Sales assessment days…

Working with sales professionals from a commercial vehicle manufacturer to identify and assess their knowledge, skills, and behaviours.

A tough couple of days for the delegates and some tough decisions for myself and the team.

We start with a customer meet and greet, where requirements are identified.

This is followed by a product demonstration and finally a test drive.

Overall a great job done by all and some meaningful feedback provided to ensure any areas for development are handled going forward.

A great use of two days…

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Motivation, teams and opportunities espresso sessions…

I am spending the day with managers from a global consultancy, delivering 3 different espresso sessions…

The first one focussed on identifying motivational preferences of team members and creating the right environment for them to thrive. There are two axes one of them looks at our motivational preferences, desperation or inspiration and the second axis looks at our drivers which are either internal or external.

This generates 4 different styles all of which need different approaches. We moved on to look at how the environment helps each of these preferences to thrive and how we as managers can create the right environment for all team members.

This can be challenging and all of the delegates found the motivation to plan to handle them!

The second session looked at ways to Forge teams and also cross functional project teams. We focussed on the things that either refuel or defuel the team energy, before finally asking ourselves, what can I do and what can WE do to forge better team relationships.

The final session helped delegates seize new opportunities, we started by identifying what good can come from finishing second, before going on to identify what finishing second meant for us and out teams, we then conducted a SWOT analysis of our teams to understand how good we were at seizing opportunities, we then looked at what stopped us following through on them before hunting for hidden opportunities and setting goals to capitalise on them.

All three sessions left delegates with a lot to think about and much to do.

A great day for all…

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More building relationships…

Once again I am back in Sunny Dubai, working over the last two days with a cohort of 15 managers and representatives for global pharmaceutical company who are based in Iran..

We have been looking at ways to deepen relationships with their customers and consumers.

We started by identifying how consultants operate, before looking at ways to find common ground, before moving on to identify how relationships are built and the key questioning and listening skills that are involved, so that we can accelerate the process when we have short bursts of time face to face with customers.

We went on to identify the four personality types before understanding how to spot and relate to each of them. This was further developed when we looked at ways to present our ideas so that they are quickly and easily understood enabling decisions to be made accurately and quickly.

We finished up by looking at ways to manage our own performance, firstly from an emotional intelligence standpoint and identified ways to keep focused in challenging situations and secondly, the more practical side of things by using network analysis tools to identify gaps and leverage points in or network and finally ways to categorise our customers based on potential and share of potential which enabled delegates to decide who they spend time with, how much time they spend with them and exactly what they should be doing with them during

Over the course of the two days many new plans of action were developed.

I can’t wait for the results…

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Negotiations Dubai style…

Once again I have been enjoying the sunshine working with a group of managers from a global FMCG brand, identifying ways to ensure that negotiations are more successful for all.

We began day one by looking at the 5 negotiation positions and identifying the good and bad in each before discovering which of them we prefer to use and which we tend to avoid. We then looked at the negotiations that have not gone well in the past and checked to see if we took the correct approach and made action plans to ensure we used a different more appropriate approach next time.

Then we took a look at the 5 step negotiation process and the skills required in each step.

Each step was followed by a negotiation scenario to try the tools out, these are always hugely entertaining, engaging and enlightening.

The first scenario was just about selling everyday items, the second focussed on sorting out some pay rise issues, the third focussed on selling in extreme circumstances and the final one focussed on solving a pressing humanitarian issue.

As the course progressed the stakes got higher!

I am pleased to say everyone left with more confidence and some actions for future negotiations.

The view may not be inspiring but the group were…

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Virtual product updates…

I have spent the morning administering some virtual product update sessions for a commercial vehicle manufacturer…

We managed to update over 200 people in just a matter of hours in two 45 minute sessions, which contained slides, videos, polls and chat boxes.

I fast and effective way to communicate…

Even more 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.

This is where the real work starts, developing great questions is both a skill and an art.

Then ended by identifying real buyer motivations and ways to adapt our approach to be more appealing to them.

Once again a good couple of days…

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Insights afternoon…

I spent the afternoon working with two ladies who work for a global pharma company and a colleague looking at ways to use the Insights Discovery Personal Profile to improve communications, manage relationships, improve areas of weakness and manage career progression…

A very big ambition for an afternoon, however a challenge we were all up for. We began by digging into the model to understand how it was constructed, before looking at what this meant for each of us in terms of our approach to tasks and people. This proved very illuminating highlighting some of the reasons behind difficulties and challenges each of us faced.

We moved on to identify some key strengths and the impact they have on our success, we then moved on to look at weakness’s and developed strategies to minimise them.

Finally we began to look at how each of the different personality types interact and created quick ways to identify others styles quickly, before developing strategies to help us adapt our approach effectively.

The afternoon will be followed up by coaching sessions to dig even deeper into the profiles so that their full potential can be leveraged. This will enable some SMART choices to be made to manage relationships and career development.

I great afternoon…

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