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Facilitated Programs

Selling Skills/Negotiation/Account Management/

Coaching/Leadership​/Presentation skills

Typically we invest time through working with our clients sales people ensuring we gain a great view and understanding of their current skill levels - their customer's expectations - what is working for the sales team now and what isn't working. This also allows to incorporate the right company and industry language into their programs.

We find this approach resonates well with participants as they can see and feel that each training program is a program specifically designed for them and their situation.

Sales Call Process

Sales Call Process

  • Provide a sales call process that gives each sales person the best opportunity for success

  • Gain commitment and belief in the sales process

  • Ensure understanding of each stage and how it applies to them

  • Ensure clarity of what is expected of each sales person

  • Breaks down the sales team's daily work into process steps

  • Ensuring the process is designed and tailored for each client and their industry 

  • Understand different types of questions

  • Learn to ask the right questions at the right times

  • Become more effective and  efficient in creating and understanding clients full needs

  • Learn how to be a great active listener

  • Taking a consultative approach 

  • Learn to look for and drill into clients underlying meaning

  • Develop your own 'question bank' for future use.

Questioning & Listening Skills

Questioning & Listening

  • Learn quicker ways to build the right kind of rapport

  • Understand the customers style

  • Understand their pain, problems and key opportunities that your solutions can fix.

  • Understand how the features of your products or services turn into benefits for your customer

  • Learn how to take the customer through a compelling proposition.

  • Where required understand how to build commercial arguments.

  • A proposition that matches their needs.

  • How to find or create right time to close.

  • Learn a variety of ways of closing the sale 

  • Build selling stories around current activity and role play them 

Persuasive Selling

Persuasive selling

  • Learn our eight steps to handling objections

  • An approach that removes potential conflict and opens the door for positive dialogue and closing the sale

  • Participants will leave with a list of their toughest objections and how to handle them

  • Learn how the funneling tool assists in handling objections

Handling Objections

Handling Objections

  • Learn to set clear vision & expectations for your team and individuals

  • Learning what to observe behaviours and how to identify where to add value through coaching

  • Creating conditions for positive appraisals

  • Develop skills to understand why individuals provide both good performance and poor performance.

  • Learn coaching skills for providing feedback in a constructive and balanced way

  • Learn how to use the GROW model to ensure responsibility and sound actions from the coachee.

  • How to organise skill development for your team

Coaching Skills

Coaching

  • Learn the process of negotiation and its component parts

  • Create a negotiation style that works for you

  • Improve your effectiveness in a variety of negotiation situations

  • Learn the different strategies you can use to achieve the best possible outcome

  • Learn not to give anything away

  • Structure the negotiation so it moves towards a win:win

  • Handle customer strategies effectively 

  • Build better quality relationships through high quality outcomes

  • Plan and practice for an up coming real negotiation 

  • Report real negotiation outcomes post program

Negotiation Skills

Negotiation

  • Design an engaging presentation for your audience.

  • Learn a simple structure to your presentations that reduces the need for notes

  • Lead your audience with strong body language and gestures 

  • Understand your own strengths and areas for improvement

  • Learn how to expand and develop your own style.

  • Participants will leave with much greater confidence

  • Participants will develop and deliver two presentations each

  • Improve your overall verbal communication skills 

  • Develop a greater insight into people and how to tap into various audience motivations.

  • Ensuring your future presentations are highly engaging

Presentation Skills

Presentation Skills

Key Account Management

Account Planning

  • Develop the appropriate account planning tools for your business 

  • Tailor each component to your specific business needs

  • Each participant to develop a strong customer account plan that is both shared and critiqued

  • Shared learnings of strategies across team

  • Participants will learn a pro active strategic approach to managing and working with their customers

  • How to measure and therefore enhance their business relationships

  • Develop strategies to combat competitors

  • Learn how to leverage your business with your key customers

  • Each participant to leave with a working active plan with clear immediate and future action points

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