 |
Making Consultative Sales Calls
Three Day Consultative Client Relationship Skills Workshop
Additional Modules
People Behaviour Styles
Effectively interacting with people is one of the most critical skills you need to master in today's highly competitive environment. Whether you're dealing with external clients or internal associates, the ability to communicate effectively is critical to your success. In this module, you will learn the many differences between people and understand the four categories of people behaviour styles (Analytics, Drivers, Expressives and Amiables).
Through the use of interactive clinics, you will learn:
- The characteristics of each behaviour style,
- How to determine which style best represents you, your clients, your peers, and others,
- The best way for you (based on your behaviour style), to sell or influence someone with the same or a different behaviour style, by modifying your behaviour.
The benefit of this workshop is to help you understand that people are different, and typically their behaviour falls into one of four styles. You will learn about the characteristics of each of the styles, and how to deal most effectively with people in styles similar to or different than your own.
Dealing with Senior Executives
Every 'seller' or influencer recognizes the need to deal with and have access to the key senior decision-makers in an organization. Senior executives typically have high-pressure responsibilities and personal characteristics that are different than middle and lower level management.
As a result, there are inherent risks and rewards in dealing with senior executives. Based on these differences, this workshop focuses on:
- Preparation,
- Getting the Meeting,
- Doing the Meeting,
- Following-up after the Meeting.
The benefit of this workshop to you will be more confidence and success in getting and executing senior executive meetings, as well as establishing and growing relationships with key senior decision-makers.
Making Effective Team Calls
In today's complex solution selling environment, the need to utilize multiple resources with specific skills is critical to successful selling and business development. As a result, you are probably initiating or participating in a number of team calls - meetings with multiple clients and multiple people from your firm or company.
Team calls are different than typical one-on-one calls with clients. While they can present an excellent opportunity for you to accelerate your sales initiatives, they are also more costly and can negatively impact your progress through miscommunication or lack of coordination.
In this workshop, you will learn the right reasons for and the objectives in making team calls, as well as identifying the risks, hazards and exposures associated with poorly planned team meetings. The benefit of this module is to familiarize you with the 'Team Calls - Check List', a team meeting planner that allows you to plan for the effective execution of the meeting.
|
