The Topics

1. Exploration 
   • Including: Selling and Questions
2. Listening 
3. Objections 
4. Negotiation 
5. Managing Clients’ Expectations 
6. Business Development 
7. Presenting 

1. Exploration

Including: Selling and Questions

Why do people buy? Who to effectively sell your product, service or idea.  How to be the expert. How to be professional.

Essential underpinning to every business transaction, critical to the success of the business.

Covers:

• Selling: What is selling, how to set yourself mentally for success. 
• Questions:  Learn about questions, why, different types, framing them. 
  • Information is Power – how do you get information – ask questions.
  • Questions are the difference between someone getting the sale and not.

• Exploration: like you’ve never known it before. Mindshift on how to elicit information from your client.  Exploration of the clients needs by framing questions that keep that client discussing what they need –  which arm you with more than 20 core areas of information including:-  information, needs, drivers, trust, value, beliefs, Internal Representations, how to be creative… (and more)!

Once elicited this puts your sales person in the most professional, powerful position imagined.   Allowing you to then which, once covered mean you simply and easily respond by feeding back the right solution in their language and style in a way that makes sense to them.

Outcome: Total confidence in ability to put forward a solution (delivered in the clients style) which is so perfectly aligned that you get the business. You are the professional. You are the Expert. Your solution is the one that is now obvious. Get that contract out there and then. The deal is done.

2. Listening

The backbone of all communication.

Covers: We are all listening aren’t we? Exercises that shake up that theory.

Outcome: Awareness of when I’m actively listening and when I’m in default mode. How your client listens and what to do to ensure they hear what you are saying in the way you want them to.

3. Objections

Understanding what this really means and how to convert into a sale.

Covers: Different types of objections. Understanding what the objection means. What about if the potential client keeps smiling and saying ‘I’ll be in touch’ but that doesn’t happen – those that can’t be straight with you…

Insight to how we feel and react to feedback and objections.

Outcome: Embracing objections and using them to forge more meaningful relationships that get the sale.

4. Negotiation

Successful negotiators are created not born.

Covers: Preparation, techniques, styles, mindset.

Outcome: Confident, successful negotiators who have a plan of action and all bases covered. Professionals who shift the focus off price and onto aligning the perfect solution (watch how the price negotiation just disintegrates or becomes less important to the client).

5. Managing clients’ expectations

Service excellence. Managing tricky situations.

Covers: Servicing excellence, communication styles. Buying Signals. Building client relationships. How to ensure your client is sold on all your products all the time.  How to manage them their way. What to do if it’s all unravelling and the wheels are falling off…

Outcome: Understanding what is motivating your client and how they want to be communicated with. Effective use of emails, phone calls and meetings.

6. Business Development / Prospecting

How to make prospecting easy and comfortable.

Covers: Energy. Mindset, Who to target, when, how, what to say, what to do? How to convert. Relevance. Timing. Emails, calls, networking.

Outcome: Someone who embraces prospecting with a clear head, consistency and genuine enthusiasm.

7. Presenting

Structure to ensure seamless delivery of your message.

Covers: Plan, prepare and execute. Structure, purpose and clients expectations. Observing and adapting. Next Steps.

Outcome: Powerful presenters who understand how to embed a message (that makes sense to your ‘audience’) with clarity.