Sales Training Catalogue

Many selling skills are needed, for various scenarios, to grow your business. Check out our Programmes and Courses below that explore how to be more effective in, not just the core selling skills, but the major phases of the sale (Creating & Winning the Sale and Developing the Account) too.
We help individuals and businesses achieve sustainable sales performance improvement through access to ‘best in class’ Sales Training materials, delivered in the classroom and via our online Sales Academy. The goal of our non-company / sector specific courses is to change salespeoples' attitude and behaviour to the HOW of selling.
For more detail - expand the 'Aims'/'Learning Outcomes' section(s) and/or click on any description to open a downloadable brochure!
Aims of the Programme
  • To establish an Account Management and Development culture
  • To enable participants to work effectively, building relationships and orchestrating specialist sales people to be well placed to win any new business that arises
  • To become the supplier of choice
.
Aims of the Programme

  • To teach participants how to handle major sales opportunities.
  • To develop a plan for how to win a major piece of business.
  • To understand and use the processes needed to develop that plan.
  • To teach experienced sales teams how to win the politics of major sales.

Aims of the Programme

  • To establish an Account Management and Development culture.
  • To enable participants to work effectively, building relationships and orchestrating specialist sales people to be well placed to win any new business that arises.
  • To become the supplier of choice.

Aims of the Programme

  • To teach participants how to open up a new or existing account to create new business opportunities.
  • To identify the most suitable new accounts to approach.
  • To understand the processes needed to gain access to senior executives in a new account.

Aims of the Programme

  • To give some clear sales understanding to new salespeople and to train them in the basics of selling.
  • To equip participants with the basic verbal skills to handle sales meetings.
  • To give participants the networking skills to position themselves for new opportunities.
  • Tor provide an understanding of typical sales and buying cycles.

Aims of the Programme

  • To teach sales people and consultants how to sell professional series; consultancy in all its forms.
  • To equip participants to create and develop needs from a small base.
  • More senior people usually buy professional services. How to get access to them and what to say when you get there.

Aims of the Programme

  • To help participants overcome any fears they may have regarding telesales.
  • To equip participants with the skills and techniques needed to set up sales meetings on the phone.

Aims of the Programme
Please see our Individual Sales Training Courses for the aims of this programmes.
Learning Outcomes

  • Identify and understand four different selling styles.
  • Clearly differentiate between recognised and unrecognised needs.
  • Understand the advantages and disadvantages of recognised and unrecognised needs.
  • Detect any differences between your current selling model and the ideal one.
  • Adopt the behaviour and selling style most appropriate in different sales circumstances.

Learning Outcomes

  • Identify and understand four different selling styles.
  • Clearly differentiate between recognised and unrecognised needs.
  • Understand the advantages and disadvantages of recognised and unrecognised needs.
  • Detect any differences between your current selling model and the ideal one.
  • Adopt the behaviour and selling style most appropriate in different sales circumstances.

Learning Outcomes

  • Identify areas of need for your customer.
  • Hold thought-provoking conversations that stimulate needs for your products.
  • Describe and sell a vision.
  • Use effect questions to create need.
  • Differentiate between benefits and criteria to create a need for your product.

Learning Outcomes

  • Understand the skill and techniques of listening.
  • Emphasise and acknowledge emotion buttons effectively.
  • Understand the difference between personal and business personal benefits.
  • Use listening to uncover needs and benefit. •Introduce subjects by asking the right questions to keep the prospect talking.

Learning Outcomes

  • Understand the skill and techniques of listening.
  • Emphasise and acknowledge emotion buttons effectively.
  • Understand the difference between personal and business personal benefits.
  • Use listening to uncover needs and benefit. •Introduce subjects by asking the right questions to keep the prospect talking.

Learning Outcomes

  • Ask the difficult qualification questions.
  • Apply the SCOTSMAN® checklist to qualify potential sales.
  • Produce sales call and meeting plans populated with clear commitments.
  • Recognise quit points and quit early if you cannot win the sale (lose quickly).
  • Improve your hit rate and create the luxury of choice.

