I need to isolate myself from the noise and focus on new projects so that I can focus on targeting new customers.

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.

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!

I need to employ LinkedIn, emails and phone calls more effectively to add value to customers.

I have learnt the importance of prioritising my current and prospective target clients and how to make an action plan.

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.

Energy & effort- use them effectively to get to the desired outcome.

Know my message and be confident with clients.

Be creative to find a zebra, and make opportunities. Be consistent to become efficient.

Turn up more, and ask more questions!

Keep fires burning and make the most of EVERY opportunity!

The difference in being a good BDM and a great BDM is mindset.

Use the funnel- ask questions!!

Be honest and open- and firm in negotiation!

Use positive language! Have intentions with every word.

Anchor questions to things that the client cares about.

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.

With existing customers, you don't always need a reason to see them. Turn up more and be more visible.

I will make a conscious effort to go in with a positive mindset and remember not to carry limiting beliefs into a meeting.

Align with the customer. Always.

Structure your week and set clear expectations- make sure you have a good mindset before calling clients.

Have aclear mind, be positive and take action!

Step outside the comfort zone more often,and take action consistantly.

Think about how I can add value each time I visit a customer.

Always have a touch point plan- and a positive mindset!

Ask more questions, and make client interactions only about them.

Have a clear strategy for each client, top accounts and new business.

I took from the course the importance of language- tailor every conversation to be in alignment with the client.

Ask more questions!!! Plan more and take action- just do it!

Be comfortable with silence- ask questions and listen. Always embed positivity and add value to your clients,

Ask questions!

To be present, planned & purposeful in regular and methodical contact with my clients.

Know your clients best possible solution and strive to achieve it.

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.

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

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

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.

Ask more questions to gain greater information/insights to  business needs.

My main take out from the course is to have the integrity in myself to continue the practice of sales.

Ask more questions, listen to the client and never assume!

It's all about the customer - remain calm, keep positive and make sure you only use relevant information that caters to the individual client.

My main take outs were:

1. Focus on EXISTING clients and continue to get to know them and their business better
2. Listen and keep questions relevant
3. Be consistent with all clients!

I now know to ask questions, observe and adapt!

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.

Listen to what customers are saying, not just what you want to hear.

The best time for your customer is the best time for you - be relevant and aware of their needs.

Don't embed negative language - it's all about mindset!!!!

People don't buy on price - stay focused on what's important to them, and ask solid questions to tailor a solution.

Reflect on what and how your clients are thinking, and what they value - adapt yourself to work within these frames.

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.

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!

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!

I have learnt to observe and use my skills in order to understand the customers' needs (example: not dumping irrelevant information on them!)

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.

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).

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).

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!

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.

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.

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!

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.

Moving forward I aim to now be more open-minded, ask more questions and know the signs of being sold and to start upselling.

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.

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.

I'm now going to PLAN and FOCUS more by being more proactive and unafraid to reach out to customers and prospects.

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.

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.

Keep things conversational and follow up regularly - don't become complacent, continually look for new opportunities with exisiting clients.

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.

Plant seeds regarding the next sale at every interaction.

The tipping point is the perfect opportunity to upsell!

Always align to the customer's needs - not everybody is always sold before you've already moved on.

Expand on key points that align with the customer's values and preferable outcomes.

Before negotiation, check your mindset by assessing the client's needs and options.

Sometimes you hear only what you want to hear - be on the client's side, and do things for their benefit.

Adapt to what's important to the individual - you are not selling you!

Take your clients to their best possible outcome, and suggest further add-ons when you know they are sold.

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.

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!

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'!

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.

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.

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.

Keep your eyes on the outcomes!

Before any negotiation, you must be 100% confident with your product.

Keep clients focused and interested by engaging thoughtfully with them.

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.

The key point I took from the course was the importance of asking good questions!

The second sale is the easiest, so keep on selling!!

I'm going to identify key prospects within the business, and moving forward, I will always allocate time to business development.

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.

Ask questions to get as much information from your customer to better understand their needs.

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.

Charmaine gave me the confidence to take any opportunities to meet with important clients, even though this is out of my comfort zone.

Drop anything that's not relevant to your client and tie back to what's important to them.

Adapt and change, be fluid and reactive to your environment. Adjust to your customer and provide them with the best solution.

Prepare, Practise and have Purpose- stay at the same pace as your client so to demonstrate you understand your audience.

Excellent and interesting Sales Accelerator course.  I learned so much that I can apply in growing business.  

Business Development is all the time!

