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| Sales Skills | |||||||||
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What Mungo Dunnett Associates delivered We
are accustomed to dealing with sales issues in both retail and call centre
environments. The type of listening
skills necessary to turn a mundane service enquiry into an opportunity to
establish rapport, dialogue and ultimately consumer trust are instinctive in
most of us, yet typically largely unused. We
work with sales teams, via role-playing and workshops, to introduce typical
types of interactions, common customer misunderstandings, and the most effective
(and ineffective) ways of dealing with these.
The emphasis is strongly on active engagement, and repetition and
enhancement of commonly occurring situations, in your or any other business. Our
intention is to create substantial confidence within the sales staff.
Confidence – or its lack – is at the root of effective performance,
and we ensure that sales staff are fully conversant with a range of practical
techniques, and able to utilise their ‘natural’ techniques with full
awareness of their choices. The
purpose of our sales training is to raise sales team’s ability to listen,
negotiate (if appropriate) and influence customers, through effective and
structured natural dialogue. We
adopt a very similar approach with sales management.
Again, the purpose is to cause individuals to recognise their natural
strengths, and to utilise these more effectively by understanding how team
members respond to leadership in its many forms, and understanding the many ways
in which management can be unsuccessful. The
areas which most commonly present difficulty to sales management entail: 1)
The managing of remote teams 2)
Individual appraisals with large numbers of direct reports 3)
When to step in and when to leave alone 4)
And the usage of management information in assessing (and reporting)
performance All of these are presented in a workshop environment, with role-play and repetition to ensure full familiarity with what may be a new series of ‘managerial’ concepts. |
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Mungo
Dunnett Associates Home Page |
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