How to boost use of customer benefits in sales conversations?

  • 2 half-days of videoconference training
  • 2 analysed role-playing exercises per person
  • Individual debriefing in groups of 8 participants
  • 1 customer coach-trainer
  • Personal and individual report.

Results obtained for an HR company:

After the 1st recording, 75% of participants doubled their expressed benefits.

How improve team member listening over the phone in order to respond to customers via the appropriate pitch?

  • 4 recordings per month and per team member
  • Individual 20-minute debriefing by the manager
  • Personal and individual report.

Results obtained for an insurance company:

Progression in listening models of +7% in 3 months.

How to enable managers to engage and stimulate a sense of responsibility among their team members?

  • 2 half-days of videoconference training
  • 2 analysed role-playing exercises per person
  • Individual debriefing in groups of 6 participants
  • 1 customer coach-trainer
  • Personal and individual report.

Results obtained for an insurance company:

After the 1st recording, mean manager talking time was reduced by 10%. They asked 18% more open questions and used 10% less ‘recommendations’.

How to forward feedback to a team member, to present a situation via factual information and demonstrate the manager’s listening quality?

  • 1 half-day of videoconference training
  • 1 role-playing exercise per manager
  • Individual debriefing in groups of 6 managers
  • 1 external coach-trainer
  • Personal and individual report.

Results obtained for an insurance company:

After the 1st recording, short feedback increased by 30%.

How to improve fee recovery from business leaders undergoing restructuring?

  • 4 recordings per month and per team member
  • Individual 20-minute debriefing by the manager
  • Personal and individual report.

Results obtained for a consulting firm:

+20% fees / previous year, recovered after 3 months.