06/07/2023
Always a pleasure to receive such wonderful testimonials from clients…
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— "My sales team recently attended a training session led by Jack Hawkins on the theme of 'Simple & Effective Selling' and I must say it was an outstanding experience. Jack's expertise and delivery were truly commendable. The day was divided into four sections, each packed with valuable insights and practical techniques.
In the first section, titled "Setting the Scene," Jack emphasized the significance of making a strong introduction and first impression. He skillfully guided the team through the customer's perspective, helping them understand how they would want an expert to present themselves and what they would expect to hear. Jack introduced a powerful 3-step process to craft a concise and clear introduction, which the team found incredibly helpful.
The second section delved into the importance of fact-finding questions and demonstrated the impact of questions that can build urgency within a call. The solid examples he shared and his practical demonstrations for the significant product. Through this exercise, Jack navigated the team's mindset to view negative points into positive selling points. Furthermore, Jack dedicated considerable time to address the challenges posed by competing with cheaper courses in the market. He enlightened the team on how to build the customer's buying temperature throughout the call, incorporating insightful questions, reassuring the customer, and subtly emphasizing the value of our products. This discussion truly sparked a lightbulb moment for the entire sales team, empowering them with practical strategies to overcome this hurdle.
The third section was intended to cover closing techniques, however, instead of following the pre-planned structure, he engaged in an honest discussion with the sales team, seeking to understand their challenges. Jack took the time during the break to restructure the remainder of the day, providing a solution that would boost the team's confidence and enhance their ability to sell this significant product. Through this exercise, Jack navigated the team's mindset to view negative points into positive selling points. Furthermore, Jack dedicated considerable time to address the challenges posed by competing with cheaper courses in the market. He enlightened the team on how to build the customer's buying temperature throughout the call, incorporating insightful questions, reassuring the customer, and subtly emphasising the value of our products. This discussion truly sparked a lightbulb moment for the entire sales team, empowering them with practical strategies to overcome this hurdle.
In the final section, Jack focused on closing techniques, particularly highlighting the assumptive close. With the remaining time, he ensured that the sales team gained a solid understanding of this crucial aspect of effective selling.
Throughout the training, Jack's ability to engage the team was exceptional. Everyone arrived early, eager to participate and ask questions. Jack's introduction broke down any barriers, fostering an open and collaborative atmosphere.
Jack effectively connected with the sales team and instilled a mindset and approach that will drive positive changes in our business. Jack's emphasis on closely monitoring our progress and ensuring the implementation of agreed actions is indicative of his commitment to our development." —
Chris,
Property Investors Network
