Focus on Relationship Building
This training is for salespeople and leaders who want to build long-term, trust-based partnerships with their clients.
Lencioni Model
Licensed / external methodologyA team maturity model that holds up a mirror to how the team actually works.
- Uncovers dysfunctions in how the team works
- Gives the team a shared language for how it operates
- Sets a development direction from trust to a focus on results
The Lencioni methodology examines team effectiveness through the levels of trust, conflict management, commitment and accountability. Patrick Lencioni's team model distinguishes five levels that build on each other: if any one of them is missing, the team does not work well; if all are present, the team is effective. The model comes with a questionnaire that more than 150,000 participants from a wide range of teams have completed since 2004, benchmarked on a sample of nearly 200,000 leaders; every participant receives feedback on where the team stands in terms of trust, conflict, commitment, accountability and results. GROW uses the model as a space for reflection: it gives the team reference points for examining its own functioning and future expectations in a focused, guided way. The process concludes with a detailed, visual report, development tips linked to the focus areas and a presentation for the leader.
Related programs: Focus on Relationship Building · Collaboration Development for Teams
What is the program about?
A one- or two-day group training, in person or online, built on the Lencioni Model; also available with Thod support.
Studying how teams function, Patrick Lencioni found five factors that good collaboration depends on, and the most important of them is trust. If you work in sales, you are a member of several such teams at once: your own and your clients'. Trust is built there in exactly the same way, or is missing in exactly the same way.
What you take away: stronger active listening and relationship-building skills; a client-centered, collaborative attitude and questioning techniques that work within a negotiation frame; agile tools for daily work and the ability to develop yourself based on feedback.
Who is the program for?
For salespeople and their leaders who want to build long-term, trust-based partnerships with their clients. It is especially timely when salespeople want to build lasting, trusted partnerships instead of transactions.
When is it worth starting?
- When clients' needs should be heard more deeply, especially in difficult situations
- When questioning techniques and the wording of requests need improvement.
How we work
We practice the steps of building trust not in theory but on participants' own, real client situations. Here, questioning techniques work within a negotiation frame: a well-worded request and a well-timed question are often worth more than an argument.
The program explores what can be done to build a partnership with the client: how to word a request well, how to hear the other party's needs even in a difficult situation, and how to ask the question that fits the situation. Agile sales methodology helps uncover what is worth doing differently. We work with plenty of exercises based on real client situations.
Program topics
- building partnerships
- adult communication based on the Transactional Analysis (TA) model
- agile sales
- creative questioning techniques
- difficult situations, conflict management
- passion as a superpower, attention as “the new gold”
- creating synergy, data transformation
- upselling.
Delivery
We tailor the weighting of the topics to the client organization's situation. On request, we support the program with the Thod learning support system, which keeps participants applying what they have learned between training days.
It is also worth starting if:
- the goal is to build an agile sales mindset into everyday sales work
- upselling and data-aware client management also need development.
