Resolving customer objectionsWe have designed a Reputation Selling training programme for sales professionals to practise how to use testimonials to resolve objections. It is a flexible and time efficient programme partly using on line ‘learning shots’ and partly face-to-face action learning sessions. On the programme sales professionals will practice drawing up a testimonial strategy designed to speed up conversion rates and attract new customers. They will learn how to select appropriate video testimonials from a library of themed video clips.
Videos in sales presentationsWe know that video clip testimonials are often under utilised in sales and marketing campaigns. Our training will help sales people to use video clip testimonials more effectively in their sales process; prospecting; tender presentations; proposals; customer retention. They will learn how to make Power Point presentations more impactful and how to resolve customer objections to buy by selective use of video clips. |
Practice vital sales conversations - get resultsRole plays have been around for a long time now and they attract mixed reviews. They are based on the principle that learning from experience is the best way to develop skill. However, there are disadvantages. Contrast these with our approach in the table below. Typical role playIn a role play a person has to pretend he or she is someone that they are not in reality. In a peer to peer role play the feedback given from one to the other can be non-specific, misunderstood and not accepted. People in a peer to peer role play will sometimes treat it as a game and aim to catch each other out thus reducing learning effectiveness.
Our approachParticipants will always play themselves and professional role players will play the role. Because we use professional role players there is the 3rd party effect where they will be perceived as having authority and not allow game playing. Our role players have a corporate acting background and are very experienced in giving effective feedback to their role player in the context of real business situations.
Powerful role-playWe believe role-play is an effective and powerful tool for people to practise and learn new ways of holding challenging conversations within key stages of the sales process. My team has been on the receiving end of role plays and the delivery end too so we know how to design effective role plays. We also design our interventions with time in mind, we know how precious it is and so we run programmes with several short facilitation and role play sessions that can conveniently fit in with conferences and regional meetings. Our role plays are engaging and provide exceptional learning outcomes and results.
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Training course contentBelow is a typical training session that is designed to be participative, high energy with easy to remember tools and techniques for immediate application. The length of the training sessions can be tailored to suit your time requirements because we recognise the importance of not keeping people away from the work place for too long. For example, you can have a series of three 2 hour sessions during or outside working hours. You can have a morning or afternoon sessions, whichever suits you.  |
