Client Management & Sales Planning

Presenter: Christine Hatton, STC.

In today’s competitive market, staying ahead requires ensuring that every customer interaction is optimised. Understanding the psychological needs of the buying client, and what is needed to meet those needs within the sales interaction process is key. Alongside sales training expertise, anchored in the ‘real world’, this course will cover specific skills and techniques that will improve your sales processes and assist revenue growth.

Learning outcomes for Attendees
 - Understanding buyer psychology from the first interaction throughout the sales process

- How to gain insight into what the client really needs

- How to match that need with your business offering

- How to clearly articulate what sets your business apart

- Develop confidence in overcoming client objections and moving the sales process to a conclusion

Learning outcomes.
- Connecting with the client

- Setting up the first interaction with the client

- Learning about the client’s needs

- Exploring challenges and opportunities

- Collaborating

- Articulating your business strengths

- Overcoming client concerns

- Asking for a commitment

Christine's Bio
Christine Hatton is  highly experienced sales coach, with more than 20 years’ experience in helping businesses to engage, coach and support their people and deliver a superior business performance in a competitive market.

Alongside two decades of experience in the media industry, Christine has consulted in a variety of industries via her work with Auckland-based consultancy, STC. Christine has earned a solid reputation for pioneering new sales processes, developing effective programmes and training employees at a range of skill levels, from supporting and guiding new recruits to further developing the sales acumen and skills of highly experienced sales consultants and managers.

Christine has worked with STC to facilitate sales training and coaching for clients from a diverse range of retail and commercial industries, encompassing both business-to-business and business-to-customer models. She has earned a reputation for tailoring her training to suit the bespoke needs of each business and industry sector she works with; and her innovative training methods are backed by significant industry expertise and research. Christine has provided additional support and guidance to the CEOs, Regional Managers and Sales Managers of our client organisations, which has helped them to more effectively structure their sales efforts to deliver results.

Participant feedback has been overwhelmingly positive, affirming Christine as a dynamic, engaging and results-oriented coach. Participants have referred to Christine’s training as ‘inspiring’, and her support has been cited as supporting team members in delivering increased revenue market share and employee engagement.

Diploma in Teaching; Wellington Teachers College. Massey University papers in Psychology, Sociology & Education

Cost Support

This training is registered with the Regional Business Partnership Network (RBPN) and participants may therefore qualify for support for this programme.
For more information, please contact Sandra Crone sandra@commerce.org.nz prior to Wednesday 4 June.

Eligibility criteria:

To attend/be eligible for co-funding the customer must meet the following eligibility criteria:

• Has less than 50 full time employees
• Have an NZBN
• Must be the business owner or person in a key management role, i.e senior managers, in the business.
• Must register on the RBP Platform and have a discovery meeting with the region’s Growth Advisor

 

Standard cancellation policy applies to paid events/workshops/courses (unless otherwise stated on event listing). Cancellations must be received 7 working days prior to the event. Cancellations after this time and ‘no shows’ on the day will be charged the full invoice amount. Substitutions are permitted if you can no longer attend.