Training And Management Consultancy Solutions For Business "The Insight To Utilise What We Already Have" |
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"Techniques For Transformational Selling" |
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| For each one of us, our attitudes and behaviours sit at the core of what we do and how well we do it. Understanding the attitudes and behaviours of both ourselves and of our customers is a critical factor in producing the very best sales performance. It should be the foundation for the way we train and develop our sales people. As a result of not fully understanding their own attitudes and behaviours and those of their customers, sales people often fail to generate as much new or additional business as they might. They so often fail to fully determine or understand their client’s mindset. The traditional focus for training in many sectors, including the Financial Services Sector, has been on core sales skills and product knowledge and this has been critically important with the availability of increasingly complex products and solutions, as well as the increasing importance of the management of risk in terms of the legal and compliance environment. Most sales people have an understanding of the sales process and how to deal with closing, upselling, objection handling and charging structures within a regulated environment. These elements of training are essential to ensure that sales people sell compliantly. On their own though, they do not always guarantee great or even good sales performance. In a simple example, a sales person may have been taught what to say to improve the chances of obtaining an increased premium on an Investment contract (within the budget constraint the customer has), but unless the salesperson both enters the mindset of the customer and also feels comfortable using their own sales skills, then sales skills and knowledge training alone will not produce the best results. If sales teams feel more comfortable with their own beliefs, behaviours and attitudes towards themselves and their customers, then their selling tools will be used much more effectively. If they understand these and feel more comfortable they will perform better, and use their sales skills more often and more easily. This training programme provides an optimal balance between the need for underlying attitudinal and behavioural change and practical selling techniques. It gives the sale person a set of powerful sales skills capable of being used everyday. At the same time, it shifts perceptions so that the sales person begins to think, feel and behave differently. This sales training enables delegates to build upon their existing sales skills by making them more aware of customer buying preferences, and by enabling them to understanding the customer's thinking more easily. Once a salesperson can understand the customer fully, they will be able to widen their opportunities and experience increased sales. This training utilises the advanced skills, knowledge, experience and expertise of our key trainers. Specifically its foundations are based on core techniques that are both innovative and also tried and tested including for example techniques from Neuro Linguistic Programming. Improving sales performance is not always easy, but this training programme gives your sales teams a critical edge in being able to move ahead of the market |
"Many
people dream of success. Success can only be achieved through
repeated Soichiro Honda |
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