Delegates who come on this programme are the courageous ones - because they know they have to role play a client meeting and their role play is videoed.
Of course coaching on this type of programme requires a gentle touch. For sure it is helpful to suggest development points to delegates selling skills but equally ( or perhaps more so) their strengths and talents - and it is important to encourage them to further build on these strengths.
In the post course feedback one delegate even remarked of the sessions that were most of use to him was " Role play - the part I feared the most but gained more than I expected" another wrote " Role play- feedback on how I am portrayed".
As well as practical face to face skills, we also worked on a session on the practical application of email in Selling.
As an exercise after the delegates had completed their simulated sales meeting which we had video recorded for them, I asked them to send a follow up email to me as if I was their client.
It's an interesting exercise since they had a chance to not only practise their email writing skills but also to see the results from the Buyer's point of view because I projected their emails on the screen.
The first thing one gains from this exercise is to realise that our email is of course amongst a mass of others in the Buyer's in box- so it is important to consider what to put in the Subject box.
|What should we as Salespeople put in the subject box for our Buyer's email in box?|
|Hugh Alford,(TACK International) Mark O'Driscoll ( Sauer Danfoss), Darren Hack ( Phoenix Contact) Mike Farrell ( Sauer Danfoss) James Sainsbury (Latchways PLC) Sonny Moore and Tim Davies ( David Harber) held at De Vere's West One Conference Venue - TACK's PRO_PAYBACK_Selling_In_Action|
The group worked on how to make best use of emails before, during and after the sale.
Computer experts can retrieve even after someone has seemingly deleted it. Even if you’ve marked a sales email ‘private and confidential’ apparently it can be used in evidence in court proceedings. With the machinations of the Leverson Enquiry into phone hacking by the British press, investigation into the electronic paper trail has been key in the evidence submitted to the enquiry.
4. Do not give (unsolicited) opinions or take positions about desirable actions which could be construed as best advice by your client ( or their lawyers!) if they are not offered as best practise .
|Some thoughts on how to use email|
in client meeting follow ups
|Some thoughts on how to use email |
for sales prospecting
Some further suggestions on content and style of sales emails - Some dos and don'ts:-
|Some thoughts in using email for|
'keeping in touch' and e marketing
Like rehearsing the craft of face to face selling skills, it's worth examining and practicing our email writing skills to clients also.
TACK International's PRO_PAYBACK_Selling_In_Action