Who Is This Programme For?
This programme is ideal for those looking to improve their sales skills. It is ideal for salespeople who are working in either the Business to Business (B2B) or Business to Consumer (B2C) markets.
Learners will be provided with the knowledge, skills and behaviours to excel in their sales career and to generate more business for their organisations.
Our programmes are completely flexible in terms of delivery with minimum numbers of 1!
We can run this as an internal in-house training programme for a cohort or we can use our eco-delivery method all through virtual training and online coaching enabling us to run the programme on a personalised, individual basis.
What Will You Learn?
This programme is ideal for those employees who have had little sales training or development in the past.
All bases are covered when it comes to the content including prospecting, consultative selling, negotiation, overcoming objections, closing and retain and growing existing accounts.
The programme will cover all the essential knowledge, skills and behaviours that are required to be a successful salesperson.
How Will You Learn?
This is a 18-month programme and with our flexible delivery model, the choice is yours on how you’d like to learn.
If you have several managers within your organisation that have the same needs then we can run this programme as a cohort with a mixture of face to face, virtual and/or blended sessions – we’ll work with you to determine the right mix. Conversely, we can run this as an individual programme.
Our eco-delivery model is a mixture of regular one-to-one virtual training and online coaching sessions removing the need for learners to leave the office or their home.
Learner & Employer Feedback
In-house, customised delivery for a number of you from the same company. Choose from face to face, virtual and online delivery methods.
Monthly 2 hour virtual training and coaching sessions for individual learners. Flexible, remote learning that is personalised to your role.
Learners Will Cover
- Formal vs informal learning
- Learning styles and models
- Identifying your learning style
- Stages of the buying process
- The consultative sales cycle
- Pipelines and forecasting
- The four customer personalities
- Tailoring your communication
- Buying drivers, authority and influence
- Features, advantages and benefits
- Building a value proposition
- Market and competitor analysis
- Researching and prospecting
- Data capture tools
- Digital communication
- Return on time invested
- Managing interruptions
- Questioning and listening techniques
- Needs analysis
- Creating mutual understanding
- Developing sales proposals
- Presentation skills
- Aligning your proposal to needs
- Identifying objections
- Logical vs emotional objections
- Objection timing
- Buying signals
- Adding value
- Closing techniques
- Tactical sales objectives
- Stress management
- Building resilience
- Business costs and profitability
- Sales forecasting
- Trading and monetising variables
- Legislation and regulation
- Dealing with ethical issues
- Being a brand ambassador
- Managing customer accounts
- Measuring relationship status
- Stakeholder mapping
- The link between sales and marketing
- Conducting internal account reviews
- Setting aligned objectives
- Planning and preparation
- Practice and techniques
- One-to-one help and guidance
This programme will been designed and delivered in a way that will maximise the performance of each learner. Learning the theory of a topic is great but it’s what the learner does to embed the learning and actually use it, that matters most.
All learning is reinforced with ongoing coaching, online resources and off-the-job activity to bring it all to life.
Each part of the programme will support each learner to apply their knowledge and skills via INTENT – IMPLEMENT – IMPACT.
- What did they plan to change?
- What did they change and how?
- What impact did it make?
Initial workshop and event about the programme and how to get a high grade.
Creation of a pre-programme learning and development plan. Includes goal setting and actions.
These can consist of workshops, masterclasses, virtual training, action learning sets, projects or coaching.
One to one development with a designated skills coach. Covers skills and an assessment progress review.
To take in-between learning events and to help embed the learning. Self-study and in the flow of work resources.
20% of the learner’s total working hours is used for “off-the-job” learning and development activities.
Held between the learner, employer and skills coach to monitor progress and to make any adjustments.
Our designated skills coaches will always be on hand to help your learners all throughout the programme.
End of programme assessment. Consists of activities like observations, evidence, tests and discussions.
Learners gain a pass, merit or distinction from their end point assessment based on their results.
Get In Touch!
If you have got some training requirements in mind please call us on 0333 320 2883 or complete the online form below and tell us about what they are and we’ll get back to you with some options and costs.