Effective Selling and Relationship Management.

Rapport: The ability to step into someone else's world and appreciate things from their point of view requires deep self-awareness, the ability to recognise personality type and a method of building empathy. Although rapport is an intuitive human instinct, being aware of these factors can help pave the way for a more immediate and long-lasting relationship.

Trust and becoming a critical friend: Trust is the key element to a great relationship and the gatekeeper to becoming a critical friend. Knowing how we trust, what builds trust and developing our conversational skills enables teams to support clients' needs more effectively.

Buying Signals vs Selling Styles: Through the Insights Discovery Colour model and the four primary types of behaviour, we will bring to life the drivers and motivators behind buying and how each of the colour energies has a preferred style when it comes to selling and buying products, services or initiatives.

The Insights Discovery Effective Selling Chapter:

The Insights Discovery personal profile offers a supplementary chapter that focuses entirely on the recipient's strengths and areas for development in each of the 6 stages of the selling process:

Before the interaction takes place

Identifying the needs of the interaction

Proposing a solution

Dealing with resistance

Getting commitment

Following up and following through

Through peer coaching group work, sales teams will mentor, coach and identify actions to improve their performance in each of the 6 stages.

Relationship Mapping: Typically we plan a strategy or approach to a project, but rarely do we attribute the same structure to planning how to manage our relationships. This collaborative activity will identify everyone's high-value, key stakeholders and any other important work relationships. Then, through a process, establish where time can be spent on actions that will improve the quality and fruitfulness of each relationship.