Consultative selling skills, Uxbridge…

For the last two 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. 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… 
  

PPS7, Riyadh…

once again working with managers from a global consultancy firm to develop presentation skills further, using a time saving process which started with an online learning session followed by the submission of a video which I view before the course.

This enables the content to be much more precisely matched to the needs of the audience.

The day is very interactive with all delegates delivering 3 more presentations a and getting feedback from their peers as well as the trainer.

Everyone’s presentations improved immensely, a fantastic day…

  

Espresso sessions Riyadh…

Spent the day with 10 people from a global consultancy firm, looking at ways to build teams, how to creatively solve problems to make better decisions and finally how to handle difficult people assertively.

The sessions all lasted 90 minutes and the delegates did a lot of deep thinking to help them make good action plans for the future.

A very enjoyable day…

  

Presentation skills Iran GA…

Have spent the last 2 days with 11 managers from a global FMCG brand working to improve their presentation skills…

We first started by delivering our personal introduction to the group, this set the benchmark and each individual delegate received feedback from the group and myself.

We went on to look at a three step process, Prepare, Build and Deliver.

In the Prepare stage we looked at how to identify the key objectives for our presentation and how to make sure our message is communicated at the right level and using the right VAK language for our audience. We finished looking at what we want the audience to Think, Feel and Do as a result of our presentation. Delegates then delivered group presentations describing how to deliver presentations that appeal to each of the VAK preferences and again received feedback.

Once we understood all this we began to pull the information together which moved us into the Build phase. We looked at how to use PowerPoint, flip charts and samples etc. We then looked at the structure of a presentation and how to order our information so if flowed and engaged our audience, finally we looked at the story telling aspect of presentations and delegates prepared and delivered a short presentation linking three random pictures to a story about working for their company. Once again they received feedback.

It was clear to see much improvement already.

On day two we looked at how to handle nerves before entering the Deliver phase presenting 5 minutes of a business presentation before getting feedback and then working to improve the slides used.

Once this was complete we looked at the final part of the presentation which is how we use our bodies, voices and eye contact to engage and enthral our audience before doing a final group presentation about how to use all of this to deliver a rousing presentation about how to get the best from life.

All delegates left with actions and much more confidence.

Some of them are even looking forward to their next presentation!


 

CC cohort 2, session 4…

Spent the last three days with the second cohort continuing the year long programme for sales managers of a premium finance company. During these three days we looked at the pressure that dealers are under to generate revenue in their business, we went on to look at how buyer behaviours have changed in the last few years and the impact this has had.

We went identified ways an strong F&I programme can generate both income and increased sales before finally generated ways to create need for these programmes within the dealership so that we can set them up and run them successfully.

As always we finished with a video role play and all delegates left with action plans, a great 3 days…  

 

CC cohort 1, session 4…

Spent the last three days with the first cohort continuing the year long programme for sales managers of a premium finance company. During these three days we looked at the pressure that dealers are under to generate revenue in their business, we went on to look at how buyer behaviours have changed in the last few years and the impact this has had.

We went identified ways an strong F&I programme can generate both income and increased sales before finally generated ways to create need for these programmes within the dealership so that we can set them up and run them successfully.

As always we finished with a video role play and all delegates left with action plans, a great 3 days… 

 

Virtual customer service part 3…

Have spent the day 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 their second 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…  

Recruitment, selection, induction, 2015…

Working for a major automotive manufacturer with a group of managers looking at how to ensure we get the right people, with the right skill set to join our business… We started by looking at how we are currently recruiting people, before breaking the whole process down into its component parts. We started by looking at Job Descriptions and how to create them based on essential skills, desirable skills and those that can be trained. This was then compared to some job adverts to see if they would attract the right candidates. We then explored where and how to place the adverts to ensure maximum exposure and ensure they were legal. We then identified advantages of using application forms to speed up the initial sifting and short listing. We then began to look at the interview process and the skills required and created the right environment, process and questions, before trying them out. Finally we looked at how to induct the successful applicant into the role so they become productive quickly and stay with the business for a long while. I highly interactive course enjoyed by all, each delegate left with a set of actions to ensure they achieve their goals…  

Relationship managers journey part 3, cohort 10…

Today is my last day in London today with trusted professionals from a global banking group, for the final stage of their journey…

We began by looking back at where they had come from, before moving on to look at influence and ways it can be used in the correct way to help customers make informed choices.

 We went on to look at ways to manage customers and their requirements so each and every customer gets the experience they desire.

We then looked at ways to deliver great feedback to each other so we can continue to develop the skills within the team going forward.

We finished up by making plans to keep the journey going after the last session.

A great days work…