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
Business Growth Through Sales – Britain is Back!

Business Growth Through Sales – Britain is Back!

It’s been 18 months that none of us could have expected but I’ve been delighted to see how confidence is returning to so much of the economy. I still see caution in some places but, increasingly, the summer has seen a more buoyant UK and a surge in business...

Ayrton Bespoke Case Study: 30% Growth in Covid Year

Ayrton Bespoke Case Study: 30% Growth in Covid Year

Best Sales Year Despite Covid-19 Ayrton’s successful track record in designing and installing some of the best replacement windows and doors in London is recognised across the city. However, after more than a decade of trading, they saw a huge drop-off in business...

Simple Steps to Turn Enquiries into Sales

Simple Steps to Turn Enquiries into Sales

People are returning to the office and I’m delighted to have delivered training this month in person again. It’s great to be back! Whilst things are getting better, a major issue for many sales teams right now is how to turn ‘interest expressed’ into ‘orders...

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.