Building Client Relationships

Duration:

1 day

Overview:

A workshop packed with tips, tools and techniques to enable you to prepare and conduct confident, effective and powerful telephone conversations which are aligned to the clients’ buying process and built around relationships. This 1 day event will be highly interactive. You will be encouraged to discuss your own challenges and will be supported to come up with your own answers. You will leave with an action plan of what you intend to do differently as a result of the day and how you are going to do it.

Who will the programme benefit?

This event will support those who would like to have effective business development conversations with all clients.

Programme Objectives:

At the end of the workshop, participants will:

  • Explain the key preparation principles required to sell

  • Demonstrate client relationships techniques and identify how these can be used during telephone conversations

  • Explain and demonstrate how to develop client relationships and achieve maximum potential within these

  • Identify how to adjust your own conversation with different clients in order to create maximum trust and genuine rapport.

Pre-course work:

Prior to attending this programme, please prepare brief notes on:

  1. What is your biggest challenge when speaking to clients?

  2. When have you been most effective when speaking to clients?

Programme content:

  • Introduction and Objectives: Setting the scene for the day.

  • What makes a great business development conversation? Exercise to highlight skills and attributes of great sales people and ‘pitchers’.

  • Buying Process ‘vs’ Sales Cycle: What motivates a client to buy or continue to buy from us and how is this influenced by the way we try to sell to them.

  • Preparation: taking technical preparation as a given other areas of preparing to sell will be explored. How to plan and prepare a pitch which will appeal to the clients and get your message across effectively

  • Creating impact: Building rapport & trust with the client through verbal techniques only and increasing the ability to influence a positive outcome.

  • Establishing needs with a consultative approach: identifying how to discover what’s really going on with clients, what their dominant buying motives are and what’s important to them.

  • It’s the client not me: Techniques for handling challenging questions, buying time to respond effectively and avoid negativity

  • Reflection & follow up – reviewing how the conversation went, analysing successes and work in progress for next time and making sure there is a clearly defined follow up strategy in place.

  • Key tips and techniques – those to use and those to avoid

  • Review, action planning and close

Logistics

Timings: 9am to 5pm for the day

Number of participants: We can accommodate up to 12 participants during each 1 day programme

Cybèle team: 1 trainer for the day

Equipment needed: Training room large enough to house 12 people comfortably with space for smaller group work and room to move around. Also 2 x flipcharts & paper; projector and screen please.

We will include the use of our own Digital Voice Coach System which allows participants to practise new approaches and techniques within a safe environment.

Programme materials: Will be supplied by Cybèle including joining instructions for distribution in advance of the programme.

Sales TrainingRoss Taylor