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