In this episode, Gary is joined by Amanda Geyman - Director of Strategic Growth for WSP UK. Their conversation covers a lot of ground from lockdown challenges to Amanda's take on best practice business development in the Engineering Consultancy industry.

An insightful episode that explores client management, incorporating both the positive and negative impact of the pandemic and how differentiating yourself and your business will creating lasting success.

KEY TAKEAWAYS

• When you are under pressure it is even more important that you are focused and target your energy on things of particular importance to the business. This was no more prevalent than in Amanda's workplace during the pandemic.
  
  
• Empathy and understanding of clients and their own personal difficulties through the pandemic was of key importance for Amanda and her team. Being able to check in and show some extra support and care through this time.
  
  
• One of the positives of the pandemic is that it drove technology and virtual capabilities forward. This meant that Amanda and her team focused heavily on building and supporting their virtual coaching platforms – ultimately resulting in them now being able to reach and engage with more clients.
  
  
• Most businesses are working in a completely different way to how they were operating pre-pandemic. With the UK Covid restrictions being lifted, many companies are still being cautious, but Amanda believes that human connection is so vital in business and extremely important to the human experience so it's imperative we remember that.
  
  
• Sometimes virtual meetings and calls can become very task focused. Which means you can lose the time and mind space to be spontaneous and creative.
  
  
• There are a lot of myths and misconceptions around what it takes to be a good sales person. Amanda believes that taking an interest in your client, truly listening, asking the right questions and delivering on your promises is what actually makes you a good salesperson.
  
  

BEST MOMENTS

“You have to dial up your ability and your flexibility”

“It fast-tracked a lot of things for a lot of people in order to be able to do business”

“Spending time with people in person develops trust”

“There's this misperception of what selling is…that it's something done by extroverted people who loves going to networking events and talking to strangers”

“Most clients don't want to be sold to, that want to talk to people who get what their situation is”

VALUABLE RESOURCES

https://questas.co.uk/unnatural-salespeople-are-secret-weapon-winning-work/

https://questas.co.uk/four-ways-to-get-out-of-your-comfort-zone-and-be-the-catalyst-to-growth/

https://questas.co.uk/business-development-meetings-training/

ABOUT THE HOST

Gary Williams has been in sales and marketing his entire career. The past 10 years have been dedicated to helping technically minded non-salespeople become skilled and confident in selling themselves and their services.

ABOUT THE GUEST

Amanda Geyman - Director, Strategic Growth

CONTACT METHOD

 
http://linkedin.com/in/garyquestas
https://www.questas.co.uk

Instagram: @bdcoachinghub

Not everyone is a natural salesperson, Find out more on how to improve your sales HERE: https://www.thequestasacademy.com/

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