building better businesses

We specialise in Sales and Business Development…

Results

The workshop formed part of a larger work winning programme (1 of 3 modules) with the overarching aim of increasing repeat order business from 72% to 80%. Attendees on the module recognise the importance of effective relationships that allow us to position ourselves as the market leader in our chosen sectors.

The work winning teams were able to recognise the benefits of a diverse team and the need to manage differing personality traits in order to improve their efficiency and obtain better intelligence from our Customers and Stakeholders.

A year end score of 88% for repeat order business was achieved. The Business Development & Strategy Director writes “I’m convinced that our campaign with your excellent inputs have contributed to that statistic.”

Objectives

To ensure sales teams, including operational delivery, are equipped and effective in their customer focus, working in line with and achieving the objectives of our being No1 Strategy. The workshop must enable sales teams to have a better understanding of their own, their customers and partner organisations needs and behaviours and reflect this in their approach and strategy.

The Project:

To build effective relationships with potential and existing customers in order to increase the incidence of Costain generating selling opportunities. The workshop involves coaching on the following:

• Personality and its impact on behaviour
• Key Account Management
• Selling & Negotiating
• Appointment Making, getting past the gatekeeper & selling the meeting
• Building Rapport & Creating Empathy
• Reading and interpreting body language
• Questioning Techniques & active listening