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.
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Mdina Partners allows an exciting and interactive approach to training teams. The day of training simply flew by. It didn’t feel like a lecture, more like a learning experience and team building.
Citrus Travel
Mdina Partners provides professional training for companies who want to be successful based on true facts and experiences, helping it’s employees to excel in their roles.
Playmobil
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
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
I felt that the best takeaway from this course was the ability to break down some barriers where quieter people might not be as comfortable, and it helps to frame it so they feel it’s a safe space to share thoughts and ideas.
LeoVegas
Informative, engaging and relatable. All in all the course was a breath of fresh air from past courses. The trainers always kept us engaged and on our toes, while keeping it very relatable to our roles.
Homemate
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