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...
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...
Presentation and Pitching Skills Presenting, especially a pitch, can be a very pressured situation and it is normal to feel anxious. Learning visualisation skills to cope with ‘what if’ scenarios leaves headspace to generate a successful outcome. Course overview The...
Sales Conversation Skills We help technical people feel comfortable with the idea of selling – demonstrating that it is not some sort of ‘dark art’ – which can make a radical change to the dialogue they have with existing and potential clients. Course overview Our...
Gary Williams looks at the impact of investing in sales ability Winning more than your fair share of the ‘pie’ A recent McKinsey article focused on the ‘Sales secrets of high-growth companies’. It wasn’t focused on any particular sector, but when thinking...
Do you dread the thought of attending an event with the purpose of networking? Annabel Miller shares her top ten networking nuggets. It is fairly daunting: attempting to ingratiate yourself with strangers, make meaningful conversation and hopefully leave with useful...
Sales confidence The challenge Too few people involved in business development Our approach Many companies have a tiny percentage of staff working on business development. Many of our clients adopt the 'seller-doer' model but work winning often relies on the...
What happens to our bodies when we are asked to present in front of a group of people, why do we get nervous and how can we manage nerves so that it doesn't hinder our performance? When we work with clients on their presentation skills, it's important to push our...
According to research, your reputation – and that of your organisation – is the most important factor for clients when choosing who to consider for projects.
People matter. It’s people (in most cases!) who make decisions. A strong network of relationships with clients, influencers and referrers will go a long way to helping you create opportunities for work.
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Existing clients pay your wages. Proactive client management ensures that you deliver services on time and on budget while meeting their expectations and nurturing a positive working relationship.
Delivering projects well is the first step in developing further opportunities, but it’s not enough. We need be proactive in building relationships, understanding our clients and their objectives, and positioning ourselves as trusted advisers.
Questas offers both one-to-one coaching and leadership training courses. This both embeds newly learned skills and establishes a culture of strong, skilled leadership.
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‘Selling’ can be a dirty word for some of our clients, but without the ability to sell we will struggle to be successful. Our sales training has been developed over years into an approach designed for our technically-minded clients. Courses include presentation and pitching, sales conversations and negotiation skills.
Learning how to write a winning bid is one of the most important business skills you can acquire. The layout, language and style you use may make the difference between a successful bid and one that comes close.
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