by Ann Brophy
For this assignment, a client required our help in developing consultative sales skills throughout their staff, as they were moving from a grant-funded to a discretionary spending environment.
With no sales skills within the organisation, the company was keen to improve the level of confidence that its staff had in sales situations.
Brophy McPaul helped them to implement a sales process. Those delivering services were given training in sales techniques, sales models, and general approach to help them to sell simultaneously to delivering the services offered by their organisation. We built this model around the definition of the role of advisor, as opposed to a salesperson, recognising that the service they were providing was tailored to each individual client.
A number of training courses were delivered to around 350 people, covering the business development process and detailing the key skills involved in developing trust and building relationships. Also covered were the techniques for demonstrating the benefits of the service, overcoming objections and preparing them to deal with difficult questions.