CONVERT / Selling skills
‘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 both natural and ‘unnatural’ salespeople.
Selling skills training
Who’s it for?
Partners, Directors, Senior fee earners.
- Planning business development activity among you and your team
- Understanding the client and how they choose
- Exploring the client’s world – developing a differentiator
- Getting through the door / Securing the first meeting
- Planning, structuring and managing business development meetings
- Practicing sales meetings– role play (often with actors as clients)
- Delivering a compelling pitch
A practical workshop ideally aimed at groups of between 9 – 15 participants. Usually a full day (can be broken down into half-days) involving a mixture of theory and exercises designed to develop client relationship and consultative selling skills. There is an emphasis on skills practice and we will often use actors to play clients in BD meeting simulations.
The course is designed to resonate with technically minded and ‘unnatural salespeople’ and will develop skills and build confidence. Having completed the session, our feedback tells us that participants have more face to face business development discussions and those conversations are more effective leading to a greater number of opportunities and improved win-rate.
“I found the day to be really useful, informative and well delivered. In particular, a realisation that there’s a little of ‘Tigger’ in all of us and that listening really is a true art.” Senior Associate, Expedition Engineering
“The sales meeting structure model is excellent.” Director, Building Services Co.
From our blog
Four easy ways to manage nerves before a presentation
Annabel Miller looks into why we get nervous and how we can manage nerves so that it doesn’t hinder our performance.
Who’s it for?
Anyone with a remit to present internally and/or externally.
- Who are your audience, what are their expectations
- How to engage your audience
- Making it memorable – key messages, unique elements
- Presentation format and structure
- Speaking with confidence, controlling your nerves
- Body language, gestures, vocal tone and pitch
Highly practical one-day workshop. Candidates will present to a group at least twice in the day and be filmed.
Present with greater confidence and professionalism. Learn to plan and structure presentations and emphasise key messages while keeping your audience engaged.
“It was great to see everyone engaged all the way through and I noted the calibration to our needs during the day.” Director, RPS
“Great day! Really fun and innovative way to beat the fear of presenting to an audience.” Tim Howlings, Brasier Freeth