Topics frequently covered in training sessions and consultations
Proactivity
- Effective implementation of key daily sales rituals
- Information gathering – sourcing and selecting – up-to-date information about the client: the company’s needs, industry trends, and key decision-makers
- Approach plan – sequential planning of the strategy for approaching clients – both potential and existing; building alliances within the client’s organisation
- Optimisation of hybrid sales activities
- Working to increase sales volume – effectively acquiring new clients over the phone
Taking control
- Using an assertive approach to skilfully take control of the successive stages of the sales process
- Applying the typology of customer behavioural attitudes to the pre-sale and finalisation stages
- Working on effective sales closing techniques
Narrative
- Adapting and enhancing storytelling skills in selected sales situations
- Strengthening business partnerships – presenting solutions from the perspective of the specific client’s priorities, creating effective barriers to entry for competitors, and preparing opportunities for cross-selling and up-selling
Energy and Motivation
- Looking after your well-being in a fast-paced sales environment
- Managing energy in the sales process
- De-escalating emotions in difficult situations
- Using individual correlations between competence levels and personal values to boost self-motivation
- Improving the effectiveness of responses in a rapidly changing environment