PROGRAMME RANGE
- Empathy Selling
- Empathy Client Relationships
- Empathy Management
- Empathy Team
- Empathy Customer Service
- Empathy Bid Presentations
Empathy Selling
Sales people who attend this programme learn about their own temperament, how to spot their prospect’s Empathy components –
usually within the first five minutes of meeting – and how to construct a communication strategy from the tools that
we give them, so that both sides get the most from the meeting. Delegates report major sales gains through
adopting this approach. Typically, the sales process is speeded up, less able competitors are sidelined and stronger long-term
relationships are built.
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Empathy Client Relationships
As competition gets fiercer across every business sector, the relationship with any customer becomes more crucial. This programme is designed to benefit individuals with frequent customer contact, from all areas of a company. Key areas covered are: understanding needs, meeting expectations, gaining more business, being commercially aware and resolving issues. It is designed to benefit people whose role is not primarily selling but have a responsibility for managing and developing the client relationship.
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Empathy Management
Managers learn how to respond to/manage/lead/communicate with their people and peers in a way that supports who they are.
This approach gets the best out of them. This is a popular course for teams of managers who seek to reduce the frustration that
can exist in such teams. It helps to find a better way of working together through a deeper understanding of each other. Such expert
behavioural based performance management can transform teams.
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Empathy Team
A specific programme for teams who wish to work more effectively together. The programme works through understanding each other's
roles, personal strengths and weaknesses and increased understanding of how people's behaviour can affect others. The programme
explores the preferred communication style of each team member and how to get the best from the team and individuals. This helps
to improve communications within the team and reduce any potential frustrations.
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Empathy Customer Service
Creating Outstanding Customer Value (OCV) is vitally important because, with the increasing knowledge available to customers about
what your competitors are offering, they are freer to move to other suppliers. There are two people responsible for creating OCV –
the customer and yourself. The customers defines what they want and you provide it. This programme helps create success in your
business through winning and keeping customers.
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Empathy Bid Presentations
Major bids are a critical element in the securing of multi million pound / dollar business opportunities and companies often forget
the client will buy on emotion. This programme balances the importance a bid team places on the technical solution with the relationship
strategy for the client. Teams are coached to recognise the empathy styles of the client and then to adapt the key messages of the
presentation to the individuals. One client alone has won business of over £1bn using this approach.
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