3B Sales Training Courses 2016-2017

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.

Basic information

  • Length: 2-4 x 1 day
  • Duration: 7 hours per day
  • No of participants: 5-20
Day 1

Behaviour-based Sales

1.1 Identifying personality types in Sales

  • Behaviour-based role plays and introduction to the 4 main personality types
  • Detailed presentation of the 4 main personality types
  • Identifying your own personality type
  • Detailed understanding of your own personality type (analysis of 3B test results)
  • Real-life examples and role plays to identify personality types

1.2 Analysing decision-making processes

  • Defining and gaining a detailed understanding of the Ruler personality type’s decision-making process
  • Defining and gaining a detailed understanding of the Self-Realiser personality type’s decision-making process
  • Defining and gaining a detailed understanding of the People-centred personality type’s decision-making process
  • Defining and gaining a detailed understanding of the Professional personality type’s decision-making process
  • Defining how the 4 main personality types can be influenced in their decisions (‘points of influence’)
  • Engaging in role plays to highlight the decision-making processes

1.3 Understanding and breaking down the Mask

  • Characteristics of the Mask in Hungary and the relevant region
  • Recognising and dealing with the Mask
  • Sales techniques to break down the Mask and bring out the person’s true personality
  • The decision-making process of people with a Mask and how this can be influenced
  • Using real-life examples and role plays to learn how to recognise the Mask

1.4 Modified personalities in Sales

  • Recognising modified personalities in negotiations
  • The effects of these modifications on decision-making
  • Common mistakes made by salespeople when selling to modified personalities
  • Characteristics of modification in salespeople and customers in Hungary
  • Using real-life examples and role plays to learn how to recognise and deal with modified personalities
Day 2

Sales in practice using behaviour-based technology

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

  • Changes to the consumer mark since the crisis of 2009
  • Solvency and the ability to save in Hungary
  • Changes to insurance companies’ potential customer base
  • Role plays and lessons from real life.

2.2 Generational change

  • Decision-making characteristics of those born between 1984 and 1996 and their effects on the insurance market
  • ‘Theatrical performance’ presenting the 84-96 generation
  • Decision-making characteristics of those born between 1972 and 1984 and their effects on the insurance market
  • ‘Theatrical performance’ presenting the 72-84 generation
  • Sales techniques to acquire clients from the new generations in Hungary

2.3  Pre-sales (practices)

  • Building a modern database
  • ‘First call’ (cold call)
  • Reaching the decision-maker
  • Arranging a meeting (filtering for potential customers)

2.4 Main body (negotiation)

  • Ruler’s negotiation style
  • Self-realiser’s negotiation style
  • People-centred negotiation style
  • Professional’s negotiation style
  • Negotiation role plays

2.5 After sales

  • Ruler’s customer management style
  • Self-realiser’s management style
  • People-centred customer management style
  • Professional’s customer management style
  • Role plays on handling customers and obtaining recommendations

2.6 Complaints and customer problems

  • Defining complaints and customer problems
  • Understanding the differences between complaints and customer problems
  • Assigning complaints to personality types
  • Managing complaints in a decision-making process
  • Specific solutions for handling complaints and dealing with customer problems
Day 3

Key account management

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.

Day 4

Sales management

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.

Individual consultations on request