First Look in the Mirror.
Selling Begins in the Morning, when We First Look in the Mirror.
First, the bad news: Only about 3 – 5% of salespeople are born salespeople. The good news: The remaining 95 – 97% can learn it. Preferably from us!
As the name suggests, “Selling-Basic” teaches the fundamentals of selling. For example, the structure and setup of a sales conversation. This begins with understanding the customer’s perception and extends far beyond the checkout process. It demonstrates how salespeople can best combine their own personality with methods of needs assessment and benefit argumentation to find their own successful selling style. It teaches closing techniques that demonstrably increase the likelihood of a positive conclusion to the sales conversation, and much more.
“Selling-Advanced” focuses on topics that can make a sales conversation challenging and are simultaneously what makes it interesting: For example, what distinguishes a pretext from an objection, and how does one professionally transform an objection into a new opportunity? What possibilities are there to increase sales through cross- and up-selling in the respective product and service environment? And how does Digital Pencil Selling actually work? We have the answers and are happy to share them with our participants.
Service Excellence
...Or the Difference between Satisfaction and Delight.
...Or the Difference between Satisfaction and Delight.
E-commerce has received a tremendous boost in significance and revenue due to the Corona pandemic. There is now almost nothing that cannot be conveniently bought or ordered online from home. Nevertheless, brick-and-mortar retail will continue to have its justification in the future, provided it is able to offer customers not only products and services but also emotional added value that an online purchase cannot provide. People still make the difference!
Create unforgettable shopping experiences and emotional added value for your customers that goes far beyond the sale of products. For this, employees must be sensitized and empowered. That is our core business.
Launch your customer delight initiative with us now and discover the art of emotional customer loyalty through outstanding service. To achieve this, reflect on and optimize your current service behavior with us using modern and innovative methods, such as the LIFO® method.
By the way, LIFO® stands for “LIFe Orientations”.
Leading with KPIs in Sales
A Picture is Worth a Thousand Words.
A Picture is Worth a Thousand Words.
You undoubtedly already use key figures to manage your sales. But do your field sales representatives and your managers at the point of sale also master the use of key figures and can they communicate them effectively and action-orientedly to their employees?
This training focuses on KPI-based leadership. In other words, how to correctly analyze, visually prepare, and communicate key figures to employees in such a way that they can ideally derive the necessary sales measures themselves or at least better understand and then implement them.
Participants learn through practical examples…
- KPI-based Leadership
- Digital and Analog Visualization Techniques
- To visualize complex data in such a way that the need for action becomes immediately apparent to employees
- To communicate needs for action more effectively and lastingly, including with the help of storytelling
- To derive tailored measures and consistently follow up on them
Onsite Coaching in the Call Center
Service & Sales - Two Sides of the Same Coin
Service & Sales - Two Sides of the Same Coin
Chatbots are fast and practical, but they still have their limits. Customer surveys clearly show that they still prefer to communicate with “real” people to solve their problems. And where these people are well-qualified and engaged, they also create real added value for their customers and thus for their company. Not to mention their essential contribution to customer loyalty.
Identify and foster previously untapped service and/or sales potential of your call center employees with our systematic onsite coaching.
Our experienced coaches accompany your employees at their workplace and support them, among other things, through differentiated feedback in adapting their communication strategies so that they are even more effective and simultaneously ensure greater customer loyalty and enthusiasm. And this in real-time, without your employees having to interrupt their work for training.
Service and sales are two sides of the same coin today, because we are firmly convinced that good service also means sales, and good sales also means good service.
Selling by Personality Type with DiSG®
To Understand Better, to be Better Understood
To Understand Better, to be Better Understood
How can a pleasant and sales-promoting atmosphere be created? How can customer needs be understood even better?
If these questions are relevant, the DiSG® model can provide valuable solutions. The method offers a neutral approach to exploring behavioral aspects.
With the help of the DiSG® model, behavioral tendencies in various sales situations quickly become visible. Based on this brief analysis, a suitable communication strategy can quickly be found in the sales conversation, and a positive close can be achieved.
Individual Sales Coaching
Identify Potential and Successfully Leverage it with Clients
Identify Potential and Successfully Leverage it with Clients
Every sales representative has the necessary potential to improve their closing rate qualitatively and quantitatively and thus become even more successful. We are convinced of this! But does every sales representative know their individual potential and also how to access it at the right moment?
To fully exploit one’s sales potential and successfully apply it with the customer, an outside perspective is often required. In other words: Blind spots.
Through the guidance of one of our experienced coaches, your employees receive differentiated feedback and recommendations for action in real-time and on-site, as well as tailored, directly applicable methods and tips for optimizing their sales conversations.
This is how your employees can be precisely developed through individual coaching, strengthened in their personal abilities, and their sales performance increased. And incidentally, most employees perceive personal coaching as a great sign of appreciation.
Director Sales & Operation, Apollo Optik
In addition to practical training, they also offer professional administrative support. "The People Specialists" is not just a claim. It shows that developing people is a matter close to Commax's heart.
Michael Tiedemann
Learning & Development Manager, HR Business Partner, Vodafone
