Testimonials
Public Workshop Testimonials
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I need to isolate myself from the noise and focus on new projects so that I can focus on targeting new customers.
Glynn, April 2018 -
I need to get into the habit of presenting regular content to clients, asking them more questions and completing a sales plan with actions and goals to pursue.
Glyn, April 2018 -
I need to consider all the people involved that need to be sold, not just the person I'm directly dealing with from the company. Never fall back on decreasing the price for a customer straight away. The issue doesn't always come down to the price of our hardware and software service. We need to dig deeper with questions!
Glyn, April 2018 -
I need to employ LinkedIn, emails and phone calls more effectively to add value to customers.
Glyn, April 2018 -
I have learnt the importance of prioritising my current and prospective target clients and how to make an action plan.
Uponor, April 2018 -
Business development and sales require consistent dedication. I need to spend time identifying my clients, asking them lots of questions and then adapting my correspondence and calls.
Super Ratings, April 2018 -
Energy & effort- use them effectively to get to the desired outcome.
Safe T Stop, April 2018 -
Know my message and be confident with clients.
Safe T Stop, April 2018 -
Be creative to find a zebra, and make opportunities. Be consistent to become efficient.
GCR Electrical, April 2018 -
Turn up more, and ask more questions!
Rapid Automatic, April 2018 -
Keep fires burning and make the most of EVERY opportunity!
Uponor, April 2018 -
The difference in being a good BDM and a great BDM is mindset.
Mark Sensing, April 2018 -
Use the funnel- ask questions!!
Fisher & Paykel, March 2018 -
Be honest and open- and firm in negotiation!
Global Data, March 2018 -
Use positive language! Have intentions with every word.
Fisher & Paykel, March 2018 -
Anchor questions to things that the client cares about.
BPA, March 2018 -
Mindset is so important- approach new Business Development opportunities with your own strengths. Don't get caught up in the detail, look at the bigger picture.
STM Brands, March 2018 -
With existing customers, you don't always need a reason to see them. Turn up more and be more visible.
STM Brands, March 2018 -
I will make a conscious effort to go in with a positive mindset and remember not to carry limiting beliefs into a meeting.
Fisher & Paykel Healthcare, March 2018 -
Align with the customer. Always.
Amphenol, March 2018 -
Structure your week and set clear expectations- make sure you have a good mindset before calling clients.
Grenke, March 2018 -
Have aclear mind, be positive and take action!
Amphenol, March 2018 -
Step outside the comfort zone more often,and take action consistantly.
Fisher & Paykel Healthcare, March 2018 -
Think about how I can add value each time I visit a customer.
Fisher & Paykel Healthcare, March 2018 -
Always have a touch point plan- and a positive mindset!
Grenke, March 2018 -
Ask more questions, and make client interactions only about them.
Hexaware Technologies, March 2018 -
Have a clear strategy for each client, top accounts and new business.
Amphenol, March 2018 -
I took from the course the importance of language- tailor every conversation to be in alignment with the client.
Fisher & Paykel Healthcare, March 2018 -
Ask more questions!!! Plan more and take action- just do it!
Fisher & Paykel Healthcare, March 2018 -
Be comfortable with silence- ask questions and listen. Always embed positivity and add value to your clients,
Sales Accelerator, March 2018 -
Ask questions!
Sales Accelerator, March 2018 -
To be present, planned & purposeful in regular and methodical contact with my clients.
Elite Agent, March 2018 -
Know your clients best possible solution and strive to achieve it.
Audio Visual Events, March 2018 -
My main take-outs from the course were to listen and ask questions, and pay attention to the details. Try to shift the conversation to the customer via the use of framing.
Radiation Saunders, March 2018 -
Have a positive mindset and help clients to see the value in your service.
SDN Children's Services, 2018 -
Take action consistently, and always follow-up with clients.
CPA, March 2018 -
When presenting, make sure you have a clear purpose- prepare the relevant information and practice your presentation so you can have presence. Make sure you engage with your client beforehand so you can make the content meaningful.
Uponor, March 2018 -
Ask more questions to gain greater information/insights to business needs.
Financial Educational Professionals, March 2018 -
My main take out from the course is to have the integrity in myself to continue the practice of sales.
Kademi, March 2018 -
Ask more questions, listen to the client and never assume!
Safe T Stop -
It's all about the customer - remain calm, keep positive and make sure you only use relevant information that caters to the individual client.
Get Smart Promotional Products -
My main take outs were:
- Focus on EXISTING clients and continue to get to know them and their business better
- Listen and keep questions relevant
- Be consistent with all clients!
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I now know to ask questions, observe and adapt!
Get Smart Promotional Products -
Go a step above your competitors - ask more questions, drop in more, send more emails: this will give you more information about what the client wants and leave you able to service them better.
Naked Wines, November 2017 -
Listen to what customers are saying, not just what you want to hear.
Uponor, November 2017 -
The best time for your customer is the best time for you - be relevant and aware of their needs.
Uponor, November 2017 -
Don't embed negative language - it's all about mindset!!!!
Naked Wines, November 2017 -
People don't buy on price - stay focused on what's important to them, and ask solid questions to tailor a solution.
Traffic Act, October 2017 -
Reflect on what and how your clients are thinking, and what they value - adapt yourself to work within these frames.
Lee Hect Harrison, November 2017 -
As sales people, we tend to assume too much even when we think that we aren't: our focus should be on being as relevant to the client as possible to create sustainable partnerships and future growth.
CPS Conveyors -
I'm now going to use the question funnel to find out the client's key interests using the observing and adapting. I've learn to be consistent, have a purpose, and that less is more so I have to ADD VALUE!
CBSi -
I'm looking forward to adding value for my customers every time I go to see them. Looking after the person who makes the decisions and giving them new ideas makes the difference!
Logistical Freight Solutions -
I have learnt to observe and use my skills in order to understand the customers' needs (example: not dumping irrelevant information on them!)
Shearwater -
I've realised we should look after the top clients, that I need to identify my Biz dev targets, plan better and concentrate on their value.
Audio Visual Events -
I loved the focus on preparing for meetings and practicing what I need to present; that it's all about the client (let them talk for 90% of the time!) and WE should set the value (so they see it too).
Audio Visual Events -
I've learnt to ask customers how they like to be looked after, to plan more, have consistency in my approach. I appreciate the importance of questions, to 'funnel' and reflect on what/how clients may be thinking (what they value).
Lee Hect Harrison -
I learnt that I'm not selling to myself: to observe & adapt to what the customer needs, in their language. I plan now to take a step back, listen, and believe I can really help/serve!
