Sales & Customer Service drama based training – overcoming objections for Corporate Traveller
Overview
Gibber worked with business travel experts, Corporate Traveller, to showcase the benefits of drama based training (DBT) for business. The aim of the twilight session with their business development and account management team was to explore issues around sales and in particular customer service and overcoming objections.
Development
First of all, Gibber undertook background research on Corporate Traveller. This involves mystery shopping via their online live chat, meetings with senior management and exploration of the companies values and philosophies. We then work with the sales team to framework scenarios that explore corporate messages, identify gaps in their current practice and what they are looking to achieve. Lastly, we construct and script scenarios for our actors to deliver as part of the training.
There is a common misconception that DBT means taking part in role play. This can make participants feel nervous and uncomfortable. However, as the Corporate Traveller team discover this is not usually the case. ‘Role play’ or ‘practice’ can be added to a DBT session but Gibber’s usual way of working is to facilitate the training using the skills and experience of our professional actors. The participants direct the actors in the scenario to explore actionable solutions together. The team from Corporate Traveller found this an empowering way to share best practice. By observing what colleagues think about specific challenges they found it reassuring to see the things they are doing well, as well as seeing gaps in perception and identifying where their approach needs to change to achieve a better outcome for the company.
If you are a HR person, Learning & Development person, Training person or Business Owner looking to convey a corporate message or improve the training structure within your organisation, I’d strongly recommend the Gibber team. It’s a very engaging, fun, dynamic solution. It’s something very quirky and different and we can certainly see the benefits to our business.”
Daniel McLoughlin, Commercial Partnerships Manager, Corporate Traveller
Are you a forward thinking organisation looking for a different approach to training? Would you like further information about our Sales & Customer Service drama based training? Please get in touch hello@wearegibber.com (UK) gday@wearegibber.com (AUS). You can also read about other companies such as Home Group and Benfield Motor Group who have seen the positive impact Drama Based Training has.
