Sales And Distribution

Hello,
My name is Femi Lawal. I head the Sales and Distribution unit of a mid-size investment bank. We create unique investment banking products to complement the traditional ones and we are seeking to sell this across our market in Nigeria. To this extent, I have just hired some experienced sales people to lead a team of young graduates who are interested in building a career in sales and distrtibution.
I am looking for training material to orientate my freshers, especially, in sales, marketing and distribution.
I will greatly appreciate any help.
Warm regards
Femi LAWAL

Dear Femi Lawal,

What you require is development of customised and indigenous "Sales process" .

Prominent courier and logistic company, FedEx (operates in 220 countries) has standard sales process called APPCOM. Prominent Indian insurance company ICICI Prudential follows sales process called SPACER. These processes are on how to handle the actual sales call, pre-call activities, etc. You need to have similar process for your own business.

My sales training is based on SPIN selling – a selling process prepared by Huthwaite Inc. This process is exclusively prepared for B2B sales. This process based selling is proven one and designed after monitoring 30,000 sales call around the world.

Traditional method relies on "objection handling". However, SPIN selling depends on "objection prevention".

If you wish I will design the customised sales process for you then please confirm your views on it. However, it may be noted that standardising sales process is no easy task. It requires lot of efforts. The benefit of having your own process is that sales persons may come and go and process will remain with you and day by day or month by month or year by year it will get enriched further.

Please send me the test mail and I will send the sample programme contents to your personal mail.

Thanks,

Dinesh V Divekar