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.
Delivery Options
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.
Core Content
Learners Will Cover
- Informal and formal learning
- Learning styles models
- Learning agility
- Understand your organisation’s vision, values and capabilities
- The principle goals of your organisations overall strategy
- Know how to analyse your organisation’s sales and marketing strategies
- Set effective targets using sales forecasts. Prioritise customers and activities to grow account value and maximise return-on-investment
- Create efficient territory plans where appropriate.
- Identify the features and advantages of the products and/or services you sell.
- Understand how these meet customer needs and examine how they compare to competitor’s solutions.
- Understand the legal, regulatory and ethical frameworks relating to your sector and role.
- Effectively communicate and interpret customer information exchanged through written, verbal and non-verbal communication.
- Develop a customer engagement style that effectively opens sales conversations.
- Understand how your market is segmented and how to target specific segments through effective product or service positioning.
- Be highly skilled at effective questioning and active listening techniques
- Create mutual understanding and build trust and affinity with customers.
- Know how to analyse the macro and micro environment of individual customers. Understand the challenges and purchasing motivations of your customers
- Understand expectations of what constitutes a high-quality customer experience.
- Develop sales proposals and deliver them using a presentation style and technique appropriate for your customer.
- Use and adapt a range of techniques to draw-out and overcome common sales objections.
- Understand the principles of finance for sales, such as profit and loss, return on investment and budgeting.
- Appreciate the impacts of different types of costs on the business and the drivers of profitable performance.
- Understand the impact of any discount or variation in terms that you may offer.
- Research the customer’s likely desired outcomes and negotiating stance.
- Develop responses to likely objections.
- Negotiate or trade variables effectively.
- Understands how to exploit digital technologies to aid the sales cycle
- Effectively use digital tools to conduct research.
- Able to deliver presentations and meetings using digital communication.
- Be attuned to verbal and non-verbal buying-signals and move to close at an appropriate point in sales conversations.
- Develop ethical techniques to close sales and confirm customers’ purchase agreement.
- Collect, analyse and interpret market intelligence and share it appropriately and effectively within your organisation.
- Collect, analyse and interpret market intelligence and share it appropriately and effectively within your organisation.
- Contribute effectively within a team environment.
- Work collaboratively with both internal and external stakeholders.
- Manage communications with the cross-functional team in relation to the effective delivery of your sales.
- Deliver a positive customer experience. Manage customer enquiries and issues effectively.
- Take proactive action to prevent and minimise customer concerns and complaints
- Project support
- Portfolio building
- Q&A techniques
Want to make an enquiry?
Please speak with one of our L&D team
or use our enquiry form to learn more
Programme Structure
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?
Each Learner
Receives
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.
Current Programmes
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.