Property: “Brilliant Sales Training”

Case study

From Good to Great

In the last 10 years, our client has grown from £22million annual revenue to more than £200million, making it one of London’s leading Design & Build specialists. With outstanding delivery, a great track record and a suite of happy clients, they have seized a large chunk of the market with plans to continue their stratospheric growth to £500 million a year.

Anyone familiar with London’s commercial property market knows that it all starts with sales research to discover key information and identify the right decision makers. The outbound calling team was doing a good job but good wasn’t enough: they wanted great.

THE TRUE SALES TRAINING PROGRAMME – How we helped

The team, based across 3 offices, contained a mix of sales veterans (20+ years’ experience) and sales newcomers (6 months), each with different perspectives, needs and skills. We were asked to create and deliver a training programme to engage with all levels that would inspire them to improve and give practical steps to make those improvements. First, it was key was to have the respect of the room before taking them through a programme which allowed time to reflect on what they do now and how it could be improved.

Across a 6-day Sales Training Programme, key topics included:

  • Foundations: What is sales and who are we, as salespeople?
  • How people making buying decisions unconsciously but rationalise consciously
  • The ingredients of sales success: K.A.S.H.
  • 4-point structure of successful sales conversations: E.A.S.Y.
  • How to introduce every call with authority and clarity
  • Structured questions and techniques to uncover known and unknown needs
  • How to sell the company and its services consistently well in every call
  • Ending each call with clear next steps and a commitment to follow them
  • Plenty of practice to put ideas into action, including role plays and live client calls
  • The creation of physical reminders and prompts in their sales environment

CLIENT TESTIMONIAL – What they said about our work

“It was a pleasure to see a professional at work in front of our sales teams. Paul quickly put the room at ease and then encouraged our teams to leave their comfort zones and try new ideas. The content provoked their thoughts and inspired them to try new things without the fear of getting it wrong. Over the course of the 6-day programme, I’m delighted with the results as every single member of the team is better than when we started the training. We now have a happier team with more consistent structures for daily success plus a shot of fun and inspiration. It’s a tricky balance to establish enough connection to open a room of salespeople up to ideas and yet retain the respect and credibility to enable them to change behaviours. Paul does that and he is, in my opinion, the best sales trainer in our marketplace. Group Business Development Director

 

“The programme was fun and inspiring plus it changed behaviours. I can say several months later that those new behaviours have been sustained. Brilliant training.” Head of Sales

Other Case Studies

HSG: Growing Sales and Saving Our Planet

HSG: Growing Sales and Saving Our Planet

Water conservation and washroom specialists HSG UK have been helping companies to better, cleaner and more cost-effective washrooms since 2007. With a team of qualified in-house plumbers and a Queen’s Award-winning product, this family-run company based in Derby has a...

Ayrton: Best Sales Year Despite Covid-19

Ayrton: Best Sales Year Despite Covid-19

Ayrton’s successful track record in designing and installing some of the best replacement windows and doors in London is recognised across the city. However, after more than a decade of  trading, they saw a huge drop-off in business when Covid-19 first struck. As...

Kwickscreen: 1 Year of Remarkable Growth

Kwickscreen: 1 Year of Remarkable Growth

The Remarkable Rise of Kwickscreen After 10 years’ trading, healthcare specialists Kwickscreen came into their own when Covid-19 struck. Their portable screens, developed to help hospitals minimise the spread of infection and provide a safe space for every patient,...

DeVono cresa
Howden insurance logo
Yopa
MODUS
Oktra
Morgan Spencer
area
The Importance of Control in the Sales Process

The Importance of Control in the Sales Process

When I visited the dentist to have a wisdom tooth extracted, you trust their expertise and judgement to ensure a smooth and successful procedure. Trust plays a pivotal role, but it's not always about the product or service itself; it's about trusting the professional...

How Quickly Can You Double Sales?

How Quickly Can You Double Sales?

How quickly can you double sales in your company? It's an answer we'd all like to know but, too often, we allow ourselves to be misled by HUGE promises that hardly ever deliver. I love ambition and think it's helpful for growth, both in business and in life. However,...

Sales Training with Love – What a Difference!

Sales Training with Love – What a Difference!

I love sales. I love salespeople. And I love training salespeople. But you may ask: "What's love got to do with it?" What difference does it make to training your team when love plays a part? Here are 3 reasons it makes a difference. 1. The Transfer of Enthusiasm is...

How to Motivate Your Sales Team

How to Motivate Your Sales Team

When thinking about how to motivate your sales team (or any team), let me be clear and direct: Most efforts to motivate teams are well-intended but, ultimately, a waste of time. Companies should spend more time understanding what de-motivates their teams and take...

Building Confidence in Sales

Building Confidence in Sales

Building confidence in sales is misunderstood. If you're not the person who's the loudest in your group of friends or colleagues, don't confuse that with a lack of confidence. It's not all about being the storyteller or joker, or the person making fun of others and...

Sales Tips – A Simple Closing Habit

Sales Tips – A Simple Closing Habit

A simple closing habit comes from recognising how we all use language. Question: when are words meaningful and when are they not? When us Brits say, "Hi. How are you?", we rarely mean how are you. We expect the answer to be, "Fine, thanks. You?" even if the person is...

New name, new aim: The True Sales Company

New name, new aim: The True Sales Company

In February 2023, we re-branded as The True Sales Company; here’s the story of why. Why change our brand name? Having traded as Sales Talent for a few years now, it was a brand name no longer fit for purpose. It’s unsuitable as it says ‘recruitment’ and we no longer...

Sales Training – Regular or Occasional?

Sales Training – Regular or Occasional?

If you’re thinking about providing additional support to your sales teams in the months ahead, you may be wondering which option is better, monthly training or occasional sessions? Here are my thoughts. Regular Sales Training Almost all evidence around behaviour...

Different Ways to Learn

Different Ways to Learn

I'm reading Start with Why, Simon Sinek's bestselling book. I'm enjoying it and getting lots out of it, yet I fundamentally disagree with its central premise. First, the basis of my disagreement; second, why I continue to read and find it fascinating. It doesn't...

Our Sales Programmes improve your profits by growing your sales, improving your margin and retaining your team.

Our 100% re-booking rate is proof of the results we achieve.

Whether using our Sales Training or our Sales Consultancy Services, you leave us with improved sales team performance and frameworks to sustain it over the long-term, all based on honesty, consistency and confidence.

For Sales Teams

Sales Training Programmes that inspire teams to change, then give them practical steps to improve their performance.

For Individuals

Proven training techniques offered directly to individuals looking to improve their sales success.

Sales Consultancy

Offering our expertise in sales strategy, processes and people to transform all aspects of your sales function.

Let's Start A conversation
Say Hello!

There's no point in waiting for things to improve on their own. Get in touch to discover more about the ways we can help you.