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Succesful People Know How to Sell

Great sales people have energy, discipline, curiosity, belief in their product, optimism, persistence, a desire to innovate and courage all helped along by a competitive streak. Whilst there are underlying talents that separate the great from the good there is much that can be learnt to give your team the skills and knowledge to be successful.

Whether you are inducting a new sales team or wanting to achieve mastery in a particular area I can help you. 

  • Are you looking to embed a sales process?

  • Need to upskill managers in coaching and holding their team accountable?

  • Would you like to give your new starters the best opportunity to excel?

  • Want to identify where you are weak in the sales process?

  • Does prospecting needs addressing to better manage the pipeline?

  • Can everyone on the team clearly articulate your value proposition?

  • Are you uncovering real client pain points and building your solution around these?

  • Is your team actually asking for the sale - most salespeople don't! 

  • Do you have multi-tiered client relationships and are you a recognised trusted adviser?

  • Would you like your team to be able to create proposals that sell?

  • How well do you prepare for negotiations and are you trading or giving away your concessions?

  • What's your client retention rate, are clients your biggest advocates?

  • Are you using social media to your advantage?

Please contact me for an obligation free meeting to discuss how I can help you become a high performing team.

The Platinum Rule: 360 behavioural style assessment- an essential tool for everyone who works with people

This workshop will positively transform relationships. Reduce conflict. Increase chemistry. Build trust.

It all begins and ends with people, none of your ideas or solutions will mean anything to your client, colleague or prospect if you can’t establish rapport and trust early on. Sales is essentially a matching process. You match the right product or service to your customer’s needs and your selling style with the customer’s buying style. The ultimate aim of this workshop is for participants to increase their social intelligence and accomplish more by treating people as they wish to be treated.

The Platinum Rule is an incredibly powerful tool that will:

* Give you insights into your preferred behavioural style and how you interact with others through all walks of life.

* Teach you how to interpret other people's styles and how a persons 'style' influences their needs wants and expectations as well as how they communicate.

* Allow you to become familiar with adaptability and how to apply it

Prior to the workshop participants complete an online assessment and forward a link to business and personal contacts to complete the assessment on their behalf. At the workshop each person receives a comprehensive, personalised report explaining their behavioural style. They will leave this session with completed adaptability plans including specific actions steps to implement over the next 4 weeks.

Stop Selling, Start Helping - the Client Needs Analysis

It's very hard to put together a compelling sales proposal when you're working with vague or under-developed objectives. And it's even harder to persuade your prospect to buy.

The Client Needs Analysis workshop incorporates the wow of preparation, the art of asking questions and hard-core listening skills (everyone needs this) to ensure you are uncovering pain points or opportunities that the customer will invest in solving. When done well potential objections are unearthed and managed during the solutions stage and you will be in pole position to write a winning proposal.

What Clients Want - Exceptional Service

Clients want more than just the product or service on offer. Sure, everyone wants to buy from someone who is an expert in their field, knows their offering back to front and how to apply company processes.

But what keeps people coming back is the personal element - being heard and understood, feeling special, valued and liked.

During this workshop your team will

a. define the behaviours and steps required to make sure your customers are receiving exceptional service.

b. create an action plan to deliver 

From Objection to Opportunity

Objections are simply signposts to what has to be achieved to move you to a YES! Objections are part of the sales process and can come up before you have even gotten past the gatekeeper. 

When potential clients are objecting they are really saying “you haven’t convinced me yet.” An objection can also be considered to be a buying signal – it’s the prospect telling you that if you solve something for them, they’ll buy.

During this workshop we will

a. Cover what needs to be accomplished to pre-empt objections before they arise,

b. Uncover potential objections before they hijack a sale 

c. Apply techniques to effectively handle objections whilst strengthening the relationship.

Like all Agent for Change workshops this is a highly interactive session incorporating group work and using real-plays to tackle real objections. 

Sales Coaching for Excellence

Managers if you're spending more time in the office than out in the field you're doing your team a disservice. No matter how experienced your sales team they can all benefit from top-class in-field coaching. I'm not talking about a joint sales call where you demonstrate what's required or save the day by jumping in to handle the objection before it goes pie faced. I'm talking about a coaching session incorporating preparation using good coaching questions and post meeting feedback with strong acknowledgement and a good coaching session on areas of opportunity.

You might need the full 2 day coaching clinic to learn the 4 key skills of coaching or a refresher workshop linked to the sales process. Either way, let's talk about what would be most helpful for you and your team.

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