For those who don't understand who Dirk Kreuter is, let me introduce you. A Dutch football coach, he's coached teams from across the planet. As part of a larger coaching team, he works as a teacher in the Netherlands' famous VOC, or VOC Zagreb School of Sport Management. The faculty runs several workshops and seminars every year in order to expose aspiring coaches and supervisors to the very best practices of management and group building. Within this report, I would like to discuss some insights into what we've learned and realized at Dirk Kreuter's VOC workshop a few months ago.
In our second installment of this report, we'll have a closer look in a seminar that we had organized as a member of our VOC coaching initiative-a convention about selling to Revenue Agents. A lot of you might be familiar with the Dutch soccer coach. If this is that's the case, you could also know of him as a professional speaker and occasional teacher at VOC.
In our next meeting, we had an opportunity to talk about selling to Sales Representatives and Dirk decided that it was essential for all of us to bring this subject up at the seminar. As he mentioned, he usually organizes two revenue meetings each month and during those meetings, he constantly discusses advertising to sales people. This is only one of the most essential things he does and it ends up that a number of our members aren't representing or selling themselves as effectively as they are.
In our second session, we had a chance to speak to a group of individuals that have been selling to their own managers and owners and this caused us into a new comprehension of salespeople. To start with, those are individuals who've been in operation for ten decades and have succeeded in constructing large organizations. They know what is needed to get tasks and to build huge groups. Second of all, these are the individuals who understand how to represent themselves in the finest possible method. When they use their time wisely, these are the individuals that will be able to acquire the very best commissions in their sales groups.
One of the lessons we learned from the experience was that the sales person has to be aware of the distinction between selling to the client and selling to the salesperson. Sales people have to have a particular esteem and confidence if they are going to be successful. Their role is to identify the customer needs and then find a means to satisfy those requirements and make a sale. By doing this, the revenue folks become sales people and they no longer have been sales people but consultants who are instructing the sales folks.
Within our third party we discussed with a seminar presentation that involved plugging the presentations into the presentation applications in our disposal. That way, the pluggable presentations may be run even though there were no webcams. In this way, we could see the sales demonstrations on our computer displays and the pluggable demonstrations are about the hard drives. In this way the pluggable presentation would still receive exactly the very same results he got from his seminar. This is an option which Kirk Kreckter has been employed in his career and it functions really well.
The last thing that we discussed was using e-books to train individuals to become more powerful sales folks. The e-books are publications that contain information and material that can be downloaded from the web. The sales man simply must hand the e-book outside during a conference or meeting and consequently, the people may get a duplicate of the information. Sometimes the people will find the info on CD or DVD. The benefit to this procedure is that the men and women that receive the e-book in an electronic dirk kreuter format may print it and take it with them to the office or to school and put it to great use.
I trust that we have covered several areas that you might discover interesting in regards to presentations and sales. If you're a sales person, you are definitely going to need to take these thoughts and make them better in your own style. It will make the task of operating for you a whole lot easier and you will have more motivation when dealing together with other folks.