Do not make assumptions when listening to families, pay attention and clarify what they're saying.    

Charmaine points out that listening to the customer is most important.  All areas of the company will benefit from listening and staying positive.

I learnt how to welcome feedback and manage my emotional response.

Ask more questions to understand the customer and keep focused on what they want.  It's all about the customer.

Observe and adapt to the customers way of thinking.  Get the whole story by asking more questions.   Let the customer talk 90% of the time.

Let the customers do the talking and listen.

Observe and listen without making assumptions. Make it easier for the client to be honest.

The course was very powerful and filled with lots of positive information- thank you!

Gave me skills to engage with the customer the right way from the start.

This workshop reminds you that anything is possible! Push your comfort Zone and ask more questions.

By bringing a focus to the client's needs I can generate more sales.

I had an awesome day and loved the course- thank you!

Stop presuming we know what our clients want. Listen more, do not talk so much, silence is OK.

Great workshop you'll learn really practical skills about how we communicate and the importance of being able to ask the right questions, observe and listen to the customer and adapt in order to provide the best solutions.

Understand an individual's pace and stick to it.

The course reset my way of thinking so I'm now in control of my thoughts and understanding my residents better.

My key take-outs from this workshop were the importance of positive communication,  to ask more questions and to listen, plan and take action.

Amazing, well paced course on how to be a partner, understand and provide an individualised solution. Eye-opening, couple of days with a great take-home training book!

I learnt how to better understand my residents' needs by becoming more aware of mindset, listening and asking relavant questions.

Great to be reminded to focus on what's important to the customer.  Ask the right questions and listen carefully.

2 steps I'm going to take from here are: Roll out my plan and set aside weekly time out of the office for business development.

This workshop has helped me focus on what the key parts of customer engagement are.

I got a great deal from the workshop that has helped me with handling objections.  It's all in the way I choose to react.  Great insight!

By being positive within myself, my residents will benefit from the outcome.

What I got out of this course?  The importance of open ended questions and having your questions prepared beforehand. And the importance of positive words.

This is training that is positive, inclusive, easy to follow and understand. My questions were answered.

Do not assume that the client will retain the information you have raised, touch base with them and follow up post meeting.

This workshop will improve the way you think, respond, engage and understand the customer. I learnt a great deal on how to meet the customers needs.

What I will take away from the workshop is to work on questions and be present.

Everyone can get something out of this course!

I leant skills on how to have and maintain successful relationships with the customer.

I learnt to work off my clients' terms and language and encourage feedback if something isn't working.

The biggest thing I learnt from this workshop is the importance of pushing my comfort zone in order to stay ahead.

What I got out of the workshop: make it easy to get feedback, don't cut relationships when they get too hard and be comfortable with knowing how much services cost.

It's important to align to the client's needs to make it easier for them to say yes.

By changing my mindset, I can engage with residents on a deeper level.

I learnt to ask more open questions. I'm looking forward to building stronger relationships.

Thank you Charmaine! The training was fantastic the way it is presented with so many useful tips and ways to learn how to engage with my clients and focusing on listening more to their needs, requirements, inquires and situations with asking the correct questions and asking more and more and more questions!

Listen, Listen, Listen- You can only change yourself.

This workshop has allowed me to recognise that the language I use and the conclusions I sometimes make on behalf of clients is anti-productive.

Take action consistently, and always follow-up with clients.

I learnt that if the Client is almost sold on the product, this is a magic period where added/extra benefits can be sold to them, but you have to be present, observe where they are and adapt to them constantly.

The course has made me re-think my approach to customers. I’m listening more and asking relevant/Intelligent questions. I find myself asking “Why?” a lot more than I used to and surprisingly customers respond. Hands down one of the best practical courses I have ever done which will benefit me now and in the future! Thank you Charmaine

Be present and remember everyone is doing the best they can do!

Not everyone is like me; sales is about listening.

I am my own power, I will take on my life with gutso!

I learnt to ask my clients lots of 'why' questions and to emphasise that their enquiry is a priority.

I learnt techniques to ask the right questions!

I learned the importance of mindset- how to change my way of thinking to best help our residents.

Moving forward I'm going to train my staff to observe & adapt so we all listen more, find out what our customers care about, also to create interactive presentations!

Welcome feedback!  This workshop showed me the importance of feedback and of asking more questions.

Develop a list of open questions to engage with customers more.

I learnt the importance of following up on clients ASAP to keep momentum going and turn them into active clients.

I came away with some wonderful insights: Leave my baggage the door and be more present with the customer.

Have a positive mindset and help clients to see the value in your service.

Wow - I've been selling to myself ie thinking everyone else is like me and has my needs and selling the same way! Now I'm going to really find out what they want, aligning with their needs and create supportive nurturing relationships.

I've learnt to observe EVERYTHING around the client: non-verbal cues, environment; to be adaptable: use different styles or techniques for every different situation and person.

It's not about the issue, but how I manage that issue in a positive way that focuses on the client. I also learnt that it's important to be more proactive with following up on and prioritising new clients.

I need to ask more questions: not to be complacent and think I know what the customers want: everyone's different. I think I could also improve asking customers how I can help look after or manage them. Using the 80/20 rule is a good one!

