Insights® for Sales People Workshop and/or Coaching Program Do you wonder why you get along so well with some clients and yet with others, it is strained and awkward? It’s not personal; it’s personality.

Objectives: Introduction to the Insights Colours Understanding how you perceive others and how clients may perceive you Increasing self-awareness – strengths, weaknesses, blind spots, motivators Take control of your career – self-managing and motivating Sales Preference Chart: See where you are putting your energy in a sale and what you are missing Concrete strategies to balance out your sales approach Action plan for increasing your personal sales effectiveness Recognizing type and their motivators Adapting and connecting effectively with each type

Sales for Non-sales people Workshop Program Many professionals are evaluated not only on the quality of service they provide but by the amount of income directly derived from their work. Thus, the ability to recognize and develop business opportunities has never been more in demand. For consultants, lawyers, engineers, marketers, accountants, bankers, fund-raisers, and many other non-sales people within the organization, as well as people running their own businesses, it is essential to business survival. The purpose of this one-day workshop is to give people a simple understanding of sales techniques, processes and qualification skills that will be invaluable in business. Our program is designed to reinforce everyone’s role in the sales process and focuses on:

• Basic sales awareness and objective setting
• Helping your employees identify your ideal customers
• Engaging everyone in attracting your best and most profitable customers
• Effective questioning techniques that uncover hidden opportunities
• Networking skills for effective lead generation
• How excellent service plays a role in the sales process
• Overcoming the fear of selling

Sales Effectiveness Navigator Insights® Sales Capability Evaluation and Feedback Do you need an effective and comprehensive tool for creating a development plan for your sales reps? The Sales Effectiveness Navigator profile explores perceived capability in each of the 24 steps of the sale and combines this with feedback from your rep’s direct clients. This gives you rich details around each rep’s unique gifts and areas for development at every stage of the sale. The information also enables you to compare personality preferences with capability, noting any similarities or differences that may aid in the development plan and understanding personal motivations.

We also examine 12 Critical Success Factors for effective selling. These are plotted around the Insights Wheel. This helps us to see which Types may be more likely to do well and which do less well against each of the 12 factors. We refer to the four Insights colour energies throughout the profile, which reminds reps to consider their preferences and those of their customers every time you review their personal development plan. Capabilities examined range from those needed Before the Sale begins, right through to Follow up and Follow through. This profile is an excellent tool to begin work on your rep’s own personal development plan, to highlight areas for further training and coaching, and to understand the effects personal style is having on your direct customers, which will significantly improve performance as a sales person.

Consultative Selling Sales Training Workshop Effective consultative selling nurtures good client relationships by helping your clients make more profitable business decisions; truly a win-win situation. By selling improved customer profits, rather than products or services, you'll be a driving force in making your clients more competitive. This 2-day workshop is packed with strategic sales techniques, interactive exercises and role plays that will show you how to develop long-term, continuing relationships with clients. Learn how to position yourself as a true business partner that is interested in helping your clients improve profits, gain competitive advantage and create customer loyalty. Our training is designed to help you:

• Overcome the fear of selling and bring paying customers to you using your own comfortable style
• Improve your prospecting success
• Plan for successful sales calls that move the sales process forward
• Effective questioning techniques to uncover your client’s true motivated needs
• Bottom-line selling to help your clients be more profitable
• Reduce objections and deal with them effectively

One-on-One Sales Coaching
Improving Personal Performance