Naked Wines Australia -
I'm now going to be more organised, ask more questions, listen to the answers (for the buying signals and clues) and use our CRM! I enjoyed learning about mindset, to observe & adapt and find out more about their business.
Uponor Australia -
I enjoyed learning how to ask way more questions to tailor a solution: people don't buy just on price - stay focused on what's relevant to them. I now feel more confident to upsell sooner and ask for the business.
Traffic Act -
Moving forward I am going to ask more questions (and really listen!), stay away from negative language and overpromising but underdelivering. Loved learning about mindset!
Naked Wines Australia -
I learnt to make it about them, to really listen and not just dump information on them and I will now be asking lots of questions to find out their needs.
Uponor Australia -
Moving forward I aim to now be more open-minded, ask more questions and know the signs of being sold and to start upselling.
Bathroom Products Australia -
I now know to ask as many questions as possible in order to obtain the knowledge from my client as to what they need - ascertain the key points important to them and check in on these points to provide a solution.
R82 -
I learnt to observe and adapt to my customers, ask more questions to find out what's important to them and really believe in the value I have to offer.
R82 -
I'm now going to PLAN and FOCUS more by being more proactive and unafraid to reach out to customers and prospects.
Metra Weather Service -
I enjoyed discussing the impact that conversation has on a customer, allowing them to talk and be present. I learnt that it's important to not become complacent and continually look for opportunities to satisfy the needs of the customer.
Industrial Athlete -
I love the funnel concept - finding out everything that makes the client tick, letting them talk and have free reign makes them feel understood and helps us really create the right solution.
Corum Health Services -
Keep things conversational and follow up regularly - don't become complacent, continually look for new opportunities with exisiting clients.
ADA, October 2017 -
My biggest take away from the course was the importance of mindset - be clear of baggage and don't assume or impose limitations when interacting with clients.
STM Brands, October 2017 -
Plant seeds regarding the next sale at every interaction.
Tassal, October 2017 -
The tipping point is the perfect opportunity to upsell!
STM Brands, October 2017 -
Always align to the customer's needs - not everybody is always sold before you've already moved on.
R & J Batteries, October 2017 -
Expand on key points that align with the customer's values and preferable outcomes.
MTC, October 2017 -
Before negotiation, check your mindset by assessing the client's needs and options.
Hille's Home Extensions, October 2017 -
Sometimes you hear only what you want to hear - be on the client's side, and do things for their benefit.
Hille's Home Extensions, October 2017 -
Adapt to what's important to the individual - you are not selling you!
Hille's Home Extensions, October 2017 -
Take your clients to their best possible outcome, and suggest further add-ons when you know they are sold.
Empired, October 2017 -
I've learned you can never ask enough good questions because it will lead you to more solutions; it's important to have a good game plan so you have a good understanding of what you might ask or be asked. Our Mindset must be positive and have the willingness to understand the customer and their needs.
R & J Batteries, October 2017 -
I've learnt some of the key elements of negotiation include preparation and planning, asking questions and thinking about what I want to know and what they might ask and focus on best case scenario!
Metra Weather, October 2017 -
Moving forward I'm going to ask more questions, flow on from relevant answers to gain their values and find out what value they want. Prepare for best case scenarios, plan my side AND their side, get out of the detail and 'chunk up'!
Kegstar, October 2017 -
My take-outs are: ask more questions, be the best prepared for the best results and always have a plan. I've learnt that not all negotiations are the same - what worked in the past may not work this time.
Kegstar, October 2017 -
I'm now going to observe and adapt my behaviour more closely as it's very important and it can provide you with key motivators from the other person. More quality questions, gather intel and the 3 key elements of negotiation.
Kegstar, October 2017 -
Moving forward I will keep asking questions, understand my own negotiation style and what this means in terms of the weaknesses and strengths I may have during negotiation. How trust, honesty and empathy often play in the background but actually play a significant part in what can happen. I'll be more confident and anchor them to the best case scenario early on.
Mentone Education, October 2017 -
Keep your eyes on the outcomes!
Get Smart Promotional Products, September 2017 -
Before any negotiation, you must be 100% confident with your product.
Emotrans, September 2017 -
Keep clients focused and interested by engaging thoughtfully with them.
Get Smart Promotional Products, September 2017 -
Let the client speak 90% of the time - find out what they're about, what's important to them and what they need from me.
Biox International, September 2017 -
The key point I took from the course was the importance of asking good questions!
Kollaras & Co, September 2017 -
The second sale is the easiest, so keep on selling!!
Futures Fins- September 2017 -
I'm going to identify key prospects within the business, and moving forward, I will always allocate time to business development.
Audio Network- September 2017 -
To effectively understand the client's situation, it is imperative to listen for verbal and non-verbal cues to elicit information we can use to offer solutions to their problems.
Shearwater- September 2017 -
Ask questions to get as much information from your customer to better understand their needs.
Emotrans- September 2017 -
Call more often, send more emails, make proactive suggestions face to face- maximise your time in from of your clients so you can stay well ahead of competitors.
Wise Up Marketing- September2017 -
Charmaine gave me the confidence to take any opportunities to meet with important clients, even though this is out of my comfort zone.
Alpha XRT- September 2017 -
Drop anything that's not relevant to your client and tie back to what's important to them.
Hoverscape- September 2017 -
Adapt and change, be fluid and reactive to your environment. Adjust to your customer and provide them with the best solution.
Platinum Mechanics- September 2017 -
Prepare, Practise and have Purpose- stay at the same pace as your client so to demonstrate you understand your audience.
Get Smart Promotional Products- September 2017 -
Excellent and interesting Sales Accelerator course. I learned so much that I can apply in growing business.
MetraWeather, February 2018 -
Business Development is all the time!
