Discover how my coaching and seminars have helped clients Think Better and Sell Better. Using the “Thinking Planner”, they’ve gained practical strategies and insights that boosted their confidence.

Here’s what they say about us..

“The ability to simplify means to eliminate the unnecessary so that the necessary may speak.”

— Hans Hofmann

Structured thinking was a key benefit of the one-on-one sessions, leading to improvements in participants’ knowledge and skills in several ways. The structured thinking techniques taught in the sessions provided participants with practical tools to improve their focus, planning, and communication skills, all of which are critical for effective sales and client engagement.

MAJOR INSIGHT PER CATEGORY

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MAJOR INSIGHT PER CATEGORY .

  • Value in Unconsidered Ideas

    Participants realised that “there is value in things they haven’t thought of”. This is broadening of perspective to new ideas.

  • Summarisation and Focus

    Participants recognised the importance of summarising their thoughts and focusing on the question rather than the answer. This shows a move towards more efficient and targeted thinking.

  • Suspending Agenda During Discovery

    Participants realised the importance of “suspending your agenda during discovery”.

  • Understanding Stakeholder Perspectives

    A key insight was the importance of viewing all sides of a deal from the perspective of various stakeholders. This demonstrates an understanding of the need for a holistic approach to deal-making.

  • Risk Mitigation

    Participants gained the insight to anticipate risk and proactively minimise potential issues that could derail meeting.

  • The Power of Questions

    Participants learned the importance of building more powerful questions and using open-ended questions during customer engagements.

  • Accountability

    The importance of accountability across a team to drive better execution was recognised by a participant.

  • Value of Verifiers

    Preparing a list of verifiers that customers trust was considered a useful exercise for sales effectiveness and internal stakeholder management.

  • Customers Objectives

    Understanding the need for effective research and customer objectives.

  • Breaking Down Information

    Participants found value in breaking down information into useful and actionable pieces. This aligns with the theme of structured thinking.

  • Objection Handling

    The ability to dive deeper into objection handling and planning was a significant insight

  • Team Alignment

    Participants recognised the importance of ensuring the entire team aligns on meeting objectives. They also understood that the customer’s perception of their current state may differ from their own. This highlights the need for internal and external alignment.

  • Proving Assumptions

    A key insight was that all work is based on assumptions until proven, highlighting the need to validate those assumptions.

  • Selling to Internal Stakeholders

    Participants understood that they need to sell to their team why certain things should take priority.

  • Capturing Value

    Participants gained insight into how to start capturing all the value, especially around the account plans they are expected to build for their top accounts.

  • Reinforcing Knowledge

    By discussing deals in depth, participants were able to reinforce their knowledge and gain valuable suggestions from a fresh perspective.

  • Customer Focus

    Adopting a customer-focused mindset and having executive presence was also noted as a major insight.

  • Precision and Prioritisation

    Participants leaned the importance of precision in prioritising and being specific about the “ONE THING” they want to achieve from a meeting.