Sales Training

Generate Repeat Business

Improving Communications is committed to helping their clients achieve their business goals. That’s why they take a customer-centric approach to their sales training courses.

Before delivering any training, Improving Communications works with their clients to identify their specific communication challenges. This allows them to tailor the training content to the specific needs of each client.

We also use a variety of engaging and interactive training methods to ensure that employees learn and retain the information. This includes role-playing exercises, case studies, and simulations.

By focusing on customer needs and providing high-quality training, Improving Communications helps organisations to generate repeat business from their clients.

Why Focusing on the Customer is Important

There are a number of reasons why focusing on customer needs (UB4me) is important for businesses:

A UB4me approach ensures that businesses are providing products and services that their customers actually want and need. When businesses understand and meet the needs of their customers, they are more likely to build customer loyalty and drive repeat business.
Focusing on customer needs helps businesses to differentiate themselves from their competitors that are focused only on what they sell. By providing a superior customer experience, businesses can stand out from the crowd and attract new customers.
Paying attention to customer needs helps businesses to grow and succeed. When businesses are customer-centric, they are more likely to make decisions that are in the best interests of their customers. This can lead to increased sales, profits, and market share.

Improving Communications sales training courses can help businesses to solve their communication problems, generate repeat business by focusing on customer needs. By understanding and meeting the needs of their customers, businesses can build customer loyalty, differentiate themselves from their competitors, and grow and succeed.

Available Sales Trainings

Selling Skills ► Into Action

an eight-hour learning session for up to 20 delegates

Elevate Your Sales Approach, Drive Business Growth In today’s competitive sales landscape, success hinges on the ability to build meaningful connections with prospects, understand their unique needs, and present tailored solutions that deliver value. This comprehensive eight-hour learning session, Selling Skills ► Into Action, empowers you to transform your sales approach and achieve breakthrough results. Embrace a UB4me, Client-Centric Mindset At the heart of effective selling lies the UB4me (Understanding Before Me) mindset, a philosophy that prioritizes understanding the customer’s perspective before presenting any solutions. By adopting this approach, you can foster trust, build rapport, and position yourself as a trusted advisor rather than a mere salesperson. A Structured Process for Sales Success Selling Skills ► Into Action equips you with a structured and proven sales process that encompasses three key phases:

Ask: Master the art of asking open-ended, insightful questions to uncover the prospect’s true needs, challenges, and aspirations.
Listen: Develop active listening skills to fully comprehend the prospect’s responses, demonstrating empathy and genuine interest in their situation.
Solve: Present tailored solutions that directly address the prospect’s needs, showcasing your expertise and ability to deliver value.

Efficient Prospecting: Uncover Viable Opportunities Learn how to identify and connect with high-potential prospects through effective prospecting techniques. This includes:

Targeted lead generation: Utilize research tools and strategies to identify prospects who align with your ideal customer profile.
Nurturing relationships: Build rapport and establish trust with prospects through personalized interactions and engagement.
Qualifying leads: Assess the viability of each prospect, ensuring you’re investing time and resources into opportunities with a high likelihood of success.

Demonstrate Expertise: Pre-Approach Prospect Research Set yourself apart from the competition by conducting thorough pre-approach prospect research. Gain a comprehensive understanding of their business, industry trends, and specific challenges, allowing you to tailor your sales pitch and present solutions that resonate directly with their needs. Effective Questioning: Unlock Valuable Insights Master the art of asking open-ended, insightful questions that encourage prospects to share their thoughts, concerns, and aspirations. Active listening and probing follow-up questions will provide you with invaluable information to guide your sales strategy and demonstrate genuine interest in their success. Present Compelling Solutions: Addressing Specific Needs Learn how to craft compelling solutions that align with the prospect’s unique needs and challenges. Showcase your expertise by presenting tailored solutions that demonstrate a deep understanding of their business context and objectives. Transform Sales Skills into Action Selling Skills ► Into Action is not just a theory-based learning session; it’s an activity-based program designed to equip you with practical skills and strategies that you can apply immediately in your sales interactions. Through role-playing, case studies, and group discussions, you’ll gain hands-on experience and confidence in implementing the UB4me mindset and structured sales process. Empower Sales Professionals to Drive Business Growth By mastering the techniques and strategies outlined in Selling Skills ► Into Action, you can transform your sales approach, elevate your professional reputation, and contribute significantly to your organization’s growth. Join us for this transformative learning session and embark on a journey towards becoming a sales leader who consistently delivers exceptional value to your customers.

