The first workshop allows you to get to know your fellow community members, build the relationship and network. During the development on this workshop we will use the Insights Discovery Psychometric tool to look at you and your character type. We take time to look at where your strengths and possible weaknesses are within the sales process and plan to be able to develop these areas throughout the programme. Using the Insights Discovery tool, we will fully understand different types of customers and what their needs might be.

The workshop begins by checking if you are Task Focused or Relationship Focused, and then continues on to discuss the benefits and needs of each. We take some time to look at mindset and introduce the Comfort, Stretch and Panic Model. The rest of this workshop discusses who customers are and where customers come from. What is the importance of a customer? We also go back to the Insights profiles and plan development in key areas. We take time to look at how you are building relationships with customers and we take a look at what Consultative Selling really is.

This workshop explores the typical steps that a customer might go through in order to reach a buying decision: Recognition of Needs, Selection of Criteria, Evaluation of Options, Resolution of Concerns, Decision and Implementation. We build skills and highlight the importance of nurturing a customer through the process in order for them to want to do business with you. During this workshop we introduce you to the S.P.E.C questioning model and how it can be used to ensure you understand the needs of each and every client.

The practical workshop allows you to explore and try out the skills as we develop. One of the most powerful selling techniques is benefit selling when you demonstrate how your product/service can fulfil each of the customer’s requirements. This workshop will explore the difference between a feature and a benefit and then look at how the solution you present meets their implicit needs. Quite often we present solutions based on the work we do rather than the work the customer wants. We then develop skills around objection handling using a tried and tested objection handling formula.

We negotiate most things every day, whether it is with our self, suppliers, customers or colleague’s, negotiation skills are important in today’s environment. Here we develop you in understanding your skills and behaviours as negotiators. Dealing with difficult customers and handling objections are a major part of this practical and interactive development. This session aims for you to build confidence around your value proposition and develop the skills needed to negotiate with your customers.

Closing and gaining agreement is the easiest part of any sale, if you have built rapport, presented your proposals in alignment with store contact’s agreed requirements. Yet, many individuals are reluctant to close because they fear the customer will reject their closing attempts and the relationship will be damaged in some way. Therefore, your state-of-mind and your beliefs around closing and gaining agreement is a pivotal part of your success in this area. The session will build confidence to close, at the right time for both you and the customer.