Property: “Brilliant Sales Training”

Case study

From Good to Great

In the last 10 years, our client has grown from £22million annual revenue to more than £200million, making it one of London’s leading Design & Build specialists. With outstanding delivery, a great track record and a suite of happy clients, they have seized a large chunk of the market with plans to continue their stratospheric growth to £500 million a year.

Anyone familiar with London’s commercial property market knows that it all starts with sales research to discover key information and identify the right decision makers. The outbound calling team was doing a good job but good wasn’t enough: they wanted great.

SALES TALENT TRAINING PROGRAMME – How we helped

The team, based across 3 offices, contained a mix of sales veterans (20+ years’ experience) and sales newcomers (6 months), each with different perspectives, needs and skills. We were asked to create and deliver a training programme to engage with all levels that would inspire them to improve and give practical steps to make those improvements. First, it was key was to have the respect of the room before taking them through a programme which allowed time to reflect on what they do now and how it could be improved.

Across a 6-day Sales Training Programme, key topics included:

  • Foundations: What is sales and who are we, as salespeople?
  • How people making buying decisions unconsciously but rationalise consciously
  • The ingredients of sales success: K.A.S.H.
  • 4-point structure of successful sales conversations: E.A.S.Y.
  • How to introduce every call with authority and clarity
  • Structured questions and techniques to uncover known and unknown needs
  • How to sell the company and its services consistently well in every call
  • Ending each call with clear next steps and a commitment to follow them
  • Plenty of practice to put ideas into action, including role plays and live client calls
  • The creation of physical reminders and prompts in their sales environment

CLIENT TESTIMONIAL – What they said about our work

“It was a pleasure to see a professional at work in front of our sales teams. Paul quickly put the room at ease and then encouraged our teams to leave their comfort zones and try new ideas. The content provoked their thoughts and inspired them to try new things without the fear of getting it wrong. Over the course of the 6-day programme, I’m delighted with the results as every single member of the team is better than when we started the training. We now have a happier team with more consistent structures for daily success plus a shot of fun and inspiration. It’s a tricky balance to establish enough connection to open a room of salespeople up to ideas and yet retain the respect and credibility to enable them to change behaviours. Paul does that and he is, in my opinion, the best sales trainer in our marketplace. Group Business Development Director

 

“The programme was fun and inspiring plus it changed behaviours. I can say several months later that those new behaviours have been sustained. Brilliant training.” Head of Sales

Other Case Studies

No Results Found

The page you requested could not be found. Try refining your search, or use the navigation above to locate the post.

DeVono cresa
Howden insurance logo
Yopa
MODUS
Oktra
Morgan Spencer
area
3 secrets for SME growth

3 secrets for SME growth

There are, of course, many routes to business success but I find that SMEs in the UK often get stuck somewhere between £1million and £5million turnover. Now, if they’re happy there, providing value to clients, gainful employment to staff and decent profits for owners,...

Has Covid Changed Sales?

Has Covid Changed Sales?

All legal Covid restrictions in England have now come to an end. The pandemic has turned the way many industries work on its head, forcing innovation and causing us to rethink many established norms. This is particularly true of many sales roles that previously relied...

The Best Way to Improve at Sales

The Best Way to Improve at Sales

The one element that is consistently listed, in pre-training questionnaires, as the least favourite sales training activity is role play. The one element that is consistently listed, in post-training feedback, as the most useful sales training activity is role play. I...

4 Steps to Consistent Sales Success

4 Steps to Consistent Sales Success

During my years of selling and delivering sales training, I’ve had thousands of conversations myself and listened to tens of thousands of other people’s sales calls and meetings. No client conversation is identical, of course, but the basic structure is largely the...

A Guide to Communication Skills Training

A Guide to Communication Skills Training

Is there a job in the world in which you are not helped by having good communication skills? I can’t think of one. Whether the communication is with clients, prospective clients, bosses, colleagues or partners, being able to communicate well will benefit us and...

3 Keys to Sales Success in 2022

3 Keys to Sales Success in 2022

Occasional success in sales is easy; it's consistent excellence that is much harder and, without it, one month's gains are wiped out by the next month's losses. Consistency - and the confidence it breeds - comes from process, structure and practice but there are 3...

A Guide to Emotional Intelligence Training

A Guide to Emotional Intelligence Training

What is Emotional Intelligence? Emotional intelligence is the ability to manage your own emotions well and to communicate effectively with others, enabling good relations and minimising conflict. There are different opinions on how many elements are involved – ranging...

A Guide to Telesales Training

A Guide to Telesales Training

What is telesales training? Sometimes called telemarketing training, sales call training or phone sales training, telesales training is, simply, a programme of learning to help people generate sales over the phone. Telesales itself is one of the most important...

5 Qualities Every Salesperson Needs

5 Qualities Every Salesperson Needs

Salespeople are made, not born. However, 5 qualities give you a higher chance of success. 1. CURIOSITY “I’m not a good listener” is one of my least favourite phrases in life; it’s ludicrous and, often, a sign of self-obsession. Good listening starts with a sense of...

HSG Case Study – Growing Sales and Saving Our Planet

HSG Case Study – Growing Sales and Saving Our Planet

Water conservation and washroom specialists HSG UK have been helping companies to better, cleaner and more cost-effective washrooms since 2007. With a team of qualified in-house plumbers and a Queen’s Award-winning product, this family-run company based in Derby has a...

Our Sales Programmes improve your profits by growing your sales, improving your margin and retaining your team.

Our 100% re-booking rate is proof of the results we achieve.

Whether using our Sales Training or our Sales Consultancy Services, you leave us with improved sales team performance and frameworks to sustain it over the long-term.

For Sales Teams

Sales Training Programmes that inspire teams to change, then give them practical steps to improve their performance.

For Individuals

Proven training techniques offered directly to individuals looking to improve their sales success.

Sales Consultancy

Offering our expertise in sales strategy, processes and people to transform all aspects of your sales function.

Let's Start A conversation
Say Hello!

There's no point in waiting for things to improve on their own. Get in touch to discover more about the ways we can help you.