COURSE OUTLINE

LEARNING OUTCOMES

Delegates learn greater self-awareness of current style and skills set and practice techniques for building better client relationships.

WORKSHOP TOPICS

OPENING PLAY

  • Facilitator demonstrates a poor sales meeting
  • Delegates discuss strengths and weaknesses

THE CLIENT OPPORTUNITY

  • Delegates participate in a sales meeting simulation
  • Feedback based on “IMPACT” model is given

THE IMPACT NEEDS ANALYSIS MODEL

  • Participants learn the elements of the IMPACT Needs Analysis Model
  • Delegates practice how to question and understand instead of presenting information to convince

PRESENTATION SKILLS

  • Delegates present their “Client Solution”
  • Handling questions and objections

BEHAVIOURAL STYLE ANALYSIS

  • Delegates learn about behavioural styles and how they impact client interactions
  • Delegates analyse and practice the most effective communication style for specific clients and stakeholders

THE SIX RULES FOR NEGOTIATION

  • • Applying the six rules strengthens our negotiating skill and improves the likelihood of agreement.

CLIENT MEETING

  • Delegates bring together all of the skills and draw the deal to conclusion

ACTION PLANNING

  • Insights from the training are discussed and private time is spent making notes about future selling behaviours
  • Each delegate prepares an Action Plan and client Opportunity Report for discussion with their manager