We’re your sales excellence partner for all customer-centred roles.
Pitching for contracts worth millions, or negotiating commercial projects, every client facing role is vital in business. Whether you and your teams sell directly or digitally, pre-sales or customer after-sales service, the skills, knowledge and insights can be learned.
And we can help your sales teams learn with practical and engaging programmes that are customised to your business, people and brands.
Nothing starts in business until somebody sells something – but how to innovate when training your customer-facing staff? Outcome Selling does away with the old processes and challenges your people to think outcomes. By aligning skills to goals and results you’ll get better buy-in from staff and more buying from customers.
If there is flexibility then negotiate, if not you influence. This vital programme defines the difference between Negotiating and Influencing and when to use each approach. Critically it challenges sales people to stop giving away cash – long term business relationships must be profitable. The only result worse than losing a contract is winning at the wrong price.
So much customer facing time is now spent at group meetings. But sales people struggle to sell to groups and so hide behind a presentation – narrating a series of slides instead. Stop wasting everyone’s time and resources. Learn how to sell to groups with confident, engaging and collaborative presentations that lead inevitably to commitment.
Compared to presenting, facilitating is about saying less and achieving more. More information, interaction and input from the audience. And this takes a whole new set of skills. So if your sales people are chairing advisory boards, managing procurement meetings or consulting on strategy then they must be able to facilitate with a purpose.
You may have noticed at exhibitions how often staff talk amongst themselves, stare at their phones, just wait for someone to talk to them or occasionally pouncing on a passer-by. It is time to get your sales people engaging with customers, presenting with confidence and generating a return on investment.
Even the best sales people struggle in the complex world of Key Account Management; overlooking stakeholders, failing to plan for the long game and challenged by the need to work as a team. This programme dovetails with Outcome Selling to transform thinking and skills.
Everyone works on projects but few people are trained as project managers. That’s a recipe for disaster or at least busted budgets and long-lost deadlines. The challenge with project working is rarely a rogue Gantt chart. It is far more often the other people working on, or affected by, the project. Which is why this unique programme was designed.