This one-day workshop brings together consultative sales fundamentals and design thinking.
In three steps you’ll learn how to build relationships with potential customers using intelligent insight, driving conversations through empathy and advanced questioning before closing with consensus.
By the end of the workshop you’ll have actions for your live pipeline deals, a holistic view of the buyer journey and the skills to helpfully affect it.
Nail the brief
This one-day workshop embeds a failsafe four-step approach to brief responses – bringing together rigour and creativity to consistently nail the brief.
This process scales up and down flexibly, whether you’re handling a last-minute client request or a slow burning RFP, a few thousand dollars or millions.
This process has been proven to save time, increase individual confidence and job satisfaction, inject energy across client facing teams as well as increase revenue and win awards
This one-day workshop demystifies the art of great storytelling.
You will leave with a structured approach, transforming big ideas into clear, concise yet exciting and memorable stories.
Ensure your killer insight and game changing ideas are delivered in a compelling and believable way
This one-day workshop embeds a failsafe four-step approach to generating proactive new business – bringing together lean start-up methodology and consultative sales strategy to consistently build proactive upstream business.
By the end of the workshop you’ll have a business plan in place for proactive category outreach. You will leave feeling confident in your ability to deliver on your new business targets.
This one-day workshop, demystifies negotiation fundamentals. You will practice applying negotiation frameworks, strategies and tactics to relevant consumer and business case studies
You will leave with a structured approach to tackle negotiations, however transactional or complex.
Influence and persuasion
This one-day workshop, introduces influence and persuasion fundamentals.
You’ll learn the difference between influence and persuasion and how to leverage both. From positioning yourself as an authority before people meet you to persuading people once you’re in the room
You’ll learn 4-different personality types and practice adapting your communication style accordingly.
You’ll learn how to better understand yourself, to better understand others and how to adapt your behaviours for the best results.
In this 90minute workshop you’ll learn how to use empathy mapping to better understand clients and the people that matter to them.
This structured deep dive leads to hypotheses around what ultimately represent valuable outcomes to your clients – As well as what will drive them to action.
By the end of this exercise you’ll be able to succinctly articulate your client’s challenge in one or two lines.
People talk an awful lot about insights but what are they in the context of engaging someone you need to influence?
This 90-minute workshop defines the characteristics of insights before working through a simple technique to consistently generate them.
You’ll then use our definition to check if you’ve generated an insight robust enough to underpin your client’s challenge
Be the buyer
This 90-minute exercise enables you to experience what it is like to be part of a multi-stakeholder buying group. You’ll then pull out insights from that experience to apply to how you drive a sale helpfully and close with consensus
This 90 minutes sessions with give you a failsafe idea generation technique - Whether you’ve got 15 minutes and 1 colleague or all the resources of your organisation, this technique will get you to thought starters consistently and fast. You’ll then learn a simple and effective technique to capture and articulate your ideas