Sales support built around real situations.
MANNING CAPITAL is a London-based sales training and consulting business supporting businesses with practical sales capability requirements.
Our work focuses on the situations that salespeople encounter during a normal working day. This can include starting a conversation with a customer, asking useful questions, explaining value clearly, responding to concerns, following up after an enquiry and maintaining communication after a sale.
We also work with businesses that need more focused consulting support. This may involve reviewing a current sales approach, developing conversation frameworks, preparing sales scripts or identifying a particular area where additional sales capability would be useful.
The starting point is always the business and its requirements. Training and consulting can then be discussed around the products, customers and sales environment involved.
Useful skills for everyday sales.
We keep our work focused on practical areas that can be discussed, practised and applied within an existing sales environment.
Clearer customer conversations.
Support around questioning, listening and explaining information clearly so salespeople can have more structured conversations with customers.
A considered approach to concerns.
Practical guidance for handling questions, hesitation and common customer concerns without making conversations feel forced.
Communication after the sale.
Follow-up and customer communication can play an important part in maintaining a consistent relationship after an initial sale.
Helping salespeople communicate clearly.
Strong sales conversations depend on understanding the customer, listening carefully and communicating information in a clear and relevant way.
MANNING CAPITAL training sessions are designed around practical sales situations. Depending on the requirement, a session can cover communication techniques, questioning and listening, customer objections, confidence during difficult conversations, follow-up or customer retention.
For businesses with a more specific requirement, consulting can focus on the existing sales process, conversation structure or the development of practical sales scripts.
This means the conversation can begin with the actual requirement rather than assuming that one standard approach is suitable for every business.
Start with the business.
Sales environments differ from business to business. Our approach is to understand the requirement first, then discuss the most appropriate type of support.
Understand the requirement
We look at the area where support is needed and the situation the business is currently facing.
Consider the sales environment
Products, customers, sales channels and existing processes help provide useful context for the work.
Focus on practical skills
Training can concentrate on the conversations, situations and behaviours most relevant to the team.
Keep recommendations usable
Consulting recommendations are kept clear and focused on practical points that fit the business.
Better conversations start with preparation.
Sales capability develops through understanding, practice and repetition. Our sessions provide space to work through common sales situations and consider practical ways of approaching them.
Training that relates to the conversations salespeople actually have.
Sessions can cover the fundamentals of sales communication, including how to structure a conversation, ask useful questions and listen carefully to what a customer is saying.
Depending on the business requirement, the discussion can also move into areas such as objection handling, customer retention, sales confidence or the creation of practical sales scripts.
Keep sales human.
We believe useful sales communication starts with understanding the customer and keeping the conversation clear.
Listen before responding.
Understanding what a customer is asking helps salespeople respond to the actual conversation rather than relying entirely on a fixed response.
Explain information clearly.
Customers should be able to understand what is being offered and how it relates to the requirements discussed.
Treat questions as part of the conversation.
Questions and concerns are a normal part of customer discussions. Preparation can help salespeople approach them calmly and clearly.
Keep follow-up consistent.
Clear follow-up can help maintain communication with customers after an initial enquiry or sale.
Sales capability should fit the working environment.
A useful sales approach needs to make sense within the business. The products, customers and existing way of working all provide important context.