personalised to the needs of each client and the role of their salespeople
PERSUASIVE Presenting To Groups
There are public speaking techniques and there are PERSUASIVE presenting techniques. We have years of experience in coaching people how to structure and deliver informative presentations aimed at changing the attitudes, beliefs and opinions of targeted audiences. Whether it be a salesperson presenting to a board or committee or a heart transplant surgeon (a recent trainee) presenting results of a clinical trial, the principals and disciplines are the same. “PERSUASIVE Presenting To Groups” is a 3 day action-packed course for 4 to 8 delegates during which delegates spend 80% of course time preparing and presenting - and being appraised. We personalise each course to the client’s needs and the roles of the delegates.
Scenario Analysis for Salespeople
The Scenario Analysis system was conceived and developed originally for salespeople - salespeople and negotiators with "impossible" targets; who needed a "new way of thinking" to help them "get creative" and achieve the "impossible" - plus some! Workshops (1 or 2 day) are always personalised to an ideal 4 and maximum of 8 delegates, who are asked to describe success with, egs: one product, one customer, or an "overall success scenario", and then ask "what must have happened?". Workshops are 90% hands-on, with delegates working in pairs or in group. Visit our Scenario Analysis page for an introduction to Scenario Analysis.
Scenario Analysis Selling (SAS)
Experiential Salespeople Profiling (ESP)
ESP is an appraisal and reflection system that helps salespeople learn their strengths and weaknesses in an informal and enjoyable way.
It is available in tailor-made half, one or two day workshops and works by delegates, following a role play, studying 12 “Personality Types” to judge which ones best describe themselves at that point in time They then consult a colleague (or group) to see if others see them as they see themselves! The 12 types between them identify:
•the key skills, attitudes and disciplines of a top salesperson
•the common mistakes that can compromise sales performance
•how salespeople should behave / change to reach their true potential
The six "Bright Side” types are:
Stakeholder, Strategist, Enthusiast,
Winner, Performer and Charmer
The six "Dark Side” types are:
Controller, Entertainer, Friend, Doer, Actor and Egotist
The system is personalised to ensure 100% relevance and delegates are taught subliminally, as well as overtly, through repetitious exposure to all the symptoms of good and bad salesmanship.
SAS is the ultimate framework for “Consultative Selling” and is aimed at senior salespeople and / or negotiators responsible for:
SAS is a two day Workshop. Delegates work on the 6 steps to individual goal achievement on day one, to develop their business development scenarios, and on day two learn the 6 steps to SAS - how to work in partnership with a customer / client to achieve a mutually beneficial JOINT Scenario.
A key sales skill taught / refreshed on Workshops is Negotiating - to achieve a genuinely JOINT Scenario and Shared Objectives.
A follow-up Workshop is held 3 to 6 months afterwards to debrief on progress. Please visit our Scenario Analysis Page for background information on Scenario Analysis.
