Understand the customer
Build rapport, prepare for conversations and ask questions that uncover what matters.
Home
OUR EXPERTISE / HELPING CUSTOMERS BUY
Help your customers make confident decisions.
Our signature sales and client relationship programme builds confidence, preparation and a consistent approach to customer interactions. Its 12 modules can be discussed in relation to your team’s priorities.
Where we can help
When your sales or client-facing team needs to improve the quality and consistency of its customer interactions.
Connect needs with value
Explore buyer wants, address concerns and understand how organisations make buying decisions.
Communicate with impact
Strengthen networking, client interactions and sales presentations.
Progress the relationship
Develop the skills to discuss value, negotiate and achieve client commitment.
FROM DISCUSSION TO DELIVERY
A clear scope.
Useful outcomes.
We agree the deliverables with you at the start of the engagement. Depending on your needs, these may include:
- A shared approach to customer conversations
- Practical exercises built around selling situations
- Stronger questioning and listening skills
- Actions for developing client relationships
THE PROGRAMME
Explore the 12 modules.
Open a module to see its focus. The programme’s scope and delivery format are agreed around your team’s needs.
01Establishing Relationships and Building Rapport
Start conversations that create trust and make space for understanding the client.
02Preparation for a Customer Interaction
Set a purpose, research the context and prepare useful questions before you meet.
03Questioning Skills
Explore the customer’s priorities, challenges and decision criteria.
04Handling Client Concerns
Listen carefully, clarify the concern and respond in relation to the customer’s needs.
05Relating to Buyer Wants
Explain your offer in terms of the outcomes that matter to the buyer.
06Networking
Build relevant professional relationships and follow up with a clear purpose.
07Achieving Client Commitment
Agree a meaningful next step and clarify responsibilities on both sides.
08How Organisations Make Buying Decisions
Understand stakeholders, approval processes and the factors that shape a decision.
09Making an Impact with Clients
Communicate with confidence and adapt to the people in the room.
10Attention Grabbing Sales Presentations
Structure a presentation around the client’s situation, value and next steps.
11Value Pricing
Connect pricing conversations to the value the customer is seeking.
12Negotiation
Prepare your position, understand interests and work towards a workable agreement.
LET’S TALK
Let’s discuss helping customers buy.
Tell us what you want to achieve and where progress is getting difficult.