Audio Visual Events -
You as the sales person is responsible for ensuring the message is heard and understood by the client
Audio Visual Events -
Make your presentation clear and concise
Audio Visual Events -
Explore and weigh options available to the customer
Audio Visual Events -
Seek to understand the customer then check you have understood the customer
Audio Visual Events -
Keep the focus on what your service can do for them
GCR Electrical Services -
Make business development part of your routine
GCR Electrical Services -
Negotiation is not about the cheapest price but giving the client what they really want
GCR Electrical Services -
Creating a proposal to suit their needs makes the customer feel listened to, understood, valued and comfortable
GCR Electrical Services -
Tailoring your approach, language and demeanour to the customer builds rapport and trust
Audio Visual Events -
Discover their needs, adapt to their style, consider their options and run tactics
B Online Learning -
Speak slowly so the customer can process what you are presenting
Audio Visual Events -
Use language that the customer is comfortable with and they will take on more of the information you are providing
Audio Visual Events -
Listen for key words and phrases your customer uses so you can repeat them back when delivering a solution
B Online Learning -
Negotiate on the terms rather than discounting the price
Audio Visual Events -
Make sure you have uncovered all the clients needs, uncover more opportunities, provide value
Audio Visual Events -
Fish where the fish are
Right2Drive -
I've learnt to reframe a customers question so that I can understand what they want to do with the product and their requirements before I offer a solution
Seepex -
Be congruent with your offer
Harbourside Decorators -
Focus on delivering what the customer wants/needs, listen more and hardball less
Ac Industries -
Business development includes sewing the seeds for future business
Kyzen Group -
If you are a literal thinker who is talking to an inferential one, you are the one who needs to adjust and adapt
Sunrise Medical -
Check the information you have noted is accurate and hits home with the customers most important needs
Ac Industries -
The sales person is responsible for both sides of the communication
Young Professional Women Australia -
You need to believe you're worth it in order to project you're worth to the customer
Kyzen Group -
Confidence comes from knowing your product and understanding the customer- ask the right questions!
Aqua Room- September 2017 -
Asking the right questions will not only give you information but also more sales opportunities
Royals Hair and Beauty -
Use the word 'AND' instead of 'BUT' when delivering your solution to a complaint
EIR Group -
Prepare 1-3 solutions depending on the buyer and the information you have gathered on their needs
Mary Mary African Label -
Try to talk to all people who have an influence on the decision making
The Glove Company -
A structure to selling that is flexible and variable depending on the customer
Flordis -
Asking questions making the customer feel involved, valued, confident and builds trust.
Mayfield Garden -
Adapt to the language your customer responds to so you can sell them what they need
The Glove Company -
Know where your customer is at before you provide solutions to them
Avery -
Recognising when a customer has moved to sold is vital, at this time you should no longer use persuasive language
The Glove Company -
Funnel, align through observing and adapting, consider their alternatives and then formulate negotiation tactics
Mayfield Garden -
When a client is moving from being not sold to sold do not break the spell or unsell the product by saying anything
Mayfield Garden -
If one person is sold don’t assume all parties are sold, there is more work to be done and more questions required.
Woodpecker -
Speak in the same terms and on the same level as your customer.
Woodpecker -
Qualify all stakeholder needs and help them feel comfortable with the sale.
Elabor8 -
Get on the same wavelength as the customer and see their vision with them.
Corum -
It is important to observe the customer and notice what details they ask for or if they are in a hurry so you can adapt accordingly.
Woodpecker -
Take advantage of the opportunity when your customer bypasses critical faculty during the buying process.
Woodpecker -
Everybody wants, needs, reacts and buys differently so you need to consider how the customer operates.
ScanBrands / Baby Bjorn -
I now understand the difference between literal and inferential clients and how to help them understand that change is beneficial.
Woodpecker -
Understanding our clients overall vision is imperative. We need to adapt and apply relevance between our products and their needs to find positive solutions and build rapport.
Woodpecker -
I learnt that to look after my key accounts I need to keep in contact, find out how they wish to be managed and adapt and find new ways to help improve their business.
Smarter Selling, February 2017 -
Treat existing clients the same as when you first brought them on, ask them lots of questions and and make it about them.
Audio Network, February 2017 -
I’ve learnt that consistency and discipline are key to business development.
PRP Imaging, February 2017 -
Take advantage of a customer who is in buying mode by introducing and selling other products.
SATO Global, February 2017 -
Calls and emails to clients should focus on their needs and wants.
Treecraft, February 2017 -
When it comes to client correspondence you should have a purpose, project confidence, remember that less is more and always make it about them.
Pro Auto Repairs, February 2018 -
Through observation and listening we can learn exactly what our clients want and need. We can then adapt our plan accordingly and give the right solution for their business.
Scanbrands/Baby Bjorn, February 2017 -
Stop trying to convince a customer that is already sold.
PRP Imaging, February 2017 -
Adapt your solutions to align with the customer’s needs and also adapt to their style so they understand and feel more valued.
Sydney Tower Dining, February 2017 -
I learnt to reset my goals and how to listen and better manage my customers!
Flordis, February 2017 -
It's important to find out what our customer really wants. It's not about me it's about them! We have to make sure our questions are meaningful and relevant.
Mark Sensing, February 2017 -
Learning how to understand your client was essential. This was the core of the course.
Kademi -
I learnt how to bring in USP for maximum effect.
Shift8 -
I completely understand now the reason for questions and understanding the customer to that degree. How to then repeat back to them, in their language my solution.Shore Financial
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Knowing what to do if someone isn’t sold - or a partner isn’t sold. How to handle that was incredibly useful.Shore Financial
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I learned how to make the interaction about them and their needs - and not on my and my service.
Shore Finance -
When someone is sold, let it digest, do not interrupt. I learnt also when to use these hypnotherapy techniques to cross sell.
Shore Financial -
How to engage other decision makers to ensure your solution fits all.
Cosmediccentral.com.au -
Learning how to observe and adapt. This is crucially important as not every person/client is the same. A onesie fits all model is not realistic or effective.
Cosmediccentral.com.au -
I learnt how to ‘Frame’, how to create clues, bring in USP, and how to get other decision makers in the picture.
Trusted Surgeons -
Understanding the needs of your client allows you to fulfill their needs, concisely and in a language familiar to the client. One size doe not fit all.Trusted Surgeons
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I learned how to provide the right solution so you can help their company, highlighting the use of features and benefits which at all times need to align with your client.Trusted Surgeons
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How to present a solution in their language and tonality (theirs- not mine).
Street Fighter Media -
How to provide the right questions which create rapport, understand beliefs, limitations, aspirations.
Street Fighter Media -
Understanding exactly what the client wants.
Street Fighter Media -
What to do when the client is in a purchasing stage! How to let them think (shut up)!
HCI -
Learnt how to create a mutual understanding between yourself and the client. This method assists in speaking the clients langauge (NLP).
HCI -
How to hold the space of the client, asking questions that ensure they articulate their needs, wants and desires, then how to clarify their message to empower them and also to confrm you're on the same page.
Goldenlight Designs -
I learned how to develop a relationship to understand what the customer actually needs and wants.
P&N Rogers -
Knowing what to say if there is another decision maker.
P&N Rogers -
Learnt a simple structure which is a process of asking questions to build trust and gain understanding of clients needs and pain points
Wise Up Marketing -
Acknowledging where a client is at today reminds us to change our approach.
Wise Up Marketing -
I learnt how to use 'Framing' which helps when someone says 'Tell me what you can do for me'.