You as the sales person is responsible for ensuring the message is heard and understood by the client

Make your presentation clear and concise

Explore and weigh options available to the customer

Seek to understand the customer then check you have understood the customer

Keep the focus on what your service can do for them

Make business development part of your routine

Negotiation is not about the cheapest price but giving the client what they really want

Creating a proposal to suit their needs makes the customer feel listened to, understood, valued and comfortable

Tailoring your approach, language and demeanour to the customer builds rapport and trust

Discover their needs, adapt to their style, consider their options and run tactics

Speak slowly so the customer can process what you are presenting

Use language that the customer is comfortable with and they will take on more of the information you are providing

Listen for key words and phrases your customer uses so you can repeat them back when delivering a solution

Negotiate on the terms rather than discounting the price

Make sure you have uncovered all the clients needs, uncover more opportunities, provide value

Fish where the fish are

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

Be congruent with your offer

Focus on delivering what the customer wants/needs, listen more and hardball less

Business development includes sewing the seeds for future business

If you are a literal thinker who is talking to an inferential one, you are the one who needs to adjust and adapt

Check the information you have noted is accurate and hits home with the customers most important needs

The sales person is responsible for both sides of the communication

You need to believe you're worth it in order to project you're worth to the customer

Confidence comes from knowing your product and understanding the customer- ask the right questions!

Asking the right questions will not only give you information but also more sales opportunities

Use the word 'AND' instead of 'BUT' when delivering your solution to a complaint

Prepare 1-3 solutions depending on the buyer and the information you have gathered on their needs

Try to talk to all people who have an influence on the decision making

A structure to selling that is flexible and variable depending on the customer

Asking questions making the customer feel involved, valued, confident and builds trust.

Adapt to the language your customer responds to so you can sell them what they need

Know where your customer is at before you provide solutions to them

Recognising when a customer has moved to sold is vital, at this time you should no longer use persuasive language

Funnel, align through observing and adapting, consider their alternatives and then formulate negotiation tactics

When a client is moving from being not sold to sold do not break the spell or unsell the product by saying anything

If one person is sold don’t assume all parties are sold, there is more work to be done and more questions required.

Speak in the same terms and on the same level as your customer.

Qualify all stakeholder needs and help them feel comfortable with the sale.

Get on the same wavelength as the customer and see their vision with them.

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.

Take advantage of the opportunity when your customer bypasses critical faculty during the buying process.

Everybody wants, needs, reacts and buys differently so you need to consider how the customer operates.

I now understand the difference between literal and inferential clients and how to help them understand that change is beneficial.

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.

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.

Treat existing clients the same as when you first brought them on, ask them lots of questions and and make it about them.  

I’ve learnt that consistency and discipline are key to business development.

Take advantage of a customer who is in buying mode by introducing and selling other products.

Calls and emails to clients should focus on their needs and wants.

When it comes to client correspondence you should have a purpose, project confidence, remember that less is more and always make it about them.

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.

Stop trying to convince a customer that is already sold.

Adapt your solutions to align with the customer’s needs and also adapt to their style so they understand and feel more valued.

I learnt to reset my goals and how to listen and better manage my customers!

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.

Learning how to understand your client was essential. This was the core of the course.

I learnt how to bring in USP for maximum effect.

I learned how to make the interaction about them and their needs - and not on my and my service.

When someone is sold, let it digest, do not interrupt. I learnt also when to use these hypnotherapy techniques to cross sell.

How to engage other decision makers to ensure your solution fits all.

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.

I learnt how to ‘Frame’, how to create clues, bring in USP, and how to get other decision makers in the picture.

How to present a solution in their language and tonality (theirs- not mine).

How to provide the right questions which create rapport, understand beliefs, limitations, aspirations.

Understanding exactly what the client wants.

What to do when the client is in a purchasing stage! How to let them think (shut up)!

Learnt how to create a mutual understanding between yourself and the client. This method assists in speaking the clients langauge (NLP).

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.

I learned how to develop a relationship to understand what the customer actually needs and wants.

Knowing what to say if there is another decision maker.

Learnt a simple structure which is a process of asking questions to build trust and gain understanding of clients needs and pain points

Acknowledging where a client is at today reminds us to change our approach.

I learnt how to use 'Framing' which helps when someone says 'Tell me what you can do for me'.

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.

90% of the time you should be asking questions and listening- and observe. Listen/be quiet/ask questions + learn.

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!

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)

I learned how to observe how the client is communicating so u can best communicate back the same.

I learned how to observe everything. What the client is saying and doing. How to keep the customer discussing their needs.

