In most companies, the majority of day-to-day customer relationships are not with sales people but with staff in roles such as technical or sales support, delivery, finance or operations who may not appreciate the extent to which they can influence commercial decisions by their attitude, what they say or what they do.
In certain cases, customer trust can be formed with those of a more technical or specialist background who can find their opinions being sought out and even trusted more than those in sales. Opportunity exists therefore to leverage that relationship by increasing commercial awareness, confidence and a basic understanding of the sales process.
There will also be the occasions when those of a technical or specialist nature will be included in a sales process; again, knowing what to say, how to say it and when to say it will influence the outcome.
It’s fully appreciated that many support staff don’t want to be seen as sales people so firstly, those involved must feel comfortable using a different approach and secondly, that what they say is adding value to in order to protect the integrity of the relationship with their contacts.
In summary, this course offers a unique combination of commercially orientated attitudes, behaviours and skills such as communication, organisation/efficiency, handling problems/complaints and commercial awareness/skill which could provide any company enormous potential benefits in terms of winning/keeping customers.
So, what’s on your mind? Our guess is that you will be looking for measurable improvement of some kind in business, team or individual performance; or there may be an issue to do with change or growth.
If you would like more information about this option (or any other), please contact us.