High Performing Sales Teams
Improving the skill of the individual when conducting the sale
High performing sales teams operate with a high level of trust as part of a wider team and believe in constant growth and improvement. They develop a winning process and follow it on a consistent basis. Not afraid to take risk or adapt the process in order to get better results.
It is acknowledged that the delegates will have a current level of expertise in conducting a sales call/meeting, however, in order to help them make the transition to a more consultative approach this module will provide the delegate with a series of advanced skill-sets. Initially, using the Clarity 4D Personality Profiling Tool (a Jungian based system) delegates will learn how to recognise personality types and to adapt their own style accordingly to the buyer personality type. We prefer to use Clarity 4D as the vehicle for this.
The development of active listening with the aim to build rapport and take the prospect on a ‘journey of influence’ is a core part of this programme. This also increases the level of trust with a customer. We explore objection handling and closing techniques.
This is a highly practical workshop, and to bring the material to life we can use trained corporate actors to support the delivery of real play exercises. Their involvement takes the programme to a new height of realism, cutting through the emotional baggage which usually exists in role plays, providing a rich learning experience for the whole group.
Delegates will learn:
- Advanced questioning techniques
- Active listening
- The powerful use of language to influence
- Rapport building skills
- Objection handling
Making it live on a daily basis is the key to success – the link between learning a new process and skills, change in attitude and beliefs and a commitment to continuous improvement are the cornerstones for a change in sales activity and improved discretionary behavior.
Who Can benefit
- Newly formed sales teams
- Sales teams who want to move to the next level of performance
- Newly appointed sales managers