Last week I had the pleasure to teach a sales workshop at the start-up #FairesLeben. Using digital products and automated processes FairesLeben helps end customers enforce their rights fairly, quickly and digitally. They serve their clients in the fields of rent, cyber mobbing, data leaks, online casino and finding a lawyer.
Their sales team focuses mostly on tele-sales and email prospecting - so I put a special emphasis on these areas. From my preparation work beforehand, I knew that building trust and a good relationship were especially important for the sales team. So the first part of the training focused on mindset and motivation. We did various exercises so that every sales rep feels well prepared, present and engaged before they start their calls. So we…
warmed up our voices,
discussed body language tricks and
learned mental hacks to influence our attitude by doing the status exercise derived from acting training.
Improving rhetorical skills was also a main part of my training, specifically how every participant can talk with confidence. For example, we looked at how often they use filling words such as: you know, at the end of the day, basically etc. and how to best eliminate these.
The third part of the training focused on different personality types, prospects can have, and how to easily detect them and adapt accordingly. For example if the client is very talkative and outgoing the sales rep needs to speak to them differently as if the customer is analytical and reserved. By simulating sales calls with the various personality types we practiced this skill.
After being able to build a good rapport with their prospects, we learned what questions to ask and to listen actively. As an exercise we developed a question catalogue that every sales rep can utilize in their daily calls. Also we looked at storytelling and how to use stories in sales conversations to activate both the analytical and emotional areas of the customer.
The last part of the workshop was focused on objection handling. We discussed different techniques on how to react to objections and find solutions for the customers.
Afterwards we put all that we learned into practice by simulating various calls with prospects.
The workshop was a lot of fun because the team was very engaging and interested. They asked many questions and we openly discussed what works well and what they want to improve. Also, they participated actively in the exercises.
Thank you FairesLeben for having me and for the great feedback I got from the sales team!
If the above mentioned coaching topics resonate with you or you just generally want to reach out, I love to hear from you. Leave a comment below or send me an email to flora@pauercoaching.de
All the best,
Flora
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