I got to understand how to read the state of the customer and how to best position our USP.

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

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.

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!

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.

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.

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.

I understood how to get forward momentum that's used in sales.

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.

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).

Learning to hold ourselves to each client and that one technique does not work for every situation.

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.

I learnt about questions, structure, delivery, framing, closing.. so much!

I learnt the Smarter Selling Model of Excellence which is all about how your focus is on the customer and not on you.

I learnt about the use of questions to a deep level to help me help my customer.

I learnt a simple and highly effective Exploration Funnel. So powerful.

Learning about the importance of questions, how that really assists you and the client.

Grasping how to ask different questions to allow you to build a tailored plan.

Understaning 'framing' and how to create a solution that entirely matches their needs, down to how they operate and in their language.

Need to listen to the needs of the client before you sell your solution. Get them talking, it's all about them.

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.

I leaned Hypnotherapy techniques in sales like how to 'by pass the critical faculty' and assist my customer further.

I understood how the amend my behaviour to suit the client. How to pinpoint the customers needs.

Now i know that the more they talk the more i learn. The more i learn the more i can help them.

I learnt very quickly that sales is about understanding the other person and what they want. Not everyone thinks the same!

I understood how to be on the same wave length as my client.

Your aim is to find out as much as you can.

I learnt all about different types of questions, open ended, directional and how they assist us in assisting the client.

I learnt how to use the clients language when repeating key points back. This way you align with their thinking.

How to handle secondary stake holders, how to elicit info from them and not make assumptions based on your primary contact.

Learned about tailoring solutions specific to the clients need and how to deliver it in their language and style.

I learnt how to handle situations where you might be side tracked.

Framing is essential so the client knows that the more you know the more you can tailor a solution. Different ways of doing this.

I learnt about 'pattern interrupt' and other NLP and Hypnosis used in sales.

Adapting your questions and ways of communication in order to treat the client as a unique individual.

The client should be doing the talking 90% of the time.

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.

The Buying Circle, how to know when the client is sold and what to do.

Understanding your customer fully provides us with the critical information to help us sell. Being observant and adapting according to what's happening.

Just because one person is sold- doesn't mean the other individuals are. How to address that.

How to ask questions that directly relate to their needs.

Structure to the selling process.

How to clarify you understand their needs.

How to elicit insights, information, beliefs, pain points... the list goes on.

Asking relevant questions, easy way to find out their needs and wants, understand what is most important to the customer.

Stop talking! Let the customer talk!

Being aware of what to say and come up with a solution and play.

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.

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.

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.

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.

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.

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

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

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

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

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

Don't let negativity bring me down.

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

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

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!!

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

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

Always take clients to the best-case scenario.

Observe and adapt to your client, it's not about you and what you want to sell.

Do a little more than others, and always demonstrate what's in it for the client.

Know your unique selling points.

Ask clients open questions about what they are working on so you can tailor your response to what is relevant to them.

Don't assume just because one person is sold that ALL stakeholders are sold.

Make sure the information you are delivering is relevant to the person you're delivering it to. Your mindset determines your success!

Review, Review. Improve, Improve. We need to be regularly reviewing our questions- are they current, relevant & meaningful?

Build and frame questions.

Get customers talking by asking more relevant questions.

Don't assume, ask more questions!!

Presumptions and assumptions need to be put in check!

Use the funnel technique to align with customers.

Use frames to make education relevant to customers.

As a trainer, I need to check my customer's understanding by asking them the RIGHT questions!

Set the frame and ask questions.

Be present- adapt language and approach to individual customers.

Observe, adapt and be relevant through asking questions

Everybody makes assumptions- asking customers the right questions will ensure you don't have to.

What drives your customer- observe and adapt, and you'll know!

Ask the right questions, and listen and observe- don't assume your customers process information at the speed you talk.

Outstanding techniques- Observe & Adapt.

Your mindset controls your success!

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

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

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

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

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

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.

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

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

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.

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.

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

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.

The Smarter Selling course has opened my eyes to more cues and opportunities to focus on with my clients.

Be accessible and available to customers, and recognise opportunities - always be thinking of the next steps!

Targets - know who they are, think about them and research as much as you can. Focus leads to reality!

Questions: ask MORE questions, ask BETTER questions!

Keep asking questions - they provide information. Ask the customer to take you through what is important to them. NEVER ASSUME!

Be prepared and maximise every opportunity. Presumption can throw a spanner in the works and break the trance whilst your customer is making decisions.  

