Spent the last two days with the second cohort continuing the year long programme for sales managers of a premium finance company.
During these two days we looked at the history of sales and how it has changed from being a very sales person focussed process to a more customer focussed experience.
We began to look at the behaviours required to create these experiences and once these had been identified, looked at the skills and knowledge required to utilise them in a consultative process.
We created a sales journey that created real needs in customers that our products would satisfy.
Finally each delegate was recorded on video putting it all into practice, the videos will be critiqued by their line managers so that the new skills make it from classroom to workplace.
A great two days…