Wise Up Marketing -
It is important that you are able to observe the behaviours of a potential client, identifying thier core needs and then adequately adapt your solution.
Wise Up Marketing -
90% of the time you should be asking questions and listening- and observe. Listen/be quiet/ask questions + learn.
Wontok -
Recognising when the customer is mentally working through her reasons in her own mind as to why she should buy- how not to interrupt this point!
The Broad Picture -
This course is all about the customer and what she wants, how she operates, what her vision of her needs are- my response will be adapted to those (not my own needs/perceptions)
The Broad Picture -
I learned how to observe how the client is communicating so u can best communicate back the same.
The Propper -
I learned how to observe everything. What the client is saying and doing. How to keep the customer discussing their needs.
The Propper -
I got to understand how to read the state of the customer and how to best position our USP.
Wontok -
To be successful, it's the accurate matching of the customers requirements with a solution . It's all in the questions and observing what they do and say
Wontok -
Each individual has their own needs. You need to observe what they are saying and doing. how they respond and adapt. Making every interaction different.
Cht chemicals -
Noting that every sale is different, observe what is going on and adapt to the situation. If someone is visual use visual aids etc. Only talk about what is relevant to the client!
Full House Group -
Realising that customers are all different and they change their mind so it's important to not assume therefore the importance to observe and adapt accordingly.
Taxi Box -
It's important to ask questions and get that client talking, also just because one of your contacts is 'sold' within an organisation- don't assume the other decision makers are.
Full House Group -
I learnt that every client is different and they don't always want to hear the same things. It's very important to find out their individual needs and desires and then show how you can help.
Full House Group -
I understood how to get forward momentum that's used in sales.
Full House Group -
I learnt how to really control the client and environment allowing me to adapt to the change in attitude and content so you can make the most out of your sales experience. How to stay in control.
Full House Group -
Finding out what the client needs and wants are. (or you could be jumping the gun and offering products which they may not even need).
R&J Batteries -
Learning to hold ourselves to each client and that one technique does not work for every situation.
Guardright -
I learnt that every situation & person is different. The way they buy, hear things, react, what's important to them and you need to frame correctly and ask the questions that will benefit both parties.
Corum -
I learnt about questions, structure, delivery, framing, closing.. so much!
CBS Interactive -
I learnt the Smarter Selling Model of Excellence which is all about how your focus is on the customer and not on you.
lawtap -
I learnt about the use of questions to a deep level to help me help my customer.
CBS International -
I learnt a simple and highly effective Exploration Funnel. So powerful.
Lawtap -
Learning about the importance of questions, how that really assists you and the client.
Active Surgical -
Grasping how to ask different questions to allow you to build a tailored plan.
R&J Batteries -
Understaning 'framing' and how to create a solution that entirely matches their needs, down to how they operate and in their language.
Bright Cherry -
Need to listen to the needs of the client before you sell your solution. Get them talking, it's all about them.
CBS Interactive -
It was great to really understand how to really grow business fast by being so client focused. Understanding their needs and wants and the way they operate.
Safe T Stop -
I leaned Hypnotherapy techniques in sales like how to 'by pass the critical faculty' and assist my customer further.
Fairfax & Roberts -
I understood how the amend my behaviour to suit the client. How to pinpoint the customers needs.
Fairfax & Roberts -
Now i know that the more they talk the more i learn. The more i learn the more i can help them.
Safe T Stop NZ -
I learnt very quickly that sales is about understanding the other person and what they want. Not everyone thinks the same!
Safe T Stop NZ -
I understood how to be on the same wave length as my client.
CBS Interactive -
Your aim is to find out as much as you can.
CBS Interactive -
I learnt all about different types of questions, open ended, directional and how they assist us in assisting the client.
CBS Interactive -
I learnt how to use the clients language when repeating key points back. This way you align with their thinking.
CBS Interactive -
How to handle secondary stake holders, how to elicit info from them and not make assumptions based on your primary contact.
CBS Interactive -
Learned about tailoring solutions specific to the clients need and how to deliver it in their language and style.
CBS Interactive -
I learnt how to handle situations where you might be side tracked.
CBS Interactive -
Framing is essential so the client knows that the more you know the more you can tailor a solution. Different ways of doing this.
Critical Dental -
I learnt about 'pattern interrupt' and other NLP and Hypnosis used in sales.
Critical Dental -
Adapting your questions and ways of communication in order to treat the client as a unique individual.
Critical Dental -
The client should be doing the talking 90% of the time.
Web Publication -
Just because your 'go to' person is sold that doesn't mean all the other parties are.. they haven't even been on a journey with you- I learnt what to do about this.
Group HIS -
The Buying Circle, how to know when the client is sold and what to do.
Group HIS -
Understanding your customer fully provides us with the critical information to help us sell. Being observant and adapting according to what's happening.
Group HIS -
Just because one person is sold- doesn't mean the other individuals are. How to address that.
The Auto Gallery -
How to ask questions that directly relate to their needs.
Web Publication -
Structure to the selling process.
Web Publication -
How to clarify you understand their needs.
Web Publication -
How to elicit insights, information, beliefs, pain points... the list goes on.
CBS Interactive -
Asking relevant questions, easy way to find out their needs and wants, understand what is most important to the customer.
The Auto Gallery -
Stop talking! Let the customer talk!
The Auto Gallery -
Being aware of what to say and come up with a solution and play.
The Auto Gallery -
I walked away with a greater sense of confidence in myself as a sales rep than I could have ever imagined. Charmaine was engaging, enthusiastic, extermely knowledgeable and well read. I couldn't recommend her highly enough.
Hospira -
The sales was absolutely incredible. The content was specific and relevant to my field, the techniques and theories I learned have allowed me to delve deeper into the needs of my clients in order to produce lasting results.
Hospira -
Thoroughly insightful and informed take on doing business. Charmaine presents in a positive, educated way and has given me some fantastic tips to use in my business.
Smith Real Estate -
Completely changed the way I feel about sales - I can now say I’m PROUD to be a sales person because I’m a problem solver.
Proppr Owner -
I learnt that it is important to ask question’s and you need to be asking the right questions and stay on the topic. Also to listen to what the client is actually saying as sometimes we don’t hear every word they say as we are thinking of what we want to hear or the next question we will ask.
Southern Wire
Company Workshop Testimonials
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By being positive within myself, my residents will benefit from the outcome.
IRT QLD, March 2018 -
I had an awesome day and loved the course- thank you!
IRT QLD, March 2018 -
The course was very powerful and filled with lots of positive information- thank you!
IRT QLD, March 2018 -
The course reset my way of thinking so I'm now in control of my thoughts and understanding my residents better.
