We're all in the business of 'moving people' now. And smart, connected organisations empower people throughout their teams to 'own' the sales conversation, with the effectiveness in the empathy.
When you think of ‘sales’ or ‘selling’, what ideas and feelings come to mind? Often it's pushy and talkative people, or the idea of being coerced or powerless in a relationship. As outmoded as they are, the ideas of 'the hard sell' or 'cold calling' are often recalled too.
But, given a number of social and economic shifts in recent decades, most of us are in roles now that both enable, and require us, to 'move people' from one position to another. Seldom is sales or 'business development' the preserve of one specific person or team. In modern, customer centric and connected organisations everyone has a role to play in engaging new partners and inspiring them to do business with us. The idea of a 'natural sales-person' is a myth, because that's all of us. Calibrated and consensual conversations are the drivers of continual client growth, and client acquisition — and we can all benefit from examining the mindsets and behaviours at play.
What we'll cover:
• The meaning of non-sales selling and the behaviours that underpin it
• The relationship between listening and selling
• Calibrated questions
• Rapport building
• Practical non-sales selling techniques
• Specific current opportunities to apply new tools too