Consultative selling skills…

For the last couple of days I have been in Uxbridge with a dedicated team of individuals who work for a global FMCG brand, looking for ways to ensure that customers can understand the real needs they have, so that they understand how working in partnership can benefit them…

We started the day by understanding what a consultant is and what attributes and skills they have, before moving on to identify which of them we already have and which we need to develop in ourselves before adding some actions to our plans.

We then started to understand precision questioning and active listening before creating a set of SPIN questions to create real needs in our customers and tried them out.

On day 2 we also looking into what drives buyers decisions, before finally looking into ways we can flex our styles to match the customer, so it is much easier for them to say yes!

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Negotiations, are not always easy…

Working with sales and after sales people from a well know automotive manufacturer looking at ways to negotiate win-win solutions…

We start by looking at different styles and negotiation positions, before trying out some quick individual negotiations, then we spent time looking at a five step process and applying it to a group exercise.

The outcome was a lose lose, this can sometimes happen when you focus on the wrong things, the key learning is prepare well.

As the saying goes “if you fail to plan, you plan to fail”

Finally we identified our key variables and watched video’s of people using them so we can spot the process and gambits when we are back at work.

All delegates created 3 key actions which will be discussed with their managers and followed up within 2 weeks.

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DDI Creating outstanding facilitators…

I have spent 3 days this week attending this course to be certified to deliver DDI leadership training course materials…

It was a very intense experience, both learning new content and delivery methods whilst also being continually assessed to ensure you meet the required standard.

The materials are very well crafted and based on solid research and the course facilitators and fellow delegates were all great fun to learn with.

I am pleased to report that after 2 successful presentations I passed.

I can now deliver many DDI leadership courses and will be delivering the first batch in Riyadh next month.

I can’t wait, sunshine and new experiences…

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From hello to a firm appointment…

Have spent the day working with some fresh new sales executives for a global automotive manufacturer, discovering ways to ensure as many inbound calls as possible result in form appointments to visit the dealership.

We started by understanding what the customer expected when they pick up the telephone before looking at the current dealer possess for handling inbound calls and identifying any areas of difference.

Then we looked at ways to build rapport quickly on the telephone and use this to help manage the call and the customers expectations.

Finally we looked at a robust call handling process that will create real commitment from the customer to visit the dealership.

All delegates left with an action plan that will turn more calls into appointments.

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Insights into sales take 2…

Spent the day working with a large group of local business specialists for a global premium automotive brand, using Insights Discovery
Personal profiles.

We spent time understanding the four main personality preferences, before using the profiles to identify our own.

Next we looked at ways to identify the preferences in our customers, before finally looking at ways to adapt our approach to connect more effectively, build trust and ultimately sell more cars…

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What makes a good salesperson great…?

Spent the day with a number of automotive industry professionals working to identify the core competences of great sales people and create a certification process that can ensure they are consistently applied in all customer interactions.

This will ensure that the skills, knowledge and behaviours in the industry continue to improve and customers get the buying experiences they want and deserve.

Today was the first step in the creation of the programme.

Can’t wait to get more deeply involved.

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Insights into sales…

Spent the day working with a large group of local business specialists for a global premium automotive brand, using Insights Discovery
Personal profiles.

We spent time understanding the four main personality preferences, before using the profiles to identify our own.

Next we looked at ways to identify the preferences in our customers, before finally looking at ways to adapt our approach to connect more effectively, build trust and ultimately sell more cars…

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Consultative selling skills…

Once again in sunny Birmingham with a dedicated team of individuals who work for a global FMCG brand, looking for ways to ensure that customers can understand the real needs they have, so that they understand how working in partnership can benefit them…

We started the day by understanding what a consultant is and what attributes and skills they have, before moving on to identify which of them we already have and which we need to develop in ourselves before adding some actions to our plans.

We then started to understand precision questioning and active listening before creating a set of SPIN questions to create real needs in our customers and tried them out.

A good days work…

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