On 15th September, at the new offices in Wantage, a number of IRUN personnel gathered for the first of a number of new sales training sessions. Specially developed for IRUN, the course focused on a number of elements to improve sales performance, from heightened self -awareness through to use of modern techniques and the constant aim of delivering value for customers.
In a highly interactive workshop, under the auspices of Fred Copestake, an experienced sales consultant now also part of the IRUN network (Henley-in-Arden) the group tackled a number of subjects including:
Personal Selling Styles
Using a diagnostic tool to help with recognising and adapting personal selling approaches to maximise sales outcomes as well as adapting to customer buying styles and develop appropriate strategies to ensure ‘win: win’ scenarios.
The ‘Sales Animal’
Defining the characteristics of an ‘ideal’ IRUN sales person and benchmarking against the ideal ‘ASK Factors’ (Attributes/Skills/Knowledge)
‘SENSE’ Selling
Understanding the importance of employing a solid sales process for consistent, repeatable ongoing success set the context for the introduction of the ‘SENSE Selling’ – a sales process specially developed for working IRUN opportunities. Using the right tools, techniques and existing collateral at the correct level can help to become more effective in solution/concept sales.
The framework can also be adapted for working with channel partners such as Abacus and Hospitality Marketing System consultants and will form part of our training for clients if they need help in this area.
We also looked at Motivation Matters
Exploring the relevance of ‘traditional’ motivation theories and unleashing the power of more modern NLP techniques
The session was very well received, scoring a respectable 85% feedback score, with the most common comment being that there was almost ‘too much’ content for the time available. With the methodology of the ‘SENSE’ Sales Process central to the success, it bodes very well for the future of IRUN’s sales training plans.
Forthcoming events include joint sessions with accountancy partners Abacus in Sunderland, Birmingham and Wantage as well as the roll out of a proposition to IRUN clients.
Together with the continued success of the ‘Twitter Workshops’ and free weekly online ‘Internet Marketing’ sessoin IRUN’s training proposition looks in rude health.
Training and development…. you know it makes sense!
Filed under: Training | Tagged: Sales Training