IRT QLD, March 2018 -
I am my own power, I will take on my life with gutso!
IRT QLD, March 2018 -
Don't let negativity bring me down.
IRT QLD, March 2018 -
Listen, Listen, Listen- You can only change yourself.
IRT QLD, March 2018 -
By changing my mindset, I can engage with residents on a deeper level.
IRT QLD, March 2018 -
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!!
IRT QLD, March 2018 -
I learnt how to better understand my residents' needs by becoming more aware of mindset, listening and asking relavant questions.
IRT QLD, March 2018 -
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!
IRT QLD, March 2018 -
I learned new ways to change my language to better deal with objections and care for our clients.
IRT QLD, March 2018 -
I learned the importance of mindset- how to change my way of thinking to best help our residents.
IRT QLD, March 2018 -
Always take clients to the best-case scenario.
Shopper Media, February 2018 -
Observe and adapt to your client, it's not about you and what you want to sell.
Shopper Media, February 2018 -
Do a little more than others, and always demonstrate what's in it for the client.
Shopper Media, February 2018 -
Know your unique selling points.
Shopper Media, February 2018 -
Ask clients open questions about what they are working on so you can tailor your response to what is relevant to them.
Shopper Media, February 2018 -
Don't assume just because one person is sold that ALL stakeholders are sold.
Shopper Media, February 2018 -
Make sure the information you are delivering is relevant to the person you're delivering it to. Your mindset determines your success!
Pierre Fabre, February 2018 -
Review, Review. Improve, Improve. We need to be regularly reviewing our questions- are they current, relevant & meaningful?
Pierre Fabre, February 2018 -
Build and frame questions.
Pierre Fabre, February 2018 -
Get customers talking by asking more relevant questions.
Pierre Fabre, February 2018 -
Don't assume, ask more questions!!
Pierre Fabre, February 2018 -
Presumptions and assumptions need to be put in check!
Pierre Fabre, February 2018 -
Use the funnel technique to align with customers.
Pierre Fabre, February 2018 -
Use frames to make education relevant to customers.
Pierre Fabre, February 2018 -
As a trainer, I need to check my customer's understanding by asking them the RIGHT questions!
Pierre Fabre, February 2018 -
Set the frame and ask questions.
Pierre Fabre, February 2018 -
Be present- adapt language and approach to individual customers.
Pierre Fabre, February 2018 -
Observe, adapt and be relevant through asking questions
Pierre Fabre, February 2018 -
Everybody makes assumptions- asking customers the right questions will ensure you don't have to.
Pierre Fabre, February 2018 -
What drives your customer- observe and adapt, and you'll know!
Pierre Fabre, February 2018 -
Ask the right questions, and listen and observe- don't assume your customers process information at the speed you talk.
Pierre Fabre, February 2018 -
Outstanding techniques- Observe & Adapt.
Pierre Fabre, February 2018 -
Your mindset controls your success!
Pierre Fabre, February 2018 -
There is value in asking my clients questions and being unapologetic about selling our services.
Cerebral Palsy Alliance, January 2018 -
I learnt the importance of valuing the organisation, service and myself - to be confident about being able to sell the service.
Cerebral Palsy Alliance, January 2018 -
Stop presuming we know what our clients want. Listen more, do not talk so much, silence is OK.
Cerebral Palsy Alliance, January 2018 -
The customer should do 90% of the talking - information is power.
Cerebral Palsy Alliance, January 2018 -
Be natural and confident when discussing service options and service delivery fees.
Cerebral Palsy Alliance, January 2018 -
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.
Cerebral Palsy Alliance, January 2018 -
Observe and listen without making assumptions. Make it easier for the client to be honest.
Cerebral Palsy Alliance, January 2018 -
Make the service all about the client and not about me or Cerebral Palsy Alliance.
Cerebral Palsy Alliance, January 2018 -
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.
Cerebral Palsy Alliance, January 2018 -
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.
Cerebral Palsy Alliance, January 2018 -
I learnt to ask more questions, observe and adapt to my clients needs.
Cerebral Palsy Alliance, January 2018 -
I got a lot out of Charmaine's presentation. Having been a salesperson for over 20 years, I have been calling on clients selling the products - now, I will be selling the benefits that will add value to them.
Modern Teaching Aids, January 2018 -
The Smarter Selling course has opened my eyes to more cues and opportunities to focus on with my clients.
Modern Teaching Aids, January 2018 -
Be accessible and available to customers, and recognise opportunities - always be thinking of the next steps!
Modern Teaching Aids, January 2018 -
Targets - know who they are, think about them and research as much as you can. Focus leads to reality!
Modern Teaching Aids, January 2018 -
Questions: ask MORE questions, ask BETTER questions!
Modern Teaching Aids, January 2018 -
Keep asking questions - they provide information. Ask the customer to take you through what is important to them. NEVER ASSUME!
Modern Teaching Aids, January 2018 -
Be prepared and maximise every opportunity. Presumption can throw a spanner in the works and break the trance whilst your customer is making decisions.
Modern Teaching Aids, January 2018 -
Leverage opportunities - ask questions and observe responses, allowing time for processing, upselling and add-ons. Adapt to your clients!
Modern Teaching Aids, January 2018 -
My main take out:
- Turn up more, and ask more questions
- Find reasons to see customers that will offer value to them - I want to be valuable to them, their go-to person
- Be prepared
- Don't just assume
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I refined skills and became more aware of the processes - focus on customers before any pitch and ask more questions!
Modern Teaching Aids, January 2018 -
The main thing I gained from the workshop is a solid understanding of how to ask questions that will allow me to better serve my clients by presenting them products relevant to their needs.
Modern Teaching Aids, January 2018 -
My main take out is how powerful questioning is - I consider myself as someone who does ask a lot of questions, but I realise what I was asking was just a small portion of what I COULD be asking. The funnel is a powerful tool that I will be using!
Modern Teaching Aids, January 2018 -
My main take out from the course has been about outward focus:
- On getting more information with questions
- Getting to know my customer's values
- On target customers
- Giving more focus
- Relevant and meaningful value adding
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I realised that we constantly make assumptions - these assumptions limit our desire to unearth new information and seek new ways to add value to our customers. By removing these assumptions and shifting the focus on to the customer, we become 'partners' who are focused solely on how we can help.
Modern Teaching Aids, January 2018 -
Questions are the key to offer your client relevant and meaningful resources.
Modern Teaching Aids, January 2018 -
Clarity! I have learned so much, mostly it should always be about the customer - never assume/presume! Questions - knowledge of where the customer is at and how I can help and assist them.
