Leading-Managing-Team Working-Consultative Selling Programme

Day 1 (AM) Managing and understanding yourself

• Administration of a Myers Briggs Type Indicator (MBTI) psychometric profiling tool to identify behavioural preferences (energy, process of information, decision-making and approach to deadlines) to help them understand themselves better, their contribution to the management team / organisation; seeing the world from others’ perspective; how to manage people of different behavior preferences; and how their behaviour may affect others
• Understand your stressors and techniques to improve resilience and deal with setbacks. (PM) Team working and collaboration
• Managing people through periods of change (confusion, denial, anger, negotiating, depression, testing and acceptance) and how to implement change effectively
• Team building exercise to practice new leadership skills learned
• Development and presentation of team organogram to help discuss what is working well, challenges and how to encourage collaboration between departments
• Discussion of characteristics of a leader and how to ‘role model’ the right behaviours
• Identify preferred leadership style and when and how to adopt a range of leaderships styles (telling, selling, participating and delegating) to get the best out of people and leadership situations

Day 2 (AM) Sales call – Phase 1 Getting Information
• Making introductions and scoping the purpose of the meeting
• Building rapport to put clients at ease and develop working relationships
• Avoiding sellers traps and why we need to ask questions (probe – listen – probe some more)
• Asking questions to uncover ‘background’, ‘pains’ and ‘dreams’. Helping customers to understand the extent of the problem; impact on processes, other departments, processes, plans and budgets
• Questioning skills – Practical exercises of building a portfolio of great questions to ask, role play and demonstrations of how different types of questions can be used to progress the sales process. • Active Listening and note taking (PM) Sales call – Phase 2 Giving Information
• Convert features into benefits and close more sales
• Presenting your offer persuasively using benefit statements aligned to customer needs
• Develop a process to create unique benefit statements to motivate customers to buy
• Understand customer types and when and how to adapt working style to get the best out of different people and sales situations

Day 3 (AM) Sales call – Phase 3 Getting commitment
• Understanding the decision-making process – who is involved, timescales, procurement process, evaluation criteria
• Competitor Analysis and planning for potential strengths, weaknesses, opportunities & threats
• Resolving concerns and uncertainties
• Understanding the different types of objections and how to pivot to your advantage
• Closing the sale and techniques
• Sales Funnel and improving conversion rates (PM) Account networking and navigation
• Talking to the right people, about the right things and at the right time
• How to widen the contact base within an organisation and not become “stuck” within the boundaries of the immediate contact.
• Delivering excellent customer service to encourage referrals and repeat business
• What activities can we undertake to maintain customer relationships
• Developing a contact schedule to keep in touch with our Customer Portfolio

Day 4 (AM) Develop and manage a customer centred culture
• Key questions for us to think about our Customers
• What is customer service and why is customer satisfaction and retention is important
• What do customers want and need; and how can you meet and exceed their expectations
• Mapping the customer journey and identify ‘touch points’
• Customer Management – What activities can we undertake to maintain customer relationships and how to develop a contact schedule to keep in touch (PM) Managing key tasks and running the business
• Setting SMART goals and actions for the Management and wider team
• Techniques for managing and controlling your workday (Time Thieves, Time Logs, Planning, Prioritising, Consolidating tasks, Multi-tasking and Procrastination)
• Benefits and how to delegate (who to, what, when and how)
• Identify a range of problem solving and decision-making techniques
• Team building exercise to practice new time management and evaluation skills learned

Contact Hours


Cohort Minimum

Cohort Maximum

Number of Training Sessions

Additional Study Hours

Price per learner (Group)

Price per learner

(Minimum Cohort)



There are no reviews yet.

Be the first to review “Leading-Managing-Team Working-Consultative Selling Programme”

Your email address will not be published.