First Pick up professionals of 2015…

Had a great couple of days working with sales executives for a leading pickup manufacturer, helping them to deliver professional customer experiences. This is the last session of 2014. We start by understanding what professional means before identifying areas we need to develop to become even more professional. We spend time focussing on product, what makes it unique and class leading. We also focus on the ways that companies purchasing the vehicle may be set up and the tax implications of this, so we can give sound unbiased buying advice. finally we look the the legal requirements regarding, tachographs and operator licensing, so we can give good information to customers to help them navigate the maze of legislation they face. This is then put into practice for a final round of presentations. I hope when you need a pickup you deal with a professional! 



Consultative selling skills Uxbridge…

For the last two days I have been at the 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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Virtual customer service…

Have spent the last two days delivering short sharp coaching sessions with customer care professionals from a holiday village near Blackpool looking at ways to deliver stellar customer experiences at this exclusive hotel and spa resort…

They have already attended at one day session with a colleague and my role is to help the plans they made on the day become reality.

Each session takes place in a virtual classroom with audio and video, a really effective way of following training up and embedding new behaviours…

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CC cohort 2, session 3…

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 acquisition of new dealers and the process required to make it happen.

We began to look brands and their power before looking at their company and personal brands and how these should be positioned to generate new clients.

We then looked at each step in a 6 step process, identifying its importance and developing skills and tools to help navigate the customer through so they start a new partnership with us.

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…

CC cohort 1, session 3…

Spent the last two days with the first cohort continuing the year long programme for sales managers of a premium finance company.

During these two days we looked at the acquisition of new dealers and the process required to make it happen.

We began to look brands and their power before looking at their company and personal brands and how these should be positioned to generate new clients.

We then looked at each step in a 6 step process, identifying its importance and developing skills and tools to help navigate the customer through so they start a new partnership with us.

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…

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Facilitation skills Karachi…

Have spent the last 3 days with some senior managers from a global FMCG company who’s products include chocolate!

We are working towards ensuring a new 6 step sales process is rolled out successfully across Pakistan, we stared by understanding the skills and behaviours of great facilitators before starting to build these skills.

Every delegate presented themselves to video throughout the course and they improved each time, they went from reading slides to building compelling and engaging presentations that stretched delegates and changed their behaviours.

All delegates left with action plans to ensure the new skills get used going forward.

I know the roll out will be successful…

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