Inspire Development

Workshops

Testimonials

Howard and Katerina Rose of Inspire Development are a great team – between them they offer a unique and comprehensive package which they are able to tailor to your exact requirements. It’s a no brainer – personal service with all of the professionalism and expertise that larger companies offer‚ whilst respecting your budget. Inspire Development continues to be my first choice when looking for an imaginative and reliable solution to training and development needs from individuals to whole company training. Ruth Flynn, Safoni Pasteur MSD
Your enthusiasm, passion and interaction kept the team completely motivated and committed throughout the ITC. Thank you for putting together a programme which stretched the delegates, but was also fun. Sue Birch, General Business Manager, The Vacancy Management Company
I would like to personally thank you all for your efforts in producing a first class design and delivery of this programme. This was clearly recognised by all the delegates to have been of the highest standard. David Roe, Head of Training and Development, Janssen-Cilag Ltd
Inspire Development maintain a passion and enthusiasm that is truly infectious and inspires all who come into contact "meaning that the courses give tangible benefits both professionally and personally." Colin Hurst, Head of Training and Development, Schering Plough Ltd
I know whatever our requirements are, Inspire Development will tailor make a training course specific to our needs and deliver a programme that the delegates become thoroughly absorbed in. Sue Birch, General Business Manager, The Vacancy Management Company
You immersed yourself fully into the programme and the sessions that you facilitated were excellent. The delegates really appreciated your naturally enthusiastic style and listened intently to what you had to say. Phil Yates, Director, Customised Training Solutions
I have never witnessed a training session that was delivered in such a way that the delegates left challenged, enthused and motivated to make a change in such a way as Inspire Development does I cannot speak highly enough of the service provided. Mark Shiner, Sales Trainer, Ortho Biotech
Throughout 2006 I led a large-scale development programme for one of the UK's largest blue-chip organisations, and I needed a team of highly skilled facilitators to deliver the programme. Kat was recommended to me by a trusted business colleague. It has been a privilege to work with her. Not only is she a consummate facilitator and topic expert, her enthusiasm and passion for her work is infectious and we have received stellar evaluations whenever she has been involved on delivery of a module. She has added immense value to the programme and I look forward to working with her again in the future. Mary Long, Director, Jordan Consultants
I know that the team have already given their feedback, but I thought I would write you a note rather than leave a message. I think that the course achieved the brief really well and was relevant to the team. The team were clearly energised when I arrived showing their enthusiasm for the theory and techniques incorporated into the AL session. Kat was a great role-model for the course demonstrating the skills she was advocating. As an excellent course leader, she made it look really easy and completely natural. Kat showed tremendous empathy with the group and tailored the sessions well to keep us all engaged. The group came out with a lot of ideas and solutions to use for the future and I have committed to follow up during our 1:1 sessions and at team meetings to continue the enthusiasm and momentum.
Thank you both for coming up with a training solution that was so relevant and inspirational. Chris Quinn, Training and Development Manager, Shire Pharma

Essentials of Selling

Overview

Selling is a skill, a skill that can be learnt. Many people's perception of sales people is less that professional. This is for a variety of reasons. Inspire Development's 'Essentials of Selling' workshop shows how professional sales people can help reverse the image by using effective sales skills. Participants will learn how to sell with the integrity needed to build long term productive business relationships. Below is a sample of what we can do.

Who will benefit

Those new to a sales role and those in another role taking on an extra responsibility for selling.

Aim

To introduce the participants to an effective sales process, new tools and tips that will help them sell effectively and successfully build lasting relationships with clients.

Objectives

To understand the buying process
Learn how to build rapport
Practice a model for effective questioning
To demonstrate listening and To be able to match products features to customers needs
Learn a method for dealing with customer concerns
Be able to assertively ask for the order

Content

AIDA
Prospecting and the sales funnel
Using our language and body to build trust and rapport
The psychology of buying, is it with the head or heart?
GPEB the questioning model
Create compelling reasons for customers to buy
What to say when the customer says ?its to expensive?
Gaining commitment

ALL OUR WORKSHOPS ARE DESIGNED TO MEET YOU NEED SO YOUR WORKSHOP MAY BE DIFFERENT AND MORE FOCUSED TO YOUR NEEDS

Client Feedback

What aspects will you find most useful?

Use and value of rapport in customer facing situations
Most of the techniques that were demonstrated
Questioning techniques
Identifying types of client
The MVS and the visualisation and self talk techniques
Strengths Deployment Inventory
The Learning is in the wobbling!
Body language and approach
Pre meeting preparation
The ability to understand the customers needs and requirements by listening effectively
How to talk to customers to gain more information regarding their needs
All aspects

What suggestions, if any, for improvement do you have?

Further in depth training for 2 days

None

N/A

None

None spring to mind

2 days please

What will you do differently as a result of this training?

I will be aware of my and my customers MVS and hopefully utilise the visualisation exercises

Build rapport with customers

Questioning/listening

Contact with client

The way I think of how I react to other people

The approach to meeting customers

Work out if people are red, blue or green and respond to them accordingly

I will use knowledge gained to lift my mood inside and work

Look more closely at customers to read their body language, tone of voice etc.

Focus and rapport with customers ? open questions more often

If someone asked you to describe the main benefits of attending this course, what would you say?

Results in you becoming more articulate as a person

How to approach customers in a positive manner

The course has raised my confidence in approaching customers

Interesting and enlightening

Gain confidence

Confidence

Being able to see how people are different and how to deal with them in their way to get there for both

It proved that on all ?sales? style course that questioning is important

It facilitates an awareness of hidden communication and has helped me (hopefully) work effectively with my customer.

Any other comments?
Thank you
I came into the training apprehensive but thoroughly enjoyed the day and got a lot out of it.
I will recommend to others
Thank you, Enjoyed the day (perception from others was that course inappropriate to our work). I found it most helpful
Hide...

Top Tips

SELLING: A MAGIC FORMULA
So at the end of the day, is there a magic formula that guarantees sales success? Sadly the answer is ?no?. There are simply too many variables ? not least the fickle nature of customers ? and too much detail involved for that to be possible.

However from an overall perspective, you might dwell on the points listed below. Together, they come as close to a magic formula as exists.

From this you can see that selling is not repetitive; rather it is a constant challenge and a process that can bring regular satisfaction and reward.

Excellence in selling tends not to go to those with some inbuilt predisposition to be persuasive, but to those who:

Understand the sales process and how it works

Understand the psychology of their customers and how they make buying decisions

Study, concentrate on and deploy the various sales techniques available as appropriate for them and their customers

Tailor their approach: having some kind of discussion that is best for each individual customer today (not the same standard spiel or becoming locked into an ?automatic pilot? which precludes tailoring the approach)

Is able to plan, prioritise and focus on who and what is important

Recognise that selling is a dynamic process (that what is right for one customer today may not be right tomorrow) and therefore see that fine-tuning their approach is a continual necessity

Hide...