The Art of Enrolment
-  Sales Greatness 

Traditional selling is designed to follow a process, a methodology.  It doesn’t cater for the differences of your audience, who your customer is, and the nuances that each person requires for a sale to be successful.  Understanding your audience is essential to effectively nurtured relationships that enrols your customer to become a part of your offer.
 
What is the art of enrolment definition - To move, engage and inspire people to want to become a part of your cause.
 
Often it is the lens of understanding and applying the art of human dynamics that results in closing the gap within sales objectives.
 
In this one day workshop, we cover the following key modules:

1. Your style

-    Who are you in the workplace?
(this result is assessed in completing the Everything DISC Sales report)

• What are your priorities for your approach
• What are your sales strengths – how do you excel as a salesperson?
• What are your sales challenges – what is difficult for you as a salesperson?

 

1.  Recognizing the DISC Buying Styles

-   Snapshot summary of each quadrant D.I.S.C.
-   Deeper dive into each.

1.  Understanding what drivees DISC Customers

-   Snapshot summary of each quadrant D.I.S.C.
-   Deeper dive into each.

1.  Adapting to different customers

• Finding common ground
• Learning to adapt
• Adapting your style to the DISC customers

 

1. Customer Interaction Mapping

• How to read your customer in 60 seconds

 

1.  Develop your action plan

• Understanding your profile and how to adapt to your customers
• Develop a customer action plan
• Map out and refine your current process based on this knowledge.

 
 
Why would you choose this DISC profiling system?

• The 25-page report that is produced is personalised for each participant, therefore the narrative is written throughout the report specific for them. 

 

• It creates a ‘how to’ profiling for each interaction.

 

• It maps a personal development plan for each sales person to fulfil their potential.  In addition, it creates ownership of their development to work with their manager.

 

• It’s easy to apply and supported with quick glance summary charts.

 

• It creates essential conversations to allow refinement to current roadblocks and challenges, and creates opportunities to find another way.

 
It arms your sales force with the key differentiator to drive results higher by:

• knowing how to create authentic connections
• build trust and great relationships
• know your customers’ needs and meet those needs
• Understand their fears, and not poke the bear
• create adaptive communication to meet your customers style
• identify and fulfil individual needs
• be prepared and know how to overcome objections (and essentially have removed these by being able to fulfil needs prior).

Traditional sales training is a thing of the past. It focuses on telling. The Art of Enrolment is a key and central part of who you are, want to be, and need to be.  It is a personalised relational way in which to engage people to want what you have.
The philosophy behind this program is to empower sales people to take responsibility and be accountable, to know their audience’s motivations, create authentic connections and to feel empowered in their role - driving success from the inside out.

What's being said...

"Lara’s teachings have been the glue to put together a lot of what I have learnt elsewhere but never quite got it.  Lara knows how to walk the walk and talk the talk that created a greater understanding for me, she spoke my language that then integrated my knowledge and experiences into real life learning’s.
- Lesley Cochrane, National Learning and Development Manager

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