Sales skills Training
For Organisations Only
In-house training
- Face-to-face (flexible structure <15 people)
- Live virtual (flexible structure <15 people)
- Conferences and events (<500 people)
- Webinar (1hr introduction <1000 people)
- With or without actors
- Fully customisable
Sales Skills – 2 Days
This practical and comprehensive sales skills development programme has been designed for anyone new to sales, or for those sales executives, who have not received any formal training.
The content will be tailored to suit the client’s products and, or services, ensuring everything is appropriate to those attending. Content is built around a consultative style, using the sales cycle which follows the sales process from introduction to closing the sale. The course is evenly paced allowing for participants to adapt the learning to their own selling situations. The programme is delivered over two-days.
Course Content
The Introduction
We start the sales skills training by exploring the role of the salesperson and move quickly on to explain the benefits of taking a consultative approach. Participants are introduced to the customer journey with an overview of the sales cycle process. Through discussion we consider the importance of making positive customer connections and through a very accurate profiling questionnaire (Colours of Communication) we assess each participants communication style and how to flex that style to suit different customer types.
The Investigation
Building on the introduction, we provide the first of the investigation techniques of the sales cycle with Pace Leading. A range of different customer questioning techniques are covered including developing questions to understand customer need and TED Questions. Participants practice preparing appropriate questions and funnelling techniques. One of the key learning aspects of this course is how to understand a customer’s special concerns as well as their need. The style is kept practical, useable and participants will apply the learning to their own sales situations as the learning unfolds.
The Proposition
Understanding fully the Proposition is critical to the success of any sales interaction. This session provides an opportunity for participants to do just that, what are they proposing to the customer, is it appropriate, does it match customer needs. Participants learn how to describe the product or service using features and benefits, and how to emphasis value, which might be different for different customers. A practical activity is followed by how to recognise buying signals and how to use a range of closing techniques to secure the sale.
The Complete Picture
In the final session we explore questions such as: What do we mean by Cross Selling? How does Cross Selling and Up Selling differ? If there is one area of the sales process many sales executives stumble with, that is recognising and handling objections. We explore techniques for dealing with customer feedback, and how we build in a process for maintaining good customer relationships. To round it off, we invite participants to think forward and prepare a detailed action plan.
Let's get started...
Contact us with your availability for a call and we will send you a proposal, programme outline and quotation for your learning and development project.
Use Actors in Your Training
Through clever script writing, goose-bump inducing delivery and professional facilitation we can bring so much to life. We stimulate emotion, penetrate the long-term memory and create lasting change.
When we use live drama, we are able to have the actors play out the scenario and then be hot seated for the audience to ask them questions whilst they remain in character. Hot seating works so well because actors work with a pre-rehearsed backstory, so they are able to respond in character. They progressively reveal unexpected elements of their story that will not have previously been told. It can bust assumptions that the audience might have made based on the scenario (situation) but not fully understanding the impact at first sight.
Using actors in this programme enables us to bring to:
- See a typical situation from a different perspective
- Give attendees a chance to challenge the actors whilst they are still in character
- Demonstrate that things aren’t always what they seem at first glance
- Provide delegates with an opportunity to test out alternative ways of approaching different situations
- Create an experience which stays in the long-term memory
Case Study
Kuwait Fund for Arab Economic Development
Upskilling engineering, architectural and bio-medical graduates“I want to take the chance to thank you again for this wonderful course, it’s been my absolute pleasure and honour to be trained by you. I honestly learned a lot during this week, I hope we will keep in touch.”
READ CASE STUDY