Modern Teaching Aids, January 2018 -
See more people in the one meeting - make it all about them, look after your top customers and don't ever be complacent. Most importantly, ASK QUESTIONS!
Modern Teaching Aids, January 2018 -
Questions are the key - don't assume you know your clients. because they will evolve and change according to the needs of their business. Be accessible and available to your clients to better leverage the opportunities.
Modern Teaching Aids, January 2018 -
Observation, information gathering, adaption, accessibility and how to framework a discussion/negotiation is critical to the outcome of any customer interaction.
Modern Teaching Aids, January 2018 -
Have high expectations of yourself and be prepared accordingly - work to a partnership mentality with customers, know who the key people are and align with them by fully understanding their needs and maximising face-time with them.
Modern Teaching Aids, January 2018 -
When I was told we would be having sales training at the conference I was quite skeptical, having had several in the past that weren't good. BUT... after 33 years in this industry, THANK YOU CHARMAINE - you have opened my eyes to so many more possibilities in increasing sales!!!!!
Modern Teaching Aids, January 2018 -
The key points I took out of our training were:
- Always ask questions
- Information is key
- Don't assume who/what/why
- Always look after my customers
- Recognise who the key people are
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I realised that we spend more time making assumptions, and not enough time investigating and asking questions.
Modern Teaching Aids, January 2018 -
Observe and adapt, ask more questions and focus on the customer.
Modern Teaching Aids, January 2018 -
I learnt the importance of adapting to my customer, and the power of information.
Modern Teaching Aids, January 2018 -
I got new ideas on how to motivate, manage and find additional revenue in long-term employees and customers.
Modern Teaching Aids, January 2018 -
My main take outs:
- Don't assume
- Ask more questions
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I learnt about focusing more on the customer and how to gather information to gain better insight to their needs.
Modern Teaching Aids, January 2018 -
I took from the course the importance of asking good questions, the use of positive language and the need to adapt to the customer.
Modern Teaching Aids, January 2018 -
I can increase my value in the eyes of my customer by asking questions, taking careful notes and by not making assumptions.
Modern Teaching Aids, January 2018 -
Questions are key when communicating with my customers.
Modern Teaching Aids, January 2018 -
I learnt to look at complaints as feedback to improve my response to present and future clients.
Cerebral Palsy Alliance, January 2018 -
Asking the client for clarification is OK and essential for both the client and me. It's how we gather better information.
Cerebral Palsy Alliance, January 2018 -
It's important to align to the client's needs to make it easier for them to say yes.
Cerebral Palsy Alliance, January 2018 -
I learnt to ask my clients lots of 'why' questions and to emphasise that their enquiry is a priority.
Cerebral Palsy Alliance, January 2018 -
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.
Cerebral Palsy Alliance - January 2018 -
I learnt the importance of following up on clients ASAP to keep momentum going and turn them into active clients.
Cerebral Palsy Alliance - January 2018 -
Do not assume that the client will retain the information you have raised, touch base with them and follow up post meeting.
Cerebral Palsy Alliance - January 2018 -
Not everyone is like me; sales is about listening.
Cerebral Palsy Alliance - January 2018 -
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.
Cerebral Palsy Alliance - January 2018 -
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.
Cerebral Palsy Alliance - January 2018 -
I learnt to work off my clients' terms and language and encourage feedback if something isn't working.
Cerebral Palsy Alliance - January 2018 -
This workshop has helped me focus on what the key parts of customer engagement are.
Cerebral Palsy Alliance - January 2018 -
I need to ask questions before I present a product so I can show clients what is relevant to them, demonstrating that I have a strong understanding of their business's needs.
Modern Teaching Aids- January 2018 -
By focusing on the client and asking the right questions, their minds open up to other products and services that they may not have initially been receptive to.
Modern Teaching Aids- January 2018 -
Asking the client questions and letting them talk will provide information that will make the service/experience fit their values and priorities.
Cerebral Palsy Alliance - January 2018 -
Adding value to the client isn't necessarily about product - it's also about really listening to the client to fully understand their needs.
Modern Teaching Aids- January 2018 -
I was reminded to constantly challenge myself on my assumptions.
Modern Teaching Aids- January 2018 -
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!
Cerebral Palsy Alliance - January 2018 -
Reach for the stars, aim high and seize the day - you are adding value to your client's business.
Modern Teaching Aids- January 2018 -
I learnt how to welcome feedback and manage my emotional response.
Cerebral Palsy Alliance - January 2018 -
Gather more information before jumping to offer a solution.
Cerebral Palsy Alliance - January 2018 -
A client should do 90% of the talking.
Cerebral Palsy Alliance - January 2018 -
Understand an individual's pace and stick to it.
Cerebral Palsy Alliance - January 2018 -
Listen and ask questions to source critical information that will enable me to provide solutions for my customers.
Modern Teaching Aids- January 2018 -
Do not make assumptions when listening to families, pay attention and clarify what they're saying.
Cerebral Palsy Alliance - January 2018 -
Be available, be accessible!
Modern Teaching Aids - January 2018 -
The customer's needs are important. Ask your client questions and keep them talking. It's important to know more about them.
Compass Global Market - December 2017 -
Ask more questions and listen more. Take action!
Compass Global Markets - December 2017 -
Get current and prospective customers to do the talking.
Compass Global Markets - December 2017 -
I better understand the sales process and how to engage with clients. This workshop was relevant to my communication with vendors and external parties.
Compass Global Markets - December 2017 -
It's about the customer - not me! Listen more, talk less!
Compass Global Markets - December 2017 -
I learnt to have a plan to take care of current clients and develop a more diversified approach to prospective clients.
Compass Global Markets - December 2017 -
This workshop was a great refresher on sales, sometimes you have been in business for so long that actions become automatic. This workshop got me to rethink old ways of regenerating sales and back to basics. I've been encouraged to think outside the square for new avenues.
Compass Global Markets - December 2017 -
Ask more tailored questions based on the type of client I'm speaking to.
Compass Global Markets - December 2017 -
Sell by listening!
Compass Global Markets - December 2017 -
Make your clients feel like you understand their situation and care about them as a unique client.
Compass Global Markets - December 2017 -
Information is power and remember they're buying you!
Compass Global Markets - December 2017 -
I learnt to observe and adapt to the customer and ask more questions!
Compass Global Markets - December 2017 -
I learnt about the importance of adapting and mirroring the client.
Compass Global Markets - December 2017 -
Speak to more clients and dealers about their needs.
Compass Global Markets - December 2017 -
I learnt that it's important to maintain ties with your clients.
Compass Global Markets - December 2017 -
START LISTENING!
Compass Global Markets - December 2017 -
I learnt that I need to listen more to my clients and mirror how they behave.
