Sales Relationship Management Training.

Self-awareness: Participants will gain a comprehensive understanding of emotional intelligence and its essential role in the management of relationships. Interactive sessions include activities that encourage self-awareness, enabling individuals to identify and address their unconscious biases and perceptions that may impact their ability to connect and communicate with clients.

Behaviour, Insights Discovery and the Colour Energies: Understanding psychological preferences is essential to gaining self-awareness and exploring personality. This can be achieved through academic, scientific, or experiential means during the programme. The Insights Discovery colour model is introduced to teams to make the theory more accessible and meaningful. Delegates quickly appreciate and find humour in the differences in behaviour and how they are perceived by others.

Rapport that doesn't feel scripted: Every buyer wants to feel understood before they'll listen to you. We show your team how to adapt their natural style, using their own Insights Discovery colour energies, to build genuine rapport with different personality types, quickly and without pretending to be someone they're not.

Trust as a sales strategy, not a soft skill: Trust isn't a nice-to-have bolted onto the sales process, it's the sales process. We work through what builds trust fast, what destroys it in seconds, and how your team's own natural strengths and blind spots show up under pressure.

Reading buying signals: Buyers rarely say what they mean outright. We teach your team to read the real signals, hesitation, energy shifts, decision-making style, and respond to what's actually happening in the room rather than what the script assumes is happening.

Buying Signals vs Selling Styles: Through the Insights Discovery Colour model and the four primary types of behaviour, we will bring to life the drivers and motivators behind buying and how each of the colour energies has a preferred style when it comes to selling and buying products, services or initiatives.

The Insights Discovery Effective Selling Chapter:

The Insights Discovery personal profile offers a supplementary chapter that focuses entirely on the recipient's strengths and areas for development in each of the 6 stages of the selling process:

 

 - Before the interaction takes place

 - Identifying the needs of the interaction

- Proposing a solution

- Dealing with resistance

- Getting commitment

- Following up and following through

 

Through peer coaching group work, sales teams will mentor, coach and identify actions to improve their performance in each of the 6 stages.

Relationship Mapping: Typically we plan a strategy or approach to a project, but rarely do we attribute the same structure to planning how to manage our relationships. This collaborative activity will identify everyone's high-value, key stakeholders and any other important work relationships. Then, through a process, establish where time can be spent on actions that will improve the quality and fruitfulness of each relationship.