Sales Conversations For Non-Sales People

Sales Conversations For Non-Sales People

Sales Conversation Skills Questas face to face classroom training icon Live virtual classroom

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 sales training has been developed over years into an approach designed for both natural and ‘unnatural’ salespeople. We have a tried and tested structure which will help participants become more effective at professional sales conversations. Participants practice different tasks to build their skill sets, from listening techniques and questioning skills to building trust and gaining the client’s commitment.

Who’s it for?

This professional development is designed for anyone responsible for building client relationships, uncovering new opportunities and converting them into fee paying work.

Ideally suited for: Consulting Engineers, Planners, Lawyers, Architects, Environmental Consultants, Cost Consultants and all those who encounter sales conversations in this sector in 2019.

Course format

Questas face to face classroom training iconFace to face: A full day workshop aimed at groups of 9 – 15 participants and involves a mixture of theory (our coveted 3i model) and exercises designed to develop consultative selling skills. There is an emphasis on skills practice, and we often use actors to play clients in sales meeting simulations.

Live virtual classroomLive virtual classroom: Ideal for up to 12 participants, this is a 2 hour session aimed at learning the Questas 3i Model structure and components.

Outcomes

The course is designed to resonate with technically minded individuals and ‘unnatural’ salespeople to develop skills and build confidence.

Having completed the session, our participants tell us they have more face-to-face business development discussions and those conversations are more effective, leading to a greater number of opportunities and improved win-rates.

Questas Quote Marks Circle

“I found the day to be really useful. In particular, the realisation that active listening is a true art.”

Senior Associate, Expedition Engineering

Content Outline

  • Planning and preparing for client meetings
  • Understanding the client
  • Exploring the client’s world – developing a differentiator
  • Planning, structuring and managing business development meetings
  • Practicing sales meetings and building relationships
  • Delivering a compelling proposition
Questas Quote Marks Circle

“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

Questas Quote Marks Circle

“The sales meeting structure model is excellent.”

Director, Building Services Co.

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.

Drop us a line

Excel at sales meetings

Questas Effective Business Development Meetings booklet cover

Download our guide

Make every sales meeting a long-term success with new and existing clients

Get it now

Does Business Development slip to the bottom of your to-do list?

Our clients often tell us that they struggle to find the time and resources for strategic and planned Business Development activity. Our Business Development Planning course can help you apply tried and tested strategies and tactics to help you unlock more opportunities and win more – and better – work.

Become confident when presenting or pitching

Our Presentation and Pitching training course is the natural next step for engineering and technically minded professionals who are engaged in internal or external pitching to sell a service or opportunity. In this training learners will use real-life simulations to practise presenting and overcome common pitching anxiety.

Free consultation

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

CONTACT US

Developing client plans

Developing client plans

Developing Client Action Plans Questas face to face classroom training icon Live virtual classroom

Get the skills and tools to deliver services that meet or exceed your client expectations, whilst nurturing existing and building new relationships. You can develop an understanding of your client that allows you, as the supplier, to help them achieve their objectives.

Course overview

This course is a practical implementation of developing Client Action Plans in ‘real business’ scenarios. You may review a number of clients in a similar sector, or take a deep dive into a single high-profile client or complex framework. Questas consultants will work with your team to apply proven methodology that will identify the ways you can help your client grow.

Who’s it for?

Client account managers and key individuals on the delivery team. Those responsible for and involved in winning work and delivering services to your firm’s most important clients.

Course format

Questas face to face classroom training icon Live virtual classroomThis course can be delivered as a half-day face-to-face session or as a 3 hr virtual classroom.

    • Option 1 Work on a number of clients within the same sector or market space.
    • Option 2 ‘Deep Dive’ sessions focusing on a small number of clients (sometimes just one).
    • Option 3 ‘Deep Dive’ sessions focusing on how to develop clients operating with a framework.

With all the above it is recommended that sessions are attended by all internal stakeholders involved in developing the client.

Outcomes

This course will shine a spotlight on your client, understand their motivations and interests, and support you setting the objectives, plan and actions to help your client grow. The aim is to gain loyalty, uncover cross-selling opportunities and develop a long, mutually beneficial relationship with your firm’s best customers.

Questas Client Account Planning Download cover

Download our Free Guide

Account Management Training Designed for the Professional and Engineering Services

Get it now

 

Content Outline

  • Planning and preparing for client meetings
  • Understanding the client
  • Exploring the client’s world – developing a differentiator
  • Planning, structuring and managing business development meetings
  • Practicing sales meetings and building relationships
  • Delivering a compelling proposition
Questas Quote Marks Circle

“We all very much enjoyed the session and I have already put it into use!”

