Consultancy Sales Training
Edmiston is a world leader in the superyacht industry. Specialising in the sale, charter, management and new construction of the largest and most important yachts. The company has an unrivalled reputation when it comes to performing for its clients at the very highest level. With a global network of offices in key locations, Edmiston has an international presence that combines with the local knowledge necessary to service the needs of its clients worldwide
Background
We were contacted by Edmiston to help invest in their team. these are senior sales people selling very big ticket items to a relatively small group of wealthy individuals.
Need
The specific need was to fine tune the team’s consulative selling skills. This means helping the prospect or client with the purcahse of a new yacht. Working with the contact demands a certain style, which is in no way pushy or ‘salesy’.
Activity
Working with senior people in the organisation and soem of the particpants we developed a consutatve sales workshop, which was tailored to thier neeeds. Examples and scenarios were based on their reality and selling to very wealthy people.
This was a blend of training and coaching.
Agenda
- The consultative sales process.
- The personality of the prospect.
- Understanding needs and wants.
- Selling to needs & wants.
- Questioning – the basics.
- Advanced questioning skills.
- Listening – so that you hear every nuance.
- Working with your client.
- Subtle closing techniques.
- Scenarios.
- Role-plays.
- personal actions.
Outcomes
Each person developed their skills and practised within the training.
Participants Feedback
“Excellent training.”
“Very good that it was so tailored for our work.”
“Great session, thank you.”
Client Comment
“The training exceeded my expectations.”