3B Behaviour Based Business
Developing sales skills based on knowledge of personality types
The programme for the 3B behaviour-based sales training course centres on identifying participants’ complex personality types. The training does not focus on sales strategies and skills or improve on weaknesses. Instead, it equips participants with real and practical sales techniques by defining specific strengths/weaknesses in the sales team’s personalities. Participants on the course will learn about their personality profile and the team personality type chart which significantly increases team cohesion and takes effective cooperation to a new level. The training course also includes personality type analysis of individuals and teams. As a result, participants are able to use the knowledge they have acquired immediately in their everyday work within their own teams to increase motivation and resolve inter-generational conflicts.
1.1 Identifying personality types in Sales
1.2 Analysing decision-making processes
1.3 Understanding and breaking down the Mask
1.4 Modified personalities in Sales
The specific sales-related training material in the 3B systems builds on the knowledge acquired on Day 1 about personality types. The sales process is taught from the perspective of behaviour.
2.1 Introduction to the insurance marker
2.2 Generational change
2.3 Pre-sales (practices)
2.4 Main body (negotiation)
2.5 After sales
2.6 Complaints and customer problems
Advanced key account management training upon request from the customer based on the first two days’ sessions. While the basic training course focuses on the 4 main personality types, the advanced course also teaches participants about the 12 subtypes, helping them to develop and maintain complex, long-term relationships with customers.
After learning how to sell to customers, on day 4 participants will be taught the fundamentals of sales management and will learn how to form, develop and motivate their teams. The sales management sessions equip the leaders of sales teams with up to 50 members with specific knowledge relating to operational sales management. In addition to the knowledge gained over the first three days and following the comprehensive analysis of the customer’s market, special features will also be included in the programme which allow managers to put the knowledge they have acquired into practice straight away.