Winning and Retaining Business

OVERVIEW
Businesses must continuously grow in order to thrive and survive.  Despite this, there can be polarising views around selling, often based on our individual beliefs and experiences around high pressure or manipulative sales techniques. 

If you need to grow revenue, don't like the idea of selling, or have found yourself in an "accidental sales role", Winning and Retaining Business provides the capability and mindset required to help build your business.

​Designed and contextualised to demystify and bust the myths associated with selling, this program provides simple tools and processes that adds science to the art of business conversations.  The focus becomes understanding and solving your clients' problems, rather than pushing your products and services.

​​PARTICIPANT PROFILE
Individuals and leaders who want to learn or refresh their ability to have high quality client conversations, that lead to business growth, by focusing on solving client problems rather than pushing products and services.
OUTCOMES
  • Understand how trust is developed and how it is destroyed.
  • Identify and target the right prospects for your business.
  • Create deeper relationships that improve communication by understanding rapport is more than small talk.
  • Uncover your customers' real needs through effective questioning and empathetic listening.
  • Demonstrate the benefit you bring by creating messages that position the right solutions, that resonate for clients, helping to minimise objections.

Building Key Accounts

OVERVIEW
Not all clients are created equal.  You can't afford to put the same time and effort into all relationships - naturally some will be more valuable than others.  Business longevity and sustainability requires the cultivation of key accounts; those clients who are strategically important to your success, that require ongoing time and effort to grow and protect the relationship.

Winning and Retaining Business provides the foundation upon which client relationships are built, but identifying, building and providing value to your key clients is essential for stable and consistent revenue that enables growth.

Building Key Accounts focuses on two core components necessary to cultivate long term strategic relationships - Key Account Essentials and Creating Value with Insights.

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PARTICIPANT PROFILE
Individuals and leaders who have responsibility for establishing, owning or growing strategic client relationships.
OUTCOMES
  • Identify key accounts and the strategies required to cultivate them.
  • Develop simple key account plans that focus on the right activities and outcomes.
  • Create the disciplines and rhythms necessary to deliver to the plans.
  • Create insights that will encourage your client to think differently about their business.
  • Use insights as a centre piece for having high value client conversations that build trust.
  • Position your views in a way that has your client asking you for solutions.

Creative Selling

OVERVIEW
Consultancies and professional services firms are often hired on the basis they offer an external view, and breadth of knowledge, across other businesses and industries that their clients can't easily achieve.  Many consultancies are able to second employees into their clients, providing them with greater internal knowledge that can highlight areas for improvement.

Yet, few maximise the opportunities that come from this combination of external and internal insight, to offer clients ideas that are new or innovative, benefit their own customers and employees.

Creative Selling takes a human-centred approach to identifying and solving client problems, collaborating to ideate, develop and implement innovative solutions that provide a competitive advantage.

Based on and utilising elements from ExperiencePoint's ExperienceInnovation program (developed in partnership with IDEO), Creative Selling utilises the Design Thinking process to provide a methodology to to diagnose the real problem, then develop truly innovative solutions, building long-term value for your clients.

PARTICIPANT PROFILE
Leaders, teams, consultants, designers, technical professionals who want to differentiate their services with truly creative and innovative services.
OUTCOMES
  • Experience the design thinking methodology through ExperienceInnovation.
  • Understand how the process can be used as a human-centred approach to grow business by focusing on your client's employees and customers' needs.
  • Apply the fundamental skills you have in "solving, not selling" to identify new opportunities and collaborate internally, or externally, to offer innovative solutions with reduced risk.
  • Use the process to workshop an existing opportunity with an ExperiencePoint certified facilitator.

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