“Total commitment. The improvisations worked just like you said they would — excellent” Richard Citron, BDO Stoy Hayward

Professional sales

When times are hard, a realistic and sophisticated approach to maintaining market share and business expansion counts more then ever. We offer clients a strategic approach to business development in addition to pragmatic explorations of face-to-face selling and building customer relations.

Delegates will address their own roles and services within the sales process and wider organisational initiatives. We provided training and specialist interactive theatre in the following areas:-

Selling professional services
Networking and winning new business
Influencing & persuading
Successful negotiating
Customer care and the organisation wide responsibility for business development

Objectives

To produce professionals who can:

identify key strategies and potential customers or clients
assess requirements and gain commitment
handle objections with confidence
define objectives and generate more business.

Content

Here are some of the issues we commonly tackle:

Key steps in generating business and keeping it
Why identify and differentiate between client or customer types
Matching solutions to customers' individual needs
Planning and preparing for meetings
Explaining, demonstrating and practising the selling and buying processes
Questioning techniques – getting to the heart of it and listening to the customer
Effective communication, why the buyer buys – or does not
Building long term relationships with customers or clients
Demonstrating closing or ensuring commitment to the next step

Approach

Use of experiential learning to energise and illuminate topics
Feed back, facilitation and shared experience
Visual aids, role play, tips and techniques with practical exercises throughout
Establishing key learning points and action plans for each individual

Case Studies

For Kings Sturge we provided a range of scenarios for a European commercial sales team
For Lurot Brand, a specialist London estate agency, we provided role play for a residential agency team
For Meta-morphose International we provide interactive graduate sales training programmes for a number of global and UK clients
For the Co-operative Society, for the second half of a two day event, we wrote and performed an interactive business drama for a practical course on influencing and persuading. Within an unfolding story line, the participants determined outcomes and events as they exercised their new found skills. This quest even took the teams onto the streets of central Manchester! This highly successful course ran for three years and attracted participants from all areas of the business.