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.
You really did an amazing job, and everyone loved your approach and the way you supported us throughout the process. We can’t wait to continue working with you.
Peak & Peak
The range of the training content was quite diverse, so we had the opportunity to listen, learn and reinforce existing knowledge. We were also encouraged to discuss and challenge each other’s opinions and views… so it was a good opportunity to understand each other better. The PRISM brain map was also very interesting and made you think a lot about yourself, helping you understand yourself before understanding others… an aspect that can be easily neglected. I enjoyed it a lot.
BMIT
I have found Mdina Partners to be an organisation of authentic people, who provide thoughtful and thought provoking ideas. Their approach has helped our business expand our way of behaving and thinking to a positive effect, whilst still retaining our fundamental identity as a company.
Compre
The leadership foundation course not only helps each individual to identify their strengths and weaknesses on a personal and professional level, it also brings the members of a team together and help them improve their cooperation for their own benefit but also for the benefit of the company. I 100% recommend this coaching for any startup that would like to build a solid foundation or any established company that would like to improve its communication within the top management or on a team level.
Bluewindow
Mdina Partners helps me grow in Leadership values and to understand the benefit of true leader. They were always on point and effective on their answer.
Vivendo
Fun, friendly, interactive and educational time well spent with Kat and the team. The course was informative and Mdina Partners really took the time to get to know our business and incorporate that into the course. Thanks!
LeoVegas
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