What needs to be prepared before meeting with a client? PASSION starts before the client meeting. This stage builds the habit of preparing around the client’s context and the purpose of the discussion before entering the room.
Complete Programme
Tried & Tested Framework
01
What needs to be prepared before meeting with a client? PASSION starts before the client meeting. This stage builds the habit of preparing around the client’s context and the purpose of the discussion before entering the room.
02
How should each interaction be approached to build trust? Approach focuses on adapting communication to the client’s preferred style. The aim is to increase mutual understanding and build trust from the start.
03
What needs to be understood before a solution is offered? Effective selling depends on the quality of the questions being asked. At this point, people practise questioning techniques that help them understand the need before offering a response.
04
What evidence best supports the offer? Show focuses on using the right evidence at the right time. The aim is to connect relevant material to what was uncovered during the Study stage.
05
How does the offer create value? This stage moves the conversation from features to benefits. The focus is on showing how the offer solves the client’s problem.
06
What concerns need to be understood and addressed? Objections are part of the sales process. This stage builds the ability to recognise whether the client is ready to move forward, and how to work through any reservations without losing trust.
07
How can both sides move towards agreement? Nurture & Negotiate is about keeping the relationship strong while moving towards agreement. The focus is on solving the problem together, so both sides can reach a win-win outcome.
Practical input. Senior perspective. A no-obligation first call.
I frequently recommend Mdina Partners to Clients who are experiencing organizational hurdles and need the guidance of an experienced professional in the industry. Being PRISM practitioners they understand whom they have in front of them and adopt their approach accordingly.
Connect
Mdina Partners have been a great support to our organisation as we look to develop our Leadership Team to enable them to bring their best attributes to our journey. They have been great at understanding our needs and meeting them, in spite of ongoing remote working challenges.
Compre
Mdina Partners helped provide us with useful information that are easy to understand and important to implement not just at work but also in personal situations.
Nectar
Keep it up! We have collaborated with Mdina Partners for our first future leaders programm and we are not disappointed. The sessions are very enegaging and our team have enjoyed every minute of it. Thank you once again for your patience and time.
Nectar Ltd
Impressed by the level of attention and detail given through the training spec stage and how that got translated to the actual training.
The team has definitely added more tools to its toolbox, every member took away improvement areas and everyone now understands better how we can be more successful in what we do!
Expedition42
Training is given by professional people who make the sessions interactive and very interesting. You are automatically encouraged to practice the knowledge that is gained during the sessions.
Alter Domus
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