Sales training courses
The Basics of Selling in the Office Equipment Market
This course is founded on the basis of modules which customers put together themselves, according to their own needs.
The objective is to raise the skills levels of your recent recruits and to teach them the fundamentals of sales in the office equipment and printing solutions marketplace.
This training comprises eight building blocks over five days (numbers subject to change according to requests).
Each course is embellished with multiple-choice questions, situation roleplays, case studies and entertaining exercises.
Topics
No.1: getting a meeting - organizing phoning sessions - getting past secretaries - meeting guide - hooks - objections - closing
No. 2: commercial presentation objectives - how to appear professional - getting meetings
No. 3: sales based on requirements - basic rules - types of questions and their uses - restatement - the funnel technique
No. 4: assessing speakers in meetings - different types of customers / prospects - researching requirements / identifying types - the conclusion / identifying types - buying tendencies / identifying types
No. 5: the main categories of objections / dealing with objections / tools / closing techniques
No. 6: the advantages and disadvantages of each sort of financing / use of tapers / rental calculations
No. 7: definition of current/desired situations / the basics of creation / objectives / presentation styles
No. 8: mastering the offer / characteristics / advantages / profit
Download "The basics of selling" catalog
Masters in Sales Arguments
 The DataMaster "Masters in Sales Arguments" is the most extraordinary course in the DataMaster catalog!
We have developed a deck of cards specially adapted to the issues faced by printing solutions and office equipment sales people.
We like to plunge the sales person into the real world: a customer arrives in the showroom, blunt questioning etc....
Several levels of analysis are identified during the course:
- thorough understanding of the data
- understanding of characteristics
- sales based on requirements or on the type of buyer
The nature and content of this course means it can serve to reinforce "the basics of selling" course.
Download the "Masters in Sales Arguments" catalog
Selling your value-added products
Does one of your machines stand out due to specific criteria, such as environmental aspects, special billing, or a specific technology?
We will design a training day specifically for this machine!
Beyond the technical specifications, we will be able to get over to your sales team the way to think about and to plan the customer approach and how to present the equipment.
Need a price? Got a question? Contact us!
Example course: Selling the ColorQube
Selling Audits
 The audit approach has become an indispensable tool for the actors in the office equipment marketplace. It makes distributors refocus their commercial policy on an overall approach which goes well beyond the positioning of the machine.
DataMaster is developing, in partnership with a specialist practice, a two-day course aimed at training printing solutions professionals in techniques for selling audits.
The objective is to turn sales people into real consultants able to implement printing solutions policies likely to optimise their customers' document processes.
This course has been conceived to give sales people the vocabulary, the hooks and the steps required to talk to IT directors, who increasingly wield the power to decide on office equipment investments.
Two days to learn to sell an audit
The course starts with a presentation of the reasons for undertaking an audit from the customer's point of view - but also from that of the sales person.
The second day concentrates on a test case, putting into practice what was learnt in the first day.
Download the "Selling Audits" course catalog
For 90% of our clients, bringing in an external partner to develop training courses is the best way to ensure a neutral and professional presentation.
DataMaster is committed to respond efficiently to your requirements and to work with you to put in place courses closely suited to your business activities. Our experience of the field means we can easily address the problems of the ofice equipment market with pragmatic, concrete and dynamic or even fun and interactive training courses!
All our training courses end with a focussed feedback questionnaire which allows us to assess the session as much in terms of the theory as the practical (quality of course materials, ability of the trainer to respond to questions, usefulness of the machine setup exercises, whether the course fulfilled objectives, etc.)
The level of satisfaction for all our courses is as high as 88%*, irrespective of audience.
- MDs, Marketing and Sales Directors
- Sales Managers / Managers / Regional Managers
- Commercial staff - junior and senior
- Technical staff
- Color equipment staff
- High volume equipment staff
- IT Sales people - Consumables sales people
* average calculated over all courses given between May 2009 and May 2010 on France and Benelux
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