After the training programme has been successfully completed so far, I feel I have to give feedback to the concept.

As a point of departure I felt that my sales consultants were both competent, well disciplined and experienced in the many facets of sales.

If we ask the same sales consultants today – after the sales training – the experience is another. There is no doubt that everyone has developed considerably and in a positive sense.

Since 1991, SODEMANN Udstillingssystemer A/S has provided the exhibition sector with transportable total solutions. Our specialty is solutions which are easily and quickly set up, taken down and transported. With sale and production of ancillary graphic production, we are often dealing with actual solution sales. This means that a thorough analysis of the customer’s needs, use, budget etc, is crucial for the presentation of the right solution and, ultimately, the customer’s satisfaction with our solution of the task.

During a six months course we have gone through all nine cases of the SalesPartners’s concept. Each sales consultant has prepared one or more of the nine cases and has subsequently had the responsibility of presenting the case and making it comprehensible to the other sales consultants. This method increases motivation and gives really good results. With Michael Hove’s every day participation in the course, we have furthermore been presented with a number of massive ”tools” at a high expert level. We quickly gained confidence in Michael’s understanding of our exact situation and needs. This along with a natural respect for Michael’s experience and documented results of ”tasting his own medicine” resulted in a professional and open atmosphere during the entire course.

The common feedback from the sales consultants has been:

That it was harder than expected and differently targeted than what they had previously experienced. That the results have been measurable in practice during the training programme.
That the acquired ”tools” are constantly at the back of your mind and can be used according to the situation and as needed. Typically in a slightly different ”packing” and differently formulated but with the same basic idea.
That we can use the acquired ”tools”. That we are not dealing with “sales at gunpoint” but mutual understanding and common sense in the process. That a humorous and open tone during the programme led to whole-hearted participation and many personal input and examples. That the final exam seems motivating. That everything was examined and all notes review. That a prize was awarded for best perception of the concept, best preparations and strongest involvement in the practical assignments.
A distinct wish for having the DVD material available for a period so that the acquired competencies do not blur with time.

My personal perception of the value measured against the investment:

The investment will undoubtedly pay off in the long term. I believe that it has already paid for itself. Not due to a higher price but rather because of a more correct uncovering and a higher ”personal value” added to the solutions.
Our customers are to a higher extent left with a good feeling and a strong belief that they have chosen the right solution and the right supplier while they hopefully experience a high value of their long-term investment at the same time. With 13 years of experience in sales to more than 3500 companies, we must not be mediocre. Everything we do should be saturated with professionalism and involvement. This also includes the sales consultants’ behaviour and competencies. Price is an important factor and is actually one of the easiest parameters to work with. We can always offer the lowest price. However, my experience is that the customer’s investment gets far more value in the long term when also quality, precision, security and design are significant factors. We have become much better at including this message in the sales process.

To conclude, I am very satisfied with the results as well as the course of the programme and I am looking forward to further cooperation as regards personal training of individuals.

Best regards