Learning Outcomes

  • Define consultative selling and understand the difference between recognised and unrecognised needs.
  • Understand the main different ways of implementing hunting licences.
  • Detail the steps for setting up typical consultative selling sessions.
  • Understand the common patterns that underlie the processes for setting up hunting licences.

Learning Outcomes

  • Understand the advantages of capturing organisation charts for key accounts.
  • Create profiles of key people in a prospect's organisation.
  • Map the politics of an organisation and identify decision makers.
  • Analyse key people and be able to influence their decisions.
  • Understand the difference between decision makers and decision takers.

Learning Outcomes

  • Understand how to have relevant business conversations with senior people.
  • Appreciate the different benefits being sought by different levels of management.
  • Phrase questions appropriately for communication at different levels.
  • Understand how to sell a product or service effectively at different levels.
  • Define the difference between efficiency and effectiveness.

Learning Outcomes

  • Explore the best solutions and tactics that can be used to beat competition.
  • Identify alternative tactics you can use to beat a strong competitor.
  • Scrutinise how personal behaviours and attitudes can help to make the right impression on the prospect.
  • Understand how to handle competition at a strategic level both as an attacker and a defender of entrenched accounts.

Learning Outcomes

  • Recognise how timetables can be used effectively to drive a sale forward.
  • Understand how to sell the idea of a timetable with your prospect.
  • Sequence and define the process of agreeing timetables with the prospect.
  • Identify the elements of a timetable and the issues around each one.
  • Summarise the benefits of using a timetable.

Learning Outcomes

  • Understand how to create an effective Sales Campaign Plan
  • Identify the key players in a Sales Campaign Plan
  • Examine the various types of commitment
  • Understand how to get a Hunting Licence
  • Identify the criteria for bidding

Learning Outcomes

  • Understand what keeping your house in order means
  • State the common elements of an account care plan
  • Explain why nice customers could be bad for business
  • Understand the formula 3R=V
  • Analyse the level of value your customers receive
  • Understand the importance of taking ownership of actions when implementing a care plan for your existing accounts

Learning Outcomes

  • Understand the importance of a briefing document when setting up meetings with senior people.
  • Understand the factors you need to consider when choosing a senior manager from your own organisation to open doors for you.
  • Determine the tactics that you can use to gain access to decision makers in your accounts.
  • Recognise the importance of breaking out when trapped at the wrong level in an account

How to Make Cold Calling Cool

Cold Calling is a tough business. It is time consuming, can be stressful and gets a low hit rate. This course describes how some simple techniques and knowledge of the process can turn a cold call into a cool one – it will never be warm!

Learning Outcomes

  • Understand the importance of a briefing document when setting up meetings with senior people.
  • Understand the factors you need to consider when choosing a senior manager from your own organisation to open doors for you.
  • Determine the tactics that you can use to gain access to decision makers in your accounts.
  • Recognise the importance of breaking out when trapped at the wrong level in an account

Learning Outcomes

  • Differentiate between deal selling and account management and how this relates to gaining preferred supplier status.
  • Understand when and why prospecting within the account is important to gaining preferred supplied status.
  • Determine the commitments that you need to get from your prospect to achieve preferred supplier status.
  • Determine the areas that an Account Manager needs to work on to develop an account.
  • Review your own accounts to ensure that you are delivering customer value

Learning Outcomes

  • Recognise the best ways of determining buying windows and positioning your offering on top of the prospect's shopping list.
  • Understand the concept of contact to contract.
  • Recognise the best ways of determining buying windows and positioning your offering on top of the prospect's shopping list.
  • Define ways to manage long term relationships with future prospects.
  • Recall the role of networks as a means of connecting with prospects in long term buying cycles.
  • Define ways to manage long term relationships with future prospects.
  • Differentiate between the factors that can open markets during "Itch Cycles".
  • Understand the importance of keeping good customer relationship records.

Learning Outcomes

  • Understand the difference between Selling and Negotiation
  • Understand objection and how to negotiate around it
  • Understand how you can avoid ‘real’ objections at the final stages of a sale
  • Practice effective techniques for handling ‘residual’ objections
  • Understand the Buyers and Sellers Most Favoured Position
  • Identify the buyer's and the salesperson's powers in a Negotiation
  • Examine the variables to take into account when Negotiating