Leverage opportunities - ask questions and observe responses, allowing time for processing, upselling and add-ons. Adapt to your clients!

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

I refined skills and became more aware of the processes - focus on customers before any pitch and ask more questions!

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.

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!

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

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.

Questions are the key to offer your client relevant and meaningful resources.

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.

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!

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.

Observation, information gathering, adaption, accessibility and how to framework a discussion/negotiation is critical to the outcome of any customer interaction.

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.

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!!!!!

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

I realised that we spend more time making assumptions, and not enough time investigating and asking questions.

Observe and adapt, ask more questions and focus on the customer.

I learnt the importance of adapting to my customer, and the power of information.

I got new ideas on how to motivate, manage and find additional revenue in long-term employees and customers.

My main take outs:

• Don't assume
• Ask more questions

I learnt about focusing more on the customer and how to gather information to gain better insight to their needs.

I took from the course the importance of asking good questions, the use of positive language and the need to adapt to the customer.

I can increase my value in the eyes of my customer by asking questions, taking careful notes and by not making assumptions.

Questions are key when communicating with my customers.

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

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

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

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

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.

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

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

Not everyone is like me; sales is about listening.

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.

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.

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

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

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.

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.

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

Adding value to the client isn't necessarily about product - it's also about really listening to the client to fully understand their needs.

I was reminded to constantly challenge myself on my assumptions.

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!

Reach for the stars, aim high and seize the day - you are adding value to your client's business.

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

Gather more information before jumping to offer a solution.

A client should do 90% of the talking.

Understand an individual's pace and stick to it.

Listen and ask questions to source critical information that will enable me to provide solutions for my customers.

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

Be available, be accessible!

The customer's needs are important. Ask your client questions and keep them talking. It's important to know more about them.

Ask more questions and listen more. Take action!

Get current and prospective customers to do the talking.

I better understand the sales process and how to engage with clients. This workshop was relevant to my communication with vendors and external parties.

It's about the customer - not me! Listen more, talk less!

I learnt to have a plan to take care of current clients and develop a more diversified approach to prospective clients.

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.

Ask more tailored questions based on the type of client I'm speaking to.

Sell by listening!

Make your clients feel like you understand their situation and care about them as a unique client.

Information is power and remember they're buying you!

I learnt to observe and adapt to the customer and ask more questions!

I learnt about the importance of adapting and mirroring the client.

Speak to more clients and dealers about their needs.

I learnt that it's important to maintain ties with your clients.

START LISTENING!

I learnt that I need to listen more to my clients and mirror how they behave.

My main take out today was not to project my own feelings and assumptions onto clients when selling.

Take outs: listen, ask more questions and make it about them- not you!

Today equipped me with the skills to become a better communicator.

KEY TAKE OUT: Don't always include full details, sometimes less is better.   Thank you for a great day, Smarter Selling!

Sales are about growth- and you need to ask questions to make the sales.

Do something different and you'll get something different in return!

Leave your preconceptions and anchors at the door- always listen and the answers will reveal themselves.

I'm going to focus on creating more engagement during meetings to get clients talking.

I learned to be more aware of the triggers, strategies and processes others use to buy!

"Growth" should be an 'always-on' activity and mindset!

I learned to focus on questions that properly steer the conversation towards a customer's 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 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!

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

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.

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!

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.

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.

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.

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!

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.

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.

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.

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

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.

Be mindful about dumping information on clients.

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.

The solution has to be based on the family's need, which is determined by the questions we ask, NOT what we value.

Get families talking by asking them open-ended questions, encouraging them to tell you what their needs are.

Talk to families in the same language they spoke to you.

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.

It important to figure out a family's needs, wants and desires. Then respond in the family's language style.

Ask more intelligent questions.

Using the same language as families are using makes communication more effective.

Quality questions- talk less, listen more.

There is power in knowing the right questions to ask - let the families lead.

This was great training to refresh and reinforce my sales knowledge and techniques.

You have to be interested to be interesting!

Questions are very important!

I need to align myself with the family and see things from their perspective. This involves observing and adapting.

The questions you ask separate you from your competitors.

I learnt about the importance of adapting your service style to each different client.

The solution has to be based on the family's needs which is determined by the questions we ask NOT by what we value.

We need to be flexible in our sales approach as every family's values and expectations are unique.

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.

What I value is unconsciously projected on the family. I learnt to ask questions to make sure I understand and hear their values.

Don't tell...be curious and ask questions to dig deeper.