Compass Global Markets - December 2017 -
My main take out today was not to project my own feelings and assumptions onto clients when selling.
CBSi -
Take outs: listen, ask more questions and make it about them- not you!
CBSi -
Today equipped me with the skills to become a better communicator.
CBSi -
KEY TAKE OUT: Don't always include full details, sometimes less is better. Thank you for a great day, Smarter Selling!
CBSi -
Sales are about growth- and you need to ask questions to make the sales.
CBSi -
Do something different and you'll get something different in return!
CBSi -
Leave your preconceptions and anchors at the door- always listen and the answers will reveal themselves.
CBSi -
I'm going to focus on creating more engagement during meetings to get clients talking.
CBSi -
I learned to be more aware of the triggers, strategies and processes others use to buy!
CBSi -
"Growth" should be an 'always-on' activity and mindset!
CBSi -
I learned to focus on questions that properly steer the conversation towards a customer's needs.
CBSi -
I've learnt to see opportunities to upsell other packages which I wouldn't have thought of before and meet more of their needs.
IRT -
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!
IRT -
We are not selling to ourselves! Observe & adapt is so important to understand our customers' needs.
IRT -
I'm not a planner, but I now will be as a result of training with Smarter Selling - time to make every opportunity count!
IRT -
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.
IRT -
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.
IRT -
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!
IRT -
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.
IRT -
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.
IRT -
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.
IRT -
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!
IRT -
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.
IRT -
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.
IRT -
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.
IRT -
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
IRT -
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.
IRT -
Be mindful about dumping information on clients.
SDN Children's Services- August 2017 -
I learnt about the importance of asking questions to find out the client's values, needs and wants, and adapting our service to the style of that client.
SDN Children's Services- August 2017 -
The solution has to be based on the family's need, which is determined by the questions we ask, NOT what we value.
SDN Children's Services- August 2017 -
Get families talking by asking them open-ended questions, encouraging them to tell you what their needs are.
SDN Children's Services- August 2017 -
Talk to families in the same language they spoke to you.
SDN Children's Services- August 2017 -
A family's values, and what matters to them, will be different from our own. Our job is to figure out what is important to them, and then communicate in their own language the solutions that meet these needs.
SDN Children's Services- August 2017 -
It important to figure out a family's needs, wants and desires. Then respond in the family's language style.
SDN Children's Services- August 2017 -
Ask more intelligent questions.
SDN Children's Services- August 2017 -
Using the same language as families are using makes communication more effective.
SDN Children's Services- August 2017 -
Quality questions- talk less, listen more.
SDN Children's Services- August 2017 -
There is power in knowing the right questions to ask - let the families lead.
SDN Children's Services - August 2017 -
This was great training to refresh and reinforce my sales knowledge and techniques.
SDN Children's Services - August 2017 -
You have to be interested to be interesting!
SDN Children's Services - August 2017 -
Questions are very important!
SDN Children's Services - August 2017 -
I need to align myself with the family and see things from their perspective. This involves observing and adapting.
SDN Children's Services - August 2017 -
The questions you ask separate you from your competitors.
SDN Children's Services - August 2017 -
I learnt about the importance of adapting your service style to each different client.
SDN Children's Services - August 2017 -
The solution has to be based on the family's needs which is determined by the questions we ask NOT by what we value.
SDN Children's Services - August 2017 -
We need to be flexible in our sales approach as every family's values and expectations are unique.
SDN Children's Services - August 2017 -
A family's values and what matters to them may be different to other families. It is our job to figure this out. Use their language.
SDN Children's Services - August 2017 -
What I value is unconsciously projected on the family. I learnt to ask questions to make sure I understand and hear their values.
SDN Children's Services - August 2017 -
Don't tell...be curious and ask questions to dig deeper.
SDN Children's Services - August 2017 -
This workshop made me remember the importance of listening, clarifying and tailoring information for families
SDN Children's Services - August 2017 -
We are all different. We are not selling to ourselves. We need to observe and adapt.
SDN Children's Services - August 2017 -
I learnt about the importance of information gathering to develop a plan and relationship with the client.
SDN Children's Services - August 2017 -
I noted the importance of being mindful and present when listening to a client.
SDN Children's Services - August 2017 -
I learnt the significance of matching with new families and their ideals to build rapport.
SDN Children's Services - August 2017 -
Be aware not to assume.
SDN Children's Services - August 2017 -
Stop information dumping, listen and adapt!
SDN Children's Services - August 2017 -
The questions you ask make the difference, ask questions and listen to understand.
SDN Children's Services - August 2017 -
I realised the importance of using questioning to gain insight into family values and how to reflect on those values, not my own.
SDN Children's Services - August 2017 -
I need to focus on the right customers and spend less time on those who don’t spend.
Neild & Co -
I’ve learnt to make more time for my big customers through time management.
Neild & Co -
I now understand how to reframe myself so I can break through the ceiling.
Neild & Co -
Align, observe, adjust and deliver according to how a person operates.
Neild & Co -
I understand that attitudes drive different responses and it is important to be observant and flexible in my delivery.
Neild & Co -
The best approach comes from observing the customer, their circumstances and frame of mind.
Neild & Co -
I’ve learnt how to study the customer and decide how much they are worth, where I can help them and how to manage my time with them.
Neild & Co -
Never assume what the customer is thinking. Always be open to any position.
Neild & Co -
Framing- having the ability to create conversation even when they have seemingly shut down.
Fisher & Paykel -
I learnt so much about listening, about questions, pattern interrupt...
Fisher & Paykel -
Assume nothing! Clarify their needs.
Fisher & Paykel -
I learnt about how the client gets sold- not to interrupt a customer who is selling themselves in the product.
Fisher & Paykel -
I learned how to get more out of training sessions that i hold.
Fisher & Paykel -
Tell team members what to do and not what not to do.
Fisher & Paykel -
I learned to ask lots of questions, give the customer every opportunity to talk.
Fisher & Paykel -
I learnt how to use Framing to get the client to discuss their needs willingly.
Elabor8 -
How to understand your client and build trust. How to confirm you've understood and then how to communicate the tailored solution.
Elabor8 -
Learnt so much, how to ask questions that are insightful, identifying patterns, what drives the purchase, how to formulate a solution and close.
Elabor8 -
Totally understanding a simple structure. Enabling us to better serve out clients.
Elabor8 -
Understanding the flow of the sale, how to understand someones needs before proposing your solution. This way it will always match what they need.
Elabor8 -
Understanding how to bring in the relevant USP's for maximum impact.
