Wessex Training

The Sales Relationship

What It Can Deliver

Personal Discovery Profiles. This course goes beyond simply explaining a sales process that delegates could read in a book. Through applying the Strength Deployment Inventory delegates gain insight into why they personally find some aspects of a sales process more difficult. Or perhaps why they find some customers difficult and why when providing their best sales efforts they do not seem to reap rewards. Participants learn to distinguish between the different motivational values of their customers and to tailor their communication and selling style to fit the customer.

Participants will discover the strengths they are deploying and they will gain insight into the strengths they are likely to overdo and that they need to be on the lookout for. In overdoing strengths, it is possible to create a conflict trigger for the potential customer, and thereby lose all chances of a sale. By ensuring that they do not overdo their strengths, salespeople can better relate to others and create a mutually rewarding consultative relationship built on trust and open communication with their customers. Only then will delegates have the opportunity to identify a suitable strategy to develop their sales relationships effectively through reducing the behaviours that have a negative impact on and increasing the behaviours that have a positive impact.

Practical experience. Through the use of exercises and simulations we can effectively illustrate their strengths and potential overplayed strengths without the need for roleplay. Further experiences at the end of the workshop can be used to put the theory, techniques and insights into practice. One such activity is for participants to complete a sales planner worksheet for tailoring their sales presentation for different buyers. They can they practice opening sales conversations with a partner to help them feel more comfortable when they begin the conversation with an actual customer after the workshop. Participants will be provided with a few blank sales planner worksheets to take back to the work place and use.

Practical feedback from the facilitator and peers during the workshop would be provided to enable your people to improve their sales performance and create personal development plans. We can also facilitate the completion of the 360 degree feedback to help participants to see what strengths other see them using and which they see them overdoing.

Action-planning and goal setting. As well as the sales planners, participants would write up individual action plans for improvements to be made back on the job. We can then facilitate the setting up of action learning sets or learning partners so participants can continue to share ideas, experiences, solutions and approaches. We can also provide a review / refresher session 4-6 weeks after the initial session to review the outcomes and provide ongoing support. Alternatively we can train your line managers on how to coach their sales team to higher performance.

Materials. Participants would be provided with high quality materials including a bespoke workbook in which they can write notes and action plans. They would also be provided with other SDI materials, including a Quick Guide To Communication, their profile results and Sales Planners.

To read more on the SDI click here.

A tailored workshop specific to your needs. For details of our tailored partnership approach click here.

Interested?