Summary of [GloboAves | Aula 1]

Summary of "GloboAves | Aula 1"

The first class of the GloboAves training program focuses on enhancing the skills and methodologies of the sales team. The session is led by André Ortiz, who emphasizes the importance of effective sales strategies and customer relationships. Below are the main ideas, concepts, and methodologies discussed during the class:

Main Ideas and Concepts:

• Sales Training Importance: The training aims to improve the sales team's interaction with clients, ensuring they represent GloboAves as a unique and quality-driven company in the poultry industry.
• Customer Interaction: The sales team must treat clients differently, focusing on building relationships and understanding their needs rather than just taking orders.
• Sales Methodology (PFA):
  • P: Prospecting
  • F: Follow-up
  • A: After-sales service
• Types of Sellers: There are two types of sellers: order takers and proactive sales professionals who consult and solve client problems.
• Customer Loyalty: A loyal customer exists only if the seller is loyal to them. Building trust is crucial in maintaining long-term relationships.
• Adaptability: Sales professionals must adapt to changing customer behaviors and preferences, especially in the digital landscape.

Methodology and Instructions:

1. Prospecting:
   • Identify and understand the ideal customer profile.
   • Use various channels for Prospecting, including:
     • Geographical Prospecting: Visiting customers based on location.
     • Demographic Prospecting: Understanding customer lifestyles and behaviors.
     • Online Prospecting: Utilizing social media platforms like WhatsApp, Instagram, and LinkedIn.
     • Referral Prospecting: Asking existing customers for referrals.
     • Event Prospecting: Attending fairs and networking events.
2. Sales Phases:
   • Prospecting: Attract new customers.
   • Service: Engage and understand customer needs.
   • Negotiation: Discuss terms and conditions.
   • Closing: Finalize the sale.
   • Follow-Up: Ensure customer satisfaction post-sale.
3. Homework Assignment:
   • Choose at least one Prospecting strategy discussed in the class and implement it over the month of August.
   • Prepare to present results in the next class.
4. Communication:
   • Use WhatsApp for business communication, focusing on short, engaging audio messages, catalog images, and brief videos to capture customer attention.

Speakers and Sources Featured:

• André Ortiz: Sales trainer and speaker, leading the session.
• Roberto: Mentioned as part of the management team at GloboAves.
• Fábio Nunes: A participant in the session who facilitates the class.
• Eduardo: Technology partner assisting with the online class.
• Various Participants: Including team members from GloboAves who contributed to discussions.

The class emphasizes the importance of continuous learning, adaptability, and the application of sales strategies to foster stronger client relationships and drive sales performance.

Notable Quotes

— 03:26 — « Knowledge is the only thing that no one steals from us. »

— 08:51 — « Thank God because this problem is a blessing in disguise. »

— 11:40 — « If you have a goal, you are the goal. »

— 48:19 — « Life is made of this people, most people when they wake up they complain about life, but when we wake up we only have two options: either learn something new with the challenge of the problem and come out better or play the victim and look for someone to blame. »

Category

Educational

Video