Selling with Soul

Selling with Soul summarizes the Wester Academy concept on sales training. If you want to be successful in sales it is important to enjoy what you are doing and be passionate about creating satisfied customers. The basis of the Wester Academy concept is formed through a research we did with sales managers. We asked a focus group of managers about the subjects and skills that should be leading in sales training. The following topics came up:
- Interest in the person
- Listening to the customer
- Dare close
- Follow-up and after sales
- Time management
- Initiate relations and references

These generic topics have formed the basis of our training concepts for sales. In addition to these themes the Professionals of Wester Academy monitor the sales profession closely so we can integrate new developments in our training. For example the impact of internet on the buying process of customers.


Account Management
The account management program is a comprehensive program that covers all the essentials a succesful sales person needs in the B2B environment. The program consists of five 2-day sessions.

1. Creating an accountplan
2. Prospecting and networking
3. Making contact and presenting
4. Negotiation
5. Final assignment

The program comes with coaching sessions.

Soul Selling
This is an interval training of 2 times 2 days. Takes the participants through the sales basics adding the extra magic of passion!


Prospecting
A two day training that addresses the planning aspects of prospecting and combines it with hands on skill building. Telephone skills, e-mail answering skills and cold canvassing skills are all developed in this intense training.


Negotiation
A 2 day training that will unravel the main secrets of succesful negotiation in a commercial environment. Theory is combined with practical exercises.


Presenting
This training consists of 2 sessions. First session is 2 days to exercise the basics. Day 3 will be focussing on a company presentation.

For more information on the training programs, please send a mail to w.wester@westerstraining.com