Principal, Momentum Transport Planning

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.

Drop us a line

From our blog

Working together for better Key Account Management

Chris Founds and Gary Williams look at harnessing the power of collaboration to achieve successful Key Account Management.

Read more

Free consultation

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

CONTACT US

Tenders and Bid Writing – Training for Professionals

Tenders and Bid Writing – Training for Professionals

Bids & Tender Training Questas face to face classroom training icon Live virtual classroom

By understanding the value of planning a process and the decisions you take along the way, this course will change how you approach bids, improving your efficiency in responding and your success at winning them. Bid less and win more!

Course Overview

Learning how to produce a winning bid is one of the most important business skills you can acquire. You will learn how to gather the right team and plan the activity timeline right through to delivering the final document. During this course you will be taken through the process steps and will look at techniques to ensure you meet your client’s requirements and stand out from the crowd using the latest tools, tips and techniques.

Who’s it for?

All professionals involved in tendering and writing bids. Building the skills and confidence needed to respond to competitive tenders, from letter proposals to complex multi-million contracts.

Course format

Questas face to face classroom training iconFace to face: One day on-site practical workshop for up to 12 people. Participants are encouraged to bring real life scenarios to work through. We can also host active bid team sessions to kick off or problem solve an ongoing bid or tender.

Live virtual classroomLive Virtual Classroom: 2 + 1 hour workshops. Understand the bidding process from the client perspective, develop the perfect process from the supplier perspective. Often using real invitations to tender as case studies delegates will learn the dos and don’ts of writing bids. The interim period between the sessions used to put forward a bid document and the second hour is used to coach the delegates in where and how to improve.

Outcomes

You will leave with the understanding of:

  • how to identify the process,
  • appoint the team
  • and apply the methodology to produce winning bids and tenders.
  • Make meaningful contact with the people you really want to meet so that you can begin fruitful relationships.

Taking a customer focused approach, you will be able to differentiate your proposal by emphasising key features and benefits. These skills will also give you the tools to transform a weak bid into a winning one.

Questas Quote Marks Circle

“I wish I knew this stuff years ago.”

Senior Consultant, RPS

Content Outline

  • Planning the process – timelines, team and effort
  • Pre-bid decision making – to bid or not to bid
  • Planning tools and techniques
  • Using BASE (Benefits, Affinity, Solutions, Evidence) structure
  • How to storyboard
  • Defining your Value Proposition
  • Benefits v features
  • Writing and editing tips

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.

Drop us a line

From our blog

How to be brilliant at winning bids & tenders

Competitive bidding is an essential part of everyday business, but it’s often seen as a chore. Annabel Miller shares an effective model that will boost your ability to create successful bids.

Read more

Free consultation

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

CONTACT US

Essential Key Account Management Training

Essential Key Account Management Training

Key Client Management Questas face to face classroom training icon Webinar Live virtual classroom

Proactive client management ensures that you deliver services on time and on budget, whilst meeting expectations and nurturing a positive working relationship.

Course overview

This course provides a comprehensive overview of client planning aimed at those new to the idea. It will help your team identify potential growth and strategic solutions that benefit both you and your clients.

This professional development will also be useful to protect relationships from competitors aiming to increase their ‘share of the pie’ at your expense.

Who’s it for?

Client-facing fee earners who are responsible for managing key accounts. Participants are quite likely not to be trained sales professionals, but technical experts who have been given the responsibility for developing and protecting the most important clients in the business. We often encourage a mix of people in the workshop in terms of both seniority and discipline.

Course format

Questas face to face classroom training iconFace to face: A one-day workshop designed for 12 people (more if second facilitator). Will look at developing key client plans, learning tools such as relationship mapping and share of client’s spend. We encourage client teams to attend together and to work on real clients so we can apply the theory there and then culminating in a well-honed plan of action.

WebinarWebinar: A 60 minute live or recorded webinar aimed at explaining the fundamentals of Key Client Management.

Live virtual classroomLive Virtual Classroom: A 2 hour workshop containing much of the elements of the face to face option above but condensed into a powerful, intense session where participants will be able to apply their learning to key clients immediately.

