This session sounds a little random, but underpins so much of how we engage with clients and prospects. This session helps you and I understand the mental thought process we go through before making a...
This session is 1 minute long. Closing is easy - just ask for the business... but the remaining 59 minutes is spent on the build up to that moment. Often closing is many sales colleagues biggest fear,...
This 20 minute course equips you with essential skills to nurture enduring connections with people from all walks of life. You'll learn effective communication, empathy, and conflict resolution techniques...
This session will focus on how to match your clients’ identified needs with the right solution for the client. Telling a story using Features Advantages and Benefits as well as helping you to understand...
Ever heard the phrase ‘don’t take my word for it’, how can you deliver this to your prospects and renewal clients? This session explores ways you can demonstrate the value your solution...
Mindfulness is the human ability to be fully present and in the moment. way to slow down your racing mind and help you let go of negative thoughts. This session will be delivered live, so join to learn...
Delve into the often overlooked but critical aspect of project management: the human element. Explore how empowering your team can significantly elevate project performance and success. Gain valuable insights...
This session looks at methods to subtly qualify your decision maker to either genuinely be the 'sole yes person' or an influencer amongst a wider group. If the latter, we demonstrate how we move...
Join this 20-minute course to learn practical strategies to cut costs without sacrificing your lifestyle. Give thought on how to reduce utility bills, and shop smart to maximise savings. We'll guide...
Selling is more complex than ever before. Sellers who don’t deliver differentiated sales experiences will find it harder to engage today’s customers. This course has been designed to help you...
Buyology: How Everything We Believe About Why We Buy is Wrong by Martin Lindstrom is a fascinating exploration of the subconscious forces that shape our buying decisions. In this book, Lindstrom draws on extensive research and neuromarketing studies to challenge commonly held beliefs about consumer behaviour and uncover the hidden factors that truly drive our purchasing choices.
"Customer-Centric Selling" by Michael T. Bosworth and John Holland is a comprehensive guide that redefines the traditional sales approach by placing the customer at the centre of the selling process. This influential book provides sales professionals with a strategic framework designed to align with the needs, interests, and preferences of modern buyers. Bosworth and Holland emphasise the importance of understanding the customer's perspective, fostering meaningful relationships, and creating value throughout the sales journey.
"Strategic Selling: The Unique Sales System Proven Successful by America's Best Companies" by Robert B. Miller and Stephen E. Heiman is a seminal work that introduces a systematic and strategic approach to sales, emphasising thorough research, planning, and a customer-focused methodology. Originally published in the 1980s, the book has become a classic in the field of sales and is widely regarded as a foundational resource for sales professionals seeking to enhance their strategic selling capabilities.
The Challenger Customer: Selling to the Hidden Influencer Who Can Multiply Your Results by Brent Adamson, Matthew Dixon, Pat Spenner, and Nick Toman is a seminal work that expands upon the Challenger Sales methodology introduced in their previous book, "The Challenger Sale." This book delves into the complex dynamics of B2B buying groups and provides insights on how organisations can navigate and influence these intricate decision-making processes.