This workshop made me remember the importance of listening, clarifying and tailoring information for families

We are all different. We are not selling to ourselves. We need to observe and adapt.

I learnt about the importance of information gathering to develop a plan and relationship with the client.

I noted the importance of being mindful and present when listening to a client.

I learnt the significance of matching with new families and their ideals to build rapport.

Be aware not to assume.

Stop information dumping, listen and adapt!

The questions you ask make the difference, ask questions and listen to understand.

I realised the importance of using questioning to gain insight into family values and how to reflect on those values, not my own.

I need to focus on the right customers and spend less time on those who don’t spend.

I’ve learnt to make more time for my big customers through time management.

I now understand how to reframe myself so I can break through the ceiling.

Align, observe, adjust and deliver according to how a person operates.

I understand that attitudes drive different responses and it is important to be observant and flexible in my delivery.

The best approach comes from observing the customer, their circumstances and frame of mind.

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.

Never assume what the customer is thinking. Always be open to any position.

Framing- having the ability to create conversation even when they have seemingly shut down.

I learnt so much about listening, about questions, pattern interrupt...

Assume nothing! Clarify their needs.

I learnt about how the client gets sold- not to interrupt a customer who is selling themselves in the product.

I learned how to get more out of training sessions that i hold.

Tell team members what to do and not what not to do.

I learned to ask lots of questions, give the customer every opportunity to talk.

I learnt how to use Framing to get the client to discuss their needs willingly.

How to understand your client and build trust. How to confirm you've understood and then how to communicate the tailored solution.

Learnt so much, how to ask questions that are insightful, identifying patterns, what drives the purchase, how to formulate a solution and close.

Totally understanding a simple structure. Enabling us to better serve out clients.

Understanding the flow of the sale, how to understand someones needs before proposing your solution. This way it will always match what they need.

Understanding how to bring in the relevant USP's for maximum impact.

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.

I learned about insightful questions, how to avoid tangents whilst eliciting their needs and who to present the perfect solution.

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).

I learnt about 'framing' and how that 'frame' makes it relevant to the client so that they explain more about what they need.

Because every person, situation and product is different it's important to observe and adapt your approach.

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.

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.

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

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.

I learnt the process of communication. How to uncover their needs and SO much more which will assist me in assisting them.

How and when to bring in USP. How to keep the conversation relevant. Who to tailor it. Ensure the client feels valued.

I learnt how to build trust, help client feel important, understood, listened to. How to address all concerns from all stakeholders.

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.

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.

I learned how to help the client feel valued, how to understand them and how to effectively sell more that will benefit their business.

Focus on the person or agency how they use their language, how they speak, what they say.. this way you really know how you.

I learnt how essential it is to gain information, language, ideas and trust with the client before even speaking about my product.

Different things are important to different people. People change. I learnt that people have different buying strategies.

Allowing the customer to talk to pin point needs, requirements and whats important. Being able to adapt to customers needs, requirements, interested and personality.

How to align with your customer and present the right offering in a manner that the customer will relate to.

How to reflect back to the customer in a positive way. How to gather information. What to do with it.

I learnt about how to position your solution, different techniques, like Dove tail options.

I leaned how to ask questions that open the client up to discussing everything.

I learnt what to do the moment the client is sold. How to behave. What happens neurologically.

I learnt how to tailor a solution to the customers needs.

I learnt how to use ‘framing’ when a customer says ‘Tell me what you have’.

I learned how to get through to a decision maker. How to build a case for a trusting/respectful conversation.

Observing to determine what questions and what the client needs.

Knowing how to deliver a tailored, effective solution to the client based on our observation.

The Three steps to a successful business partnership.

How to get information and how to tie that into a solution.

Open questions, directional questions, how to ask the right questions to allow you to look after your customer.

Asking lots of questions to open up the customer to talking. I learnt exactly how this can assist me and the customer.

Knowing what to do with multiple decisions makers.

Learnt how to get through to the decision makers.

How to build in your USP at the right time.

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’.

Understanding how to have an effective meeting.

I got great tips on how to get information from clients, how to get them talking - I learnt when to be quiet!

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.

I really enjoyed Charmaines approach and particularly drew from her insight into the psychology of sales.

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!

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.

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.

I learned how to read buying signals much more effectively than before, I learned how to read people better with NLP training.

Each Sales Manger was motivated, up skilled. Charmaine was easy to communicate with, diligent, professional, totally flexible and delivered much more than the brief.

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.

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.

Make the conversation all about them and what they want from us, then supply it.

My team have been talking constantly about what they’ve learnt.

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