Presteren onder druk

Medewerker 3.0 Ondernemerschap Presteren onder druk

Druk Wat is druk? Beheersing van de aandacht Topsport Professional Verschil maken Veranderingen Discomfort Waardoor ontstaat druk?

E.S.C.A.P.E. voor na Expectations Consequence tijdens Scrutiny Why is structure in a sales organisation important? Perform under all circumstances, including pressure. Pressure  crazy things ........ Penalty Structure provides: Direction / Overview + details / Flexibility It’s all about clear thinking! tijdens Scrutiny

Presteren Effectief Efficient De goede dingen doen De dingen goed doen druk Let’s talk about Performance, your performance! 0% 100% Zero Hero Effectief Efficient De goede dingen doen De dingen goed doen

Gevolgen van druk Chaos Fouten Stress Demotivatie Agressive Passive Escape

Omgaan met druk Managen van verwachtingen Inzicht in gevolgen Voorbereiding Samenwerken SMS Trainen Structuur

Structuur Overzicht Focus Uniformiteit Flexibiliteit Evaluatie Businesses under pressure (especially printing) People under pressure Structure: Manufacturing / Logistics / Admin No clear structure in their communication towards customers

De BV-IK Plan Taak Meten Bouwstenen Knelpunten

Presenteren Position Problem Possibilities Proposition

Communicatie Aware WANTS NEEDS ACTION OPTIONS 4 steps in DMP .... customer buying questions: What do I want? ……. To achieve / accomplish / experience What do I need? ……. In order to get there Most people start with needs. What are my options? ……. Who / Which can help me best What will I do next? ……. Decision ACTION OPTIONS

De grootste uitdaging Onderscheidend vermogen Toegevoegde waarde Beter zijn, de beste zijn These are your main challenges in today’s PP market. Customers are not looking for the same, normal nor average. Customers need to differentiate themselves and are therefore looking for help. ACCOUNTANT VAN DIJK

De beste zijn De beste zijn in wat? Wat is je onderscheidend vermogen? Heeft dat waarde voor je klant? Welk probleem los je op? Waarom moet de klant zaken met jou doen? Wat ga je anders doen in 2017

Anders? Dienstverlening Visie Concept Werkwijze Klantbeleving Communicatie Innovativiteit Service

Maak het zichtbaar! EXERCISE: MAKE IT VISIBLE (SEE MANUAL) How can you make these characteristics visible in actual practice. -Reliability -Professionalism -Understanding for the customer -Good communication It’s all about trust (4 factors) Reliability Openess (transparant) Acceptance Congruence

Wat is uw strategie voor 2018?

Thanks for your attention! +31 6 51427231 rob@vanderbijltraining.nl 1 day for this workshop ..... Credibility on stake .... time is over, I need to stop. What I did today is impossible …… attention not longer than 30 minutes. Compliment .... tolerance. American study .... after 20 minutes still 90% ..... actively listening. 10% about a customer they have to call back. After 45 minutes: still 50% listening. 50% ..... wow this takes a long time and had to leave for the rest room. took us 1h30 ...... the study shows only 10% listening. 90% .... sleeping or having thoughts about how and where to spend their evening in Vegas ..... since nobody is sleeping Ladies and Gentlemen, thanks for your attention, I wish you all the best and see you around! vanderbijltraining.nl 17