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Teach
International
Stuart developed and presented a one-day sales training workshop
to address specific aspects of the way staff were conducting public
information sessions. These information sessions were the first step
in the sales process for the company and led to registrations for
their training courses.
The objective of the workshop was to increase sales of the company's
mid-range training course (at a four-figure value) instead of staff selling the lowest priced introductory course.
As a result of Stuart's research into the 1-hour information session
being used by Teach International, he presented specific alternate
techniques for explaining the value being offered and 'asking for
the order'. On the training day staff practiced these techniques as well as
exercises to improve their communication skills.
The result was a dramatic and consistent turnaround in sales. Sales
of the mid-range course immediately increased, and grew to account
for 60% of all sales on a permanent basis, up from 20%.
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Management
Effect
Stuart was originally called in to present a sales skills workshop
for the advisor team. Through an in-depth discussion with the CEO,
Stuart identified the need to also address the sales process being
used, as this had a direct impact on when and how advisors used
their sales skills.
Stuart presented a targeted half-day sales skills workshop as part of the
firms annual retreat. This was followed by Stuart facilitating
executive workshops to identify the optimal sales process, and how
that should be managed within the firm.
The overall sales development program (that addressed skills and processes)
resulted in advisors who
could more effectively use trust-based sales techniques, and a new
internal business development process.
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Integra
Water Treatment
Stuart delivered a 6-hour (3/4-day) workshop to the 30-strong national sales
and marketing team as part of the company's annual sales conference.
Staff are tertiary qualified and have a high level of technical and scientific skills. However they needed a more structured and
consistent approach to managing sales opportunities with clients.
The sales skills workshop incorporated real-life situations faced by
the technicians and engineers, which resulted in the team being more
aware of when to pursue sales opportunities, and being confident in
handling new business as well as exploring sales
opportunities with existing clients.
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Modern
Teaching Aids
Modern Teaching Aids is a market leader in supplying educational
products. Most of the national sales team have been in their roles
for over 10 years. Stuart was engaged to present a half-day sales
workshop as part of the company's annual sales conference.
Stuarts presentation was the first 'external' training ever to be
offered at the company's sales conference, and it needed to be
specific for the buying situations faced by the sales team.
The workshop resulted in the sales team understanding a common
structure on how to more effectively manage sales encounters, and
how to approach new clients with confidence.
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Finity
Consulting
Stuart was engaged to develop and present two one-day workshops on
professional selling skills. Finity is an actuarial consulting firm,
with its advisors being highly analytical in nature.
Over the two day program, held one week apart, Stuart introduced a
relevant professional sales process that complemented the firms approach
as being a 'trusted advisor' to its clients.
From the training junior advisors were able to see how they could
improve their communication and confidence when working with clients
and exploring new business opportunities. Senior members of the
advisory team were able to sharpen their existing general client liaison
skills to have a more specific outcome-oriented approach to sales
discussions.
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CADET
Training and Employment
Stuart developed a series of three half-day training workshops to be
presented at the company's monthly sales meetings. The objective of
the workshops was to up-skill the team of office-based sales support
staff as well as the front line sales team.
Through working on realistic sales scenarios, understanding their
own communication styles, and identifying sales best practices
suitable for their company, the workshops enabled the entire sales
team to improve their internal processes and be confident in probing
new clients to fully assess sales opportunities.
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