How we help clients grow

Four ways to get out of your comfort zone and be the catalyst to growth

Jun 18, 2019 | Blog, Sales confidence

Four ways to get out of your comfort zone and be the catalyst to growth

Questas’ Gary Williams writes in the RICS Recruit Blog about how to develop confidence in technical staff who are required to “sell”.

Gary is an expert Business Development Consultant and Executive Coach and works with leading professional firms in the built and natural environment, helping them build client relationships and win more work.

Do sales meetings or networking petrify you?

If the idea of sales meetings, networking events and large-scale presentations terrify you, you are certainly not alone. For many technical experts in the surveying industry these activities are daunting, but nowadays, they are very much a requirement for a successful surveying career. So, it’s time to get prepared.

Move out of your comfort zone to grow

Imagine the good things that happen when technical experts overcome their fears and release their inner sales and networking abilities. It’s possible for anyone to do this, you just need to know how, and do it!

In this article we examine the benefits of leaving your comfort zone and take a look at how ‘unnatural salespeople’ can nurture their skills and develop confidence. Push past those self-imposed boundaries and you become better placed to contribute to the growth of the organisation you work for and increase your value – and employability – in the market…

Click to the RICS article to read more, and discover proven methods and easy to implement actions to help you with:

Presentations/Public speaking
Networking
Sales meetings
Cross-selling

Need real-life practice?

Learn techniques to feel confident in a room where you don’t know anyone

A half-day practical course

Inform, investigate and inpsire… yourself!

The 3i Model - inform, investigate and inspire We have a model called the 3is – Inform, Investigate, Inspire; which is useful when preparing for a sales meeting. But you can use it equally when it comes to moving out of your own comfort zone. It’s time to take that disciplined approach to yourself. Start by identifying your own strengths and weaknesses first.

Online tools such as www.strengthsprofile.com enable you to build a profile that identifies your realised and unrealised strengths, learned behaviours and weaknesses. Once you have uncovered the areas you need to improve on, you can take a focused approach to training, coaching or mentoring, or just look for the right self-help books or online videos.

Start escaping from your comfort zone today with our e-learning course on Cross-Selling, which is free to access here. Good luck!

Read the full RICS article here

View our Networking Skills Course

Two experts engineers in protective helmets and fluorescent vests showing the construction site and building activities after the successful project phase.

Cross-Selling e-learning

Our free e-Learning module for Cross-Selling (no selling required) is an interactive introduction to best practice.

This informative and well-presented 30-minute course is certified for Continuous Professional Development (CPD).

Start now

Cross-selling skills

Jun 5, 2019 | Business Development, Key Client Management, Sales confidence, Selling Skills Training

Cross Selling Skills

There has to be added value for the client to buy additional services from you. If they already buy that second service from an alternative provider, you must clearly ’sell’ the benefit of them buying both services from you.

Course overview

By recognising your own company’s wider business capabilities this course allows you to explore more opportunity to offer these services into your clients.

There are many reasons why cross selling is harder than we think it should be. Our research has shown the same barriers exist in many organisations. We shine the light on each of these and offer solutions as to how to overcome them.

Who’s it for?

Anyone responsible for retaining and building upon existing client relationships, whether to uncover new opportunities or deliver existing projects. This course aligns well with ‘Client Relationship Skills’.

Course format

A one day workshop for up to 12 people.

Outcomes

Participants will be able to adopt a more strategic approach to addressing clients’ requirements. Delegates will be equipped to look for ways to help their clients grow while offering opportunities to win work for their own business.

Need this course?

Email hello@questas.co.uk or click the button below to get in touch.

Questas is based in London, and travels internationally to deliver training.

If desired we can help you design and/or organise your own training courses tailored to your team.

Cross-Selling e-Learning

Our free e-Learning module is an interactive introduction to best practice.

Start now

Content Outline

Identifying the opportunity
Understanding the barriers to Cross Selling and overcoming them
Understanding your wider business capabilities
Building trust
Managing internal communication
Developing your selling skills

From our blog

Discover five ways to create a cross-selling culture to achieve growth

Gary Williams explains why professional services firms need to embed a cross-selling culture to achieve smart growth at low cost.

Be your clients’ trusted advisor

Doing an excellent job is a first step to winning more work, but it’s not enough. We need to be proactive in building relationships, understanding our clients and their objectives, and positioning ourselves as trusted advisers. Our Client Relationship Skills course provides tools and skills that will strenthen and broaden client relationships.

Do you dread negotiations?

Negotations are often seen in terms of winners and losers, but this approach is likely put us on the back foot. Actually the first step to successful negoation is always communication to help both parties feel like winners. Our Negotiation Skills course provides the tools and tips to help you find a position of mutual acceptance with your clients (and colleagues).

Free consultation

Have questions for us? Get your team started today and gain a new competitive advantage.

Negotiation Skills

Jun 5, 2019 | Meetings, Selling Skills Training, Selling to the Public Sector, What We Do

Negotiation Skills

Everything is negotiable. Whether or not the negotiation is easy is another matter, but the first step is always communication.

Course overview

This course is designed to take you through the theory and practice of ‘Principled Negotiation’. It provides the tools and tips to allow you to separate people from the problem, evaluate options and find a position of mutual acceptance to achieve the win/win with your clients (and colleagues!)

Who’s it for?

Anyone who is involved in internal or external negotiations, particularly in final stages of securing bids and contracts. It is also very useful for those situations where clients are trying to push the boundaries of the contract – commonly known as ‘scope creep’.

Course format

A one day workshop for up to 12 people. This course includes hands-on techniques, working through theory and practical exercises.

Outcomes

This course will leave the participant equipped with:

a variety of negotiation styles and the know-how of when to use them
the methodology to frame your negotiation
the skill to identify your acceptance zone
the ability to manage conflict through to resolution.

Couple with this the ability to think creatively to provide options that focus on the interests of all parties. Finally, delegates will be able to find a mutually satisfactory outcome that helps the client relationship remain strong.

Content Outline

Defining negotiation – what is ‘Principled Negotiation’
Negotiation styles – qualities of a great negotiator
Know your BATNA (best alternative to a negotiated agreement) and understand your ‘walk-away’ before you start
Preparing and structuring a negotiation
Creative thinking for optimum solutions
The LADDER of Assertiveness

Interested in this course?

Email hello@questas.co.uk or click the button below to get in touch.

Questas is based in London, and travels internationally to deliver training.

If desired we can help you design and/or organise your own training courses tailored to your team.

Two experts engineers in protective helmets and fluorescent vests showing the construction site and building activities after the successful project phase.