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Establishing the Need – training course

Course Overview

Set yourself up for broader, deeper, more valuable conversations by fully understanding your customer’s needs. Learn a questioning framework to maximise the limited time that customers invest with salespeople. Learn to truly listen to what your customer is and isn’t saying, and question further. Identify even more opportunities and have the knowledge to present additional value tailored to your customer’s needs.

You will be able to

  • Understand the difference between a customer need, want and desire
  • Truly listen to your customer, without your mind wandering or thinking of your next question
  • Use a questioning framework to identify different degrees of need (and value)
  • Ask pain and gain questions to build your customer’s urgency of action
  • Ask high value questions to elicit quality information in a limited timeframe
  • Define your customer’s vague needs (e.g. ‘quality’, ‘service’ and ‘good price’) and prioritise them
  • 150 minutes
  • Virtual Classroom
  • Interactive - group activities and discussion
  • 10 - 12 participants
  • Training notes
Download the course information now

Develop your sales people

Establishing the Need

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HERE IS WHAT OTHERS THINK

I’m glad we decided to go ahead with this, the importance of investing in your team is that much greater in an increasingly remote & distributed workplace. 

Richard Gunn, COO Hyperexponential

 

 

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The energy of Catherine was wonderful, for a course that needs people to feel motivated we couldn’t have asked for more.

Delegate on Presentation Skills

 

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It has been great to learn as we go together and to partner with a team who really listens, is flexible and responsive to our needs, and provides us with brilliant training resources.

Verity Stroud, Learning and Development Manager at Miller Insurance Services

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This course was really eye-opening for me and has helped me understand what I need to do to look after myself and therefore be a better source of support as a manager.

Delegate on Managing for Mental Health

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Very interesting content and applicable in real-life situations. The trainer was excellent – knowledgeable, engaging and entertaining.

Delegate on Creative Problem Solving

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Open, engaging, fluid, and informative. A nice balance of allowing our group to collaborate and share, with trainers  really serving as guides with occasional course correction.

Delegate on Leadership Styles

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Structure, hints and tips were useful. Discussions were open and trainer was very friendly and engaging and make sure everyone participated

Delegate on Time Management

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The 1-1 coaching sessions were incredibly valuable and led to a significant increase in effectiveness at work. I would have no hesitation in recommending Paul for 1-1 coaching.

- Steven Fisher Markel International

Fast-paced, interesting, relevant, and practical content. Good structure of talking and breakouts, the time flew by.

Delegate on Building Resilience

 

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Just another thank you from me for today’s session. Went down really well and people were talking about the models and continuing the discussion throughout the afternoon.

- Fiona Andrews Partner and Head of Organisation Development, Towergate Insurance

Paul has exceptional ability to take on and manage complex and sensitive programmes with an eye to the constraints of budget. The quality of advice to the business-leaders was first-rate. I would not hesitate to work with Paul and his organisation again.

- Stephen Bates MD - Managing HR Initiatives

I value working in partnership. We have built a relationship that has led to pilots, tweaks and better results. I would recommend BiteSize Learning for their delivery and understanding of client’s needs.

- Andrea Farrell Head Organisational Development and Learning Manager, University of The Arts London

“I wanted to say a big thank you for the training you ran for us last Friday. The feedback has been universally positive, and it was certainly one of the best training sessions I’ve ever attended.. I think it gave many people some tools to be much more confident in interacting, which was exactly the aim!”

- Hannah Purves Claims Director, Markel International

“The short focussed presentation of the critical information, supported by electronic class notes, was excellent as it allowed maximal learning in a short, but intense, session. This is definitely the way forward for management training, as far as I am concerned.”

- Professor Niamh Moran Head of the School of Postgraduate Studies, Royal College of Surgeons Ireland