The day will involve highly interactive, practical Coaching Training sessions to include:

Competency Descriptors – What is Consultative Selling?

Discussion, Agreement and Scoring against the relevant Competencies, skills and behaviours

Understanding Strength Deployment

Individual Personality Questionnaire recognising different styles and traits to identify your persuasion style

Preparation

Creating the right positive attitude and atmosphere for Consultative Selling

Who are you selling to?  Who are your key Stakeholders/Clients?

Call Planning and Forecasting

How to plan your calls, your time and predict revenue

Effective Communication

The importance of verbal and non-verbal communication in getting the Sale

Active Listening exercise

Sales Calls

Building rapport and effective relationships

Questioning Models and the new USPs and UVPs

How to identify what the client really needs/wants

The most successful international Consultative Sales Negotiation Model

Exercises in pairs to practise the Model

Handling Objections and Conflict

How to utilise questions in order to overcome objections

Sales Meeting Management

Techniques for effective Sales meetings

Account Management

How to achieve success with each client

Persuading others of your Business Case

An exercise to allow participants to develop and present a business case to sell their products/services/solutions and obtain buy-in from the group

Review of Individual Objectives and Personal Development Plans with SMART Action Planning

Participants agree on their future Development Areas and identify support; Feedback

What our Clients say:

‘Our Sales guys have already signed 3 large contracts after attending your training day; they are approaching their work in a much more structured and professional way.’ Learning and Development Director, Construction

‘The courses were highly personalised, intuitive and effective with excellent feedback from all employees at varying levels of employment within the organisation.’ Insurance Manager