The Modern Techniques of Sales and NegotiationDecember 1, 2019
A local company, In2 Project Management hosted Jack Corbett to deliver sales training and I was fortunate to win a ticket to the event. Neil Betts and Chris Allford from In2 have been supportive of our project – The VRI – and worked with me in 2014 to help me realise the vision we had for a community space. They are an appreciated part of our whole community approach that has made The VRI what it is.
Jack Corbett practises what he preaches. I got a pre-event call from his sales team to ask what I was most seeking from the training and this was well and truly covered with humour and humility by Jack in the training. He packed a lot into the 5 hour session, covering the process of sales and negotiations as well as sharing a lot of learning, presenting and business improvement tips. I received a call after the event and had the opportunity to work on my elevator pitch with one of ISR’s team members, which was a bonus.
Jack’s company ISR gave participants access to his LMS allowing us a vast range of resources to interact with. The training session was packed with value and my friends who attended were impressed. One of the bonuses he offered was a live call on overcoming objections a couple of mornings later, lots of us showed up.
The last sales training I did, was in the 90’s with Money & You, when I was on the sales team. When the opportunity to do this training came up I reflected on what I needed to improve. That’s where the learning process begins isn’t it? Looking at yourself and thinking about the results you are getting and what could be better. This was reinforced by the call from ISR.
What I most wanted to improve was closing a sale. One of the distinctions I got was to stop talking and give the client/customer/person the opportunity to think. Interestingly I’ve been doing the Lifeline training this year and the learning has been similar. It is more powerful to listen and to allow people to think for themselves.
I’m very grateful to the In2 team for sharing this learning opportunity with our region. The training was very affordable and improved sales is something we can all benefit from. The investment of time (and $$ if I hadn’t been a winner!) was entirely worth it.