Negotiating Skills ► Into Action

an eight-hour learning session for up to 20 delegates

Elevate Your Negotiation Expertise, Achieve Win-Win Outcomes In today’s dynamic business environment, effective negotiation skills are essential for achieving mutually beneficial outcomes. This comprehensive eight-hour learning session, Negotiating Skills ► Into Action, empowers you to master the art of collaborative negotiation, enabling you to navigate complex negotiations with confidence and secure favorable agreements. Embrace a Collaborative Negotiation Mindset Negotiation is not a battle of wills; it’s a collaborative process aimed at finding solutions that address the needs and interests of all parties involved. By adopting a collaborative mindset, you can approach negotiations with a positive attitude, fostering trust and creating an environment conducive to mutually beneficial outcomes. Understand Negotiation Styles: Build Effective Partnerships Every individual possesses a unique negotiation style, influenced by their personality, communication preferences, and risk tolerance. This session will delve into the intricacies of negotiation styles, enabling you to identify your own style and that of others. By understanding these differences, you can adapt your approach to build rapport, manage conflict, and foster effective partnerships. Prepare for Success: The Art of Negotiation Preparation Effective negotiation begins with thorough preparation. This session will equip you with the tools and strategies to:

Define your goals and objectives: Clearly identify your desired outcomes and the concessions you are willing to make.
Gather information: Research the other party’s background, interests, and negotiating position.
Anticipate challenges: Identify potential obstacles and develop contingency plans.

Navigate the Collaborative Negotiation Process Learn to navigate the collaborative negotiation process with confidence, following a structured approach that encompasses:

Establishing rapport: Build a positive connection with the other party, fostering trust and mutual respect.
Active listening: Listen attentively to understand the other party’s perspective, interests, and concerns.
Creative problem-solving: Work collaboratively to brainstorm and evaluate potential solutions that meet the needs of both parties.
Effective communication: Articulate your ideas clearly and persuasively, while remaining open to the other party’s input.

Create Solutions that Address Underlying Interests The goal of collaborative negotiation is to create solutions that address the underlying interests of all parties involved. This session will guide you in:

Identifying underlying interests: Uncover the motivations and core needs that drive each party’s position.
Exploring creative options: Think outside the box to generate innovative solutions that satisfy both parties’ interests.
Reaching mutually beneficial agreements: Negotiate effectively to reach agreements that are fair, balanced, and sustainable.

Transform Negotiation Skills into Action Negotiating Skills ► Into Action is not just about theory; it’s an action-oriented learning experience. Through interactive exercises, role-playing scenarios, and group discussions, you’ll gain hands-on experience applying the principles of collaborative negotiation to real-world situations. Empower Professionals to Achieve Negotiation Excellence By mastering the strategies and techniques outlined in Negotiating Skills ► Into Action, you can elevate your negotiation expertise, build stronger relationships with clients and partners, and secure favorable outcomes in critical business negotiations. Join us for this transformative learning session and embark on a journey towards becoming a negotiation expert who consistently achieves win-win results.

Sales Presentation Skills

an eight-hour learning session for up to 6 delegates

Transform into a Persuasive Sales Champion Master the art of persuasive sales presentations and transform into a sales champion who consistently converts prospects into loyal customers. Harness the Power of Ask, Listen, Solve to Uncover Customer Needs Leverage the proven “Ask, Listen, Solve” approach to effectively uncover customer needs and present tailored solutions. Learn to guide your customers from their current “as is” situation to their desired “should be” solution, creating value and driving sales success. Conduct Thorough Pre-Approach Research and Demonstrate Expertise Impress your clients from the outset by conducting thorough pre-approach research and demonstrating in-depth knowledge of their industry and challenges. Gather critical information that enables you to tailor your presentation and address specific pain points. Meet with Customers Efficiently and Develop Compelling Solutions Optimize your customer interactions by meeting efficiently and effectively. Learn to gather essential details, identify key decision-makers, and develop the most appropriate solutions to address their unique needs. Captivate Prospects with Engaging and Motivational Presentations Craft and deliver presentations that captivate and motivate prospects. Discover techniques for incorporating compelling storytelling, powerful visuals, and persuasive arguments to showcase the value of your offerings and drive buy-in. Exude Emotionally Intelligent Enthusiasm and Sincerity Connect with your clients on an emotional level by exuding genuine enthusiasm and sincerity. Learn to build rapport, foster trust, and demonstrate unwavering commitment to their success. Use Positive Case Studies and Storytelling to Showcase Success Effectively utilize positive case studies and compelling storytelling to paint a vivid picture of the success your solutions have delivered for other clients. Help prospects envision their own transformation and motivate them to take action. Delegate Benefits:

Conduct thorough pre-approach research and demonstrate industry expertise
Meet efficiently with customers, gather critical information, and develop tailored solutions
Deliver captivating and motivating presentations that resonate with prospects
Exude emotionally intelligent enthusiasm and sincerity to build rapport and client commitment
Utilize positive case studies and storytelling to showcase success and drive buy-in

Not seeing exactly what you want?

In addition to our standard communication courses, we also offer a variety of bespoke training programs, tailored to the specific needs of individual clients or organizations. If you are interested in a custom training program, get in touch to discuss.