Case Studies

My sales team recently attended a training session led by Jack Hawkins on the theme of ‘Simple & Effective Selling’ and I must say it was an outstanding experience. Jack’s expertise and delivery were truly commendable. The day was divided into four sections, each packed with valuable insights and practical techniques.

In the first section, titled “Setting the Scene,” Jack emphasised the significance of making a strong introduction and first impression. He skilfully guided the team through the customer’s perspective, helping them understand how they would want an expert to present themselves and what they would expect to hear. Jack introduced a powerful 3-step process to craft a concise and clear introduction, which the team found incredibly helpful.

The second section delved into the importance of fact-finding questions and demonstrated the impact of questions that can build urgency within a call. The solid examples he shared and his practical demonstrations for the team were invaluable.

The third section was intended to cover closing techniques, however, instead of following the pre-planned structure, he engaged in an honest discussion with the sales team, seeking to understand their challenges. Jack took the time during the break to restructure the remainder of the day, providing a solution that would boost the team’s confidence and enhance their ability to sell this significant product. Through this exercise, Jack navigated the team’s mindset to view negative points into positive selling points. Furthermore, Jack dedicated considerable time to address the challenges posed by competing with cheaper courses in the market. He enlightened the team on how to build the customer’s buying temperature throughout the call, incorporating insightful questions, reassuring the customer, and subtly emphasising the value of our products. This discussion truly sparked a lightbulb moment for the entire sales team, empowering them with practical strategies to overcome this hurdle.

In the final section, Jack focused on closing techniques, particularly highlighting the assumptive close. With the remaining time, he ensured that the sales team gained a solid understanding of this crucial aspect of effective selling.

Throughout the training, Jack’s ability to engage the team was exceptional. Everyone arrived early, eager to participate and ask questions. Jack’s introduction broke down any barriers, fostering an open and collaborative atmosphere.

Jack effectively connected with the sales team and instilled a mindset and approach that will drive positive changes in our business. Jack’s emphasis on closely monitoring our progress and ensuring the implementation of agreed actions is indicative of his commitment to our development.

“Jacks approach to training was both informative and fun, he is very knowledgeable, and we presented him with challenges specific to our business model, and he adapted his training accordingly, literally there and then. – Very impressive, thinks on the spot and answered any questions I had thoroughly.”

“I really enjoyed my one-day workshop with Phone Science and would highly recommend any business to work with them.

Not only was the training such great fun, they also adapted the training to fit our teams personal challenges of helping our clients overcome the price verses the value of how the product will help them,  by the time we left the workshop as a team were all very excited to implement the learnings to help build our business connections leading to sales

I have worked in sales for 30 years so do have a lot of experience with working with clients, in many different fields, however, never underestimate the power of taking a step back and listening to other trainers you will always take some valuable lessons.

Thank you Jack and Nic for a great day!”

“The training was amazing from start to finish. It was extremely interactive and easy to follow but also customized to fit my needs perfectly. My biggest issue before this training was closing customers because of a lack of confidence, but after doing this and I found different ways to approach the customer presume the yes rather than give them a straight choice at the end. I loved the fact that the training was adapted halfway through the day to take on board the problems we face every day and new ways to overcome them. Overall it was excellent and I would highly recommend to anyone that is brand new and experienced.”