Outcomes

Participants will find an increased awareness of what needs to be done to achieve client retention and growth, leading to the increased profits of mutually beneficial client / supplier relationships. They will also be equipped with the skills and resources needed to implement a practical plan of action for their organisation to establish the best practice of Key Client Management culture.

Content Outline

  • Planning and preparing for client meetings
  • Understanding the client
  • Exploring the client’s world – developing a differentiator
  • Planning, structuring and managing business development meetings
  • Practicing sales meetings and building relationships
  • Delivering a compelling proposition
Questas Quote Marks Circle

“Gary and his team have both inspired us and provided us with the tools to manage and expand our key client base.”

Dr Alan Barr, Managing Director, RPS, Northern Ireland

Questas Quote Marks Circle

“Having implemented the Questas ‘toolkit’ we are becoming more proactive, finding more opportunities and working together in a more effective way.”

Paul Tremble, UK Executive Director, WSP

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.

Drop us a line

From our blog

The top five factors to successful key account management

Developing and implementing successful key account management programmes takes time and commitment. Gillian Sutherland provides advice on the steps you can take to ensure your investment of money and effort pays off.

Read more

How to make a job well done turn into more work.

Whilst it is vital to do a good job, it is not a replacement for sales. You and your team need to know how to spot opportunities and get around the table and discuss more and different projects. A great place to start is our online Cross Selling Course designed for technical people who are tasked with finding new work with existing clients.

It’s free and takes just 30 minutes!

Start here

How to appoach awkward conversations

How do you handle those conversations with clients or colleagues where you have to deliver  bad news, or stop ‘scope creep’? It is never easy, but it can be handled professionally and maintain existing relationships. Our “Difficult Client Conversations” training course teaches techniques and gives tools to help make these tricky situations much easier for everyone.

Free consultation

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

CONTACT US

Business development training

Business development training

Business Development Planning Live virtual classroom Questas face to face classroom training icon Webinar

According to research, your reputation – and that of your organisation – is the most important factor for clients when choosing who to consider for projects.

Course overview

Most of our clients are time poor and often struggle to find the time to dedicate to growing their business. Exploring the fundamentals of Business Development Planning aims to give technical professionals the understanding and skills to scope out, plan and execute their strategic sales activity much more effectively.

This course focuses on creating successful business development plans and you will learn how to get to the table of target clients and take control of your business development activity.

Who’s it for?

This professional development is highly valuable to anyone who has face-to-face time with clients and those who have a remit to explore opportunities and find work from both new and existing clients.

It would also be a useful reminder for those with more experience who may not have had any formal training – or at least not for a long time!

Course format

Live virtual classroomLive Virtual Classroom: 90 minute facilitated session taking delegates through the steps of putting action-driven BD plans together. Can be general or tailored to a group with specific objectives.

Questas face to face classroom training iconFace to face: In-house half-day workshop. Often working with groups who are focused on specific markets, regions or client types. Results are tailor-made plans designed to help delegates get in front of target clients and maintain a proactive approach to business development.

WebinarWebinar: Live or recorded, this is a 60 minute session aimed at exploring the fundamentals of planning business development activities.

Outcomes

  • Learn how to maximise the time and the resources you have to dedicate to business development
  • Understand the principles clients use to select chosen providers and develop a set of tools to help explore the client’s world
  • Ultimately you will develop increased confidence and will learn to apply tried and tested strategies and tactics to help you unlock more opportunities and win more – and better – work.
Questas Quote Marks Circle

“This course really simplifies the whole approach to business development, I am now very clear what I need to do.”

Engineer, WSP

Content Outline

  • Planning business development activity – The Questas Growth Model ©
  • Learning how clients buy
  • Developing a deep understanding of client needs
  • Preparing for and structuring business development discussions
  • Differentiating your offer – elevate your business’s reputation
  • Introduction to client management

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.

Drop us a line

Optimise your selling Opportunity

Creating a possitive impact at that first client meeting.
Effective Business Development Meetings - free training guide from Questas Consulting

Get it now

Increase your bid-win rate

One of the most important business skills you can acquire is learning how to write a winning bid. The layout, language and style you use may make the difference between a successful bid and one that comes close. Bid less and win more work with our Bids and Tender Training here.

Become a natural sales person

Our Sales Conversations For Non-Sales People training course is the natural next step for engineering and technically minded professionals who are engaged in consultative selling and closing deals. In this training learners will hone their sales skills to boost their closing ratios and improve existing performance.

Free consultation

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

CONTACT US

Get in touch