S1 – Core Selling Skills

Successful customer engagement must be built on solid foundations. In this module, we look at the core skills and understanding you need upon which to drive your interactions with customers.
This module provides participants with the keys to success, delivered by an expert in the art and science of selling.

S2 – Understanding the Customer

If you can understand how your customer thinks, you can understand how they might behave – and therefore you can plan for and manage issues and opportunities for success.
In this module, step into the shoes of your customer, and understand how to make every engagement a success.

S3 – Effective Customer Meetings

Learn the simple, repeatable framework to make your meetings with customers more impactful, every time. Consider what you do before, during, and after each engagement to ensure you are top of mind with your customer.

S4 – Create a Compelling Selling Story

We have developed a tried and tested process for creating impactful and compelling selling stories for customers. We will help you focus on an ‘external’ story rather than an internal one, and deliver it succinctly.

S5 – Driving Customer Engagement

Do you engage with your customer, or simply meet them? This session will provide a thought process and structure to engage your customer, understand rational and emotional decision making. If you want to sell more, and negotiate less, you need to come along.

S6 – Selling with Personality

The consistent element each time you sell, is you. We look at personality styles and how you can really understand yourself and the people you sell to, to be successful. This is about engaging selling. We would recommend you attend ID1 before attending this session.

S7 – Core Presenting Skills

Once you have a story or presentation ready for a customer – how do you bring it to life effectively? It’s not about ‘talking with slides’ it is about understanding how to deliver with passion, simplicity and conviction.

S8 -Know your Customer’s Numbers

Understanding and using numbers in a way that your customer understands and appreciates is at the core of this module. Learn how to present opportunities using support and numbers that they can understand, adopt and execute. We will provide some shortcuts to success.

S9 – Category Based Selling

In this module we apply the shopper lens to our selling approach to deliver a ‘category’ focused selling style. We examine the consumer-shopper journey, how your customer views the category, and provide opportunities for you to stand out and win against larger competitors, all through the lens of the category and the shopper.