I learnt about the importance of mindset- if I set my mindset to positive thinking, I believe that the things I want out of life are within my reach!

I learned new ways to change my language to better deal with objections and care for our clients.

I found it interesting to learn the different ways that customers process information and how I need to adapt to whether a customer processes inwardly or outwardly.  Observe and adapt. Very helpful.

Gather more information before jumping to offer a solution.

Make the service all about the client and not about me or Cerebral Palsy Alliance.

Thank you Charmaine for normalising the sales experience, being so professional and prepared to understand your client and really unpack some amazing insights into our own client nurture journey - the momentum we’ve been able to create in 2 days will set us up for success. Thank you!

I have learnt to be aware of my key accounts' expectations, to invest my time in them and keep them happy: I'm going to spend more time connecting and planning and setting targets!

This has helped me understand the difference in communication styles.  Thank you!  It's always been there I just didn't know what it was before.

To learn more about the customer and find out what they think and want, ask more questions; get them talking.

Don't let negativity bring me down.

I now have a better understanding of myself after attending this workshop.

Focus on Growth - Mentality Exploration - The Funnel Energy/Effort vs Outcome

I've learnt some new techniques around asking more questions, re-framing, how to recognise when a customer is sold - also to give them time to process the information. I'm now going to plan for 2 hours every week and focus on the top 20% of clients

Very informative and eye opening course. Charmaine is very enthusiastic in her delivery. The course was insightful and relevant!

I built on my knowledge and understanding of the power of positivity on your energy and thoughts. I changed my life on these beliefs and was empowered more today- THANK YOU!!

Pleasantly surprised! I have been to many sales courses over the years and was quite hesitant about coming to this one. The content is so relevant! Charmaine is engaging and full of energy. She captured my attention from the start. Thoroughly enjoyed it.

Asking the client questions and letting them talk will provide information that will make the service/experience fit their values and priorities.

I now know it's beneficial to listen to my clients and then identify the benefits they want rather than just listing all our services.

A client should do 90% of the talking.

I learnt the importance of valuing the organisation, service and myself - to be confident about being able to sell the service.

Be natural and confident when discussing service options and service delivery fees.

I learnt to ask more questions, observe and adapt to my clients needs.

I come from a clinical background, so the business mindset is completely new to me. However, Smarter Selling (and particularly Charmaine) has changed my perspective on sales and helped me realise the importance of sales in all aspects of business and life. Charmaine has also helped to make sales seem less intimidating and given me key skills to change the way I approach situations and better understand my customer/client.

It is a goldmine - a great tool for business and individuals of all levels and stages, and above all FUN!

Very relevant information delivered in this workshop such as asking more questions so that you can offer the customer solutions that align with their interests.  Take responsibility, we are 100% responsible for what the customer understands.

My biggest take outs from the workshop is to observe and adapt to the customer.  Listen more, talk less in order to understand the customers needs.

This workshop was excellent!  I really felt it related to my work and home life - very positive and useful information.  I loved the section about listening and learning about focus.

Be careful of making presumptions regarding what your client wants, how much they have to spend and what is important to them -  ask lots of questions and listen to your client!

I learnt to look at complaints as feedback to improve my response to present and future clients.

This workshop gives you the time out for self reflection on how you communicate with your customers.  And gives you practical skills on how to improve that communication by asking more questions and listening.

I learnt the importance of getting to know the families by asking them questions and reading their responses. This leads to upselling in the future.

I had some key learning around my emails & calls: making it more about the customers, be more focused: considering the outcome and purpose of the email and what results I want to see - if I understand what the customer wants to get out of it, I'll get a better result.

Going forward I'm now going to let the client do 90% of the talking, so I can fill my Question Funnel with questions to ascertain as much information as possible, check what they need (recap) and align my solution with their needs.

There is value in asking my clients questions and being unapologetic about selling our services.

We are not selling to ourselves! Observe & adapt is so important to understand our customers' needs.

I've learnt to see opportunities to upsell other packages which I wouldn't have thought of before and meet more of their needs.

I'm not a planner, but I now will be as a result of training with Smarter Selling - time to make every opportunity count!

I'm definitely going to get in front of more people and plan my business development better. And of course ask more questions so I can understand our customers and offer more value.

Being in my first sales role coming from a nursing background, Smarter Selling and Charmaine have given me extremely valuable insight into where I can learn more and improve in my new role. Doing this course has given me more confidence and put me in a better mindset to be able to achieve my goals.

Asking the client for clarification is OK and essential for both the client and me.  It's how we gather better information.

The customer should do 90% of the talking - information is power.

Going forward, I'm going to upsell more (but at the end!) and focus on the customer (not me) - I've learnt that people are communicating and we should be constantly adapting to our customers.

We've learnt that the Exploration Process allows the customer to spend 90% of the time talking: questions are power! It's also really got me thinking about alternatives- and what sets us apart.

Sales Accelerator gives you the opportunity to refocus on what you're doing. To reflect on the questions you ask clients and how well you gather information from them.

I now understand that it's important to ask more questions and listen to what the client is saying. I also learnt that it's good to ask the client for feedback so I can do better.