Hello are you there session 2…

Round two…

I spent yesterday working with sales executives from a global automotive manufacturer, identifying ways to maximise showroom visits from inbound telephone enquiries…

We started by identifying the customer journey and their expectations, before moving onto look at ways to ensure our process supported this, we moved on to look at the latest industry studies of customer buying behaviours to identify how big the opportunity is.

We went on to listen to some real calls to identify what was missing.

Once this was done we began the work of creating a call guide, that helps the customer navigate their journey whilst allowing the dealership to ensure a firm appointment is made.

We finished up recording calls and playing them back to critique.

Each delegate went away with a refreshed approach to handling the calls and tips to handle the challenges that may arise.

I look forward to the rest of the courses…

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Consultative selling skills Uxbridge…

Once again in sunny Birmingham not…

Actually this time I am at Head Office 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 work with a fresh perspective, which is why the picture is at a different angle…

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Hello are you there…

I spent yesterday working with sales executives from a global automotive manufacturer, identifying ways to maximise showroom visits from inbound telephone enquiries…

We started by identifying the customer journey and their expectations, before moving onto look at ways to ensure our process supported this, we moved on to look at the latest industry studies of customer buying behaviours to identify how big the opportunity is.

We went on to listen to some real calls to identify what was missing.

Once this was done we began the work of creating a call guide, that helps the customer navigate their journey whilst allowing the dealership to ensure a firm appointment is made.

We finished up recording calls and playing them back to critique.

Each delegate went away with a refreshed approach to handling the calls and tips to handle the challenges that may arise.

This is the first of many of these courses…

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Selling our way…

Working with a group of sales managers for a global FMCG soft drinks brand, looking at how we use development cads to drive performance…

We started the two day course by looking at the differences between skills and competences, before diving into the development cards that underpin the programme.

Next we took at look at the foundation course that all new starters will attend, before identifying ways that we can support the implementation, during joint visits and coaching.

Then we began to look at a more consultative approach which is used by more experienced sales people, this uses SPIN as the underlying process. All of us both used the process and looked at ways to identify how and when it is being used and ways to provide feedback.

On day two we focussed on Category based selling and looked at ways to drive growth in both category and share of it.

Finally we finished looking at how to maintain momentum and then developed our implementation plans.

A great two days of sharing…

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