Elabor8 -
I learnt many things, some to do with understanding how to use hypnotherapy techniques which was focused on how to observe the client so you know when they are actually talking themselves into your solution.
Elabor8 -
I learned about insightful questions, how to avoid tangents whilst eliciting their needs and who to present the perfect solution.
Elabor8 -
I learnt a great frame which is useful when someone says 'tell us what you do' (as i clearly don't know yet what they need).
Elabor8 -
I learnt about 'framing' and how that 'frame' makes it relevant to the client so that they explain more about what they need.
Elabor8 -
Because every person, situation and product is different it's important to observe and adapt your approach.
Elabor8 -
I learnt that you can't expect others to be on board just because one person is 'sold' on your solution and how to handle that.
Elabor8 -
Learnt a structure for how to understand and sell to needs- but using key parts of what was elicited/inferred/detected so that a meaningful solution and outcome can be achieved for both us and the client.
Elabor8 -
Learnt that people are complex and needs change- so observing so you can adjust style, language and solutions to meet the needs of the person you are selling to. Also, to present to them in their language
Elabor8 -
Need to tailor messages to customers wants and needs. Make the customer feel important. Ensure conversations are relent. Elicit the pain and what people are trying to solve.
Elabor8 -
I learnt the process of communication. How to uncover their needs and SO much more which will assist me in assisting them.
CBSI -
How and when to bring in USP. How to keep the conversation relevant. Who to tailor it. Ensure the client feels valued.
CBSI -
I learnt how to build trust, help client feel important, understood, listened to. How to address all concerns from all stakeholders.
CBSI -
I learnt how to focus on their needs to ensure that the solution you provide is most relevant and delivered in the most relevant language.
CBSI -
I learnt the basis of Smarter Selling which is about understanding what the client needs, who they are and adapting to provide the solution they need.
CBSI -
I learned how to help the client feel valued, how to understand them and how to effectively sell more that will benefit their business.
CBSI -
Focus on the person or agency how they use their language, how they speak, what they say.. this way you really know how you.
CBSI -
Awareness, of the client and their needs through questions and listening. So powerful!CBSI
-
I learnt how essential it is to gain information, language, ideas and trust with the client before even speaking about my product.
CBSI -
Different things are important to different people. People change. I learnt that people have different buying strategies.
Gemini Industries -
Allowing the customer to talk to pin point needs, requirements and whats important. Being able to adapt to customers needs, requirements, interested and personality.
Gemini Industries -
Understanding the need to be outward focused and not on yourself. How to observe the client. Adapting to changes and how to meet expectations.Gemini Industries
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How to align with your customer and present the right offering in a manner that the customer will relate to.
Rogers Industries -
How to observe and really listen to the client and what they are saying and not saying.Gemini Industries
-
How to reflect back to the customer in a positive way. How to gather information. What to do with it.
Gemini Industries -
I learnt about how to position your solution, different techniques, like Dove tail options.
Gemini Industries -
I leaned how to ask questions that open the client up to discussing everything.
Gemini Industries -
I learnt what to do the moment the client is sold. How to behave. What happens neurologically.
Gemini Industries -
I learnt how to tailor a solution to the customers needs.
Gemini Industries -
I learnt how to use ‘framing’ when a customer says ‘Tell me what you have’.
Gemini Industries -
I learnt how to effectively read the customer, how to understand their needs and wants and how to adapt my approach to suit that need.Gemini Industries
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I learned how to get through to a decision maker. How to build a case for a trusting/respectful conversation.
Gemini Industries -
Knowing how to steer the conversation so that it enables you to align your solution to your customers patterns, wants and needs.Gemini Industries
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Observing to determine what questions and what the client needs.
Gemini Industries -
Knowing how to deliver a tailored, effective solution to the client based on our observation.
Gemini Industries -
The Three steps to a successful business partnership.
Gemini Industries -
How to find out who is the right person who makes the decisions.Gemini Industries
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How to get information and how to tie that into a solution.
Gemini Industries -
Open questions, directional questions, how to ask the right questions to allow you to look after your customer.
Gemini Industries -
Asking lots of questions to open up the customer to talking. I learnt exactly how this can assist me and the customer.
Rogers Industries -
Knowing what to do with multiple decisions makers.
Gemini Industries -
Learnt how to know when a client is sold and what to do at that point.Gemini Industries
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Learnt how to get through to the decision makers.
Gemini Industries -
How to build in your USP at the right time.
Gemini Industries -
Learnt a simple formula on how to understand my clients needs & wants.Gemini Industries
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I learnt how to use ‘Framing’ which allows me to get those clients discussing their needs - particularly those that say ‘show me what you’ve got’.
Gemini Industries -
Understanding how to have an effective meeting.
Gemini Industries -
I got great tips on how to get information from clients, how to get them talking - I learnt when to be quiet!
Rogers Industries -
I learned how to communicate with clients better.Gemini Industries
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Charmaine opened our eyes to some basic mistakes that we could not see in our sales process. Within a couple of sales meetings the difference is amazing to say the least.
Safe T Stop -
I really enjoyed Charmaines approach and particularly drew from her insight into the psychology of sales.
Account Manager AV 24/7 -
Interesting, fun, engaging, enlightening - these are some of the words that come to mind about our sales workshop run by Charmaine for CBS Interactive (UK). Totally practical and incredibly powerful. The team had fun, learnt invaluable skills, left confident and with the know how on how to grow their client business further!
UK & EMEA Business Insider -
The course delivers practical and actionable learnings in a fun and relevant way. Charmaine has hands-on experience as a successful salesperson, she's incredibly down to earth and knows how to engage a room full of people of different ages and sales skills. Her material's spot on and her approach is fresh and engaging.
AV 24/7 -
We’ve learned how to find more business, how to communicate with the customer in the right way, therefore we are getting more closed. So, it’s helped from the beginning to the close of the sale and also in finding extra business as well.
Safe T Stop -
I learned how to read buying signals much more effectively than before, I learned how to read people better with NLP training.
CBS Interactive -
Each Sales Manger was motivated, up skilled. Charmaine was easy to communicate with, diligent, professional, totally flexible and delivered much more than the brief.
Big W -
Learned enormous amount on how to close the sale in a faster way. The course has helped us enormously - sales are up and the sales team are more positive.
Safe T Stop -
The success is measured in practical terms and I've seen a massive change in my staffs abilities, they are asking more questions and using the answers to close.
CBS Interactive -
Make the conversation all about them and what they want from us, then supply it.
PRP Imaging -
My team have been talking constantly about what they’ve learnt.
CBS Interactive -
The style of selling that Charmaine teaches is exactly what I have been looking for, client focused and truly making it all about them and their needs
PRP Imaging