Sales Training
We have trained over 20,000 sales people in our processes, with some outstanding improvements in business results. How can we help you?
Major Programmes
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Account
Management...combines planning, process and people management to build customer:supplier relationships that develop profitable long term business with the account.
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New Business
Selling...starts with targeting the right accounts and continues with a breaking in strategy that works. Creating new opportunities requires special selling skills and techniques.
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Professional
Selling Skills...combine world class sales skills with in-depth business and product knowledge.Consistently winning profitable business requires a highly professional approach.
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Solution
Selling...demands a clear plan and robust processes to create the best chances of winning. Sales teams must also win the politics of the sale, as this is key to closing the business.
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We are working in partnership to launch the UK's first university accredited Professional Diploma in Strategic Sales.
Major Challenges
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Changing Business
Models?New ways of doing business are constantly being developed. You need to be able to adopt selling styles and behaviours that match the different models.
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Selling at a
Senior Level?Different levels of management have different needs and interests, and require different treatment. It is vital to relate to all levels, senior in particular.
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Salesforce
Productivity?You might be surprised at just how little of your time is spent selling. Running some simple productivity dynamics checks could be revealing and very productive.
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Accurate
Forecasting?Conventional weighting approaches to pipeline monitoring and sales forecasting often fail. Using a more reliable approach to predict future orders will improve accuracy.
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Creating demand for
your Products?Prospects and customers often have more needs than they realise. Engage them with ideas, show them the benefits and improve your chances of winning business.
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Our Clients
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How We Deliver
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"Selling is a process.
Only when it's not a process is it a problem"
Other Programmes
We offer train the trainer versions of all our major programmes.
Sales Starter Pack
A two day course for people who are brand new to Sales.
Cold Calling
Getting to meet decision makers from a cold start
Finance for Sales People
Understand the financial pressures on senior people and be comfortable when they talk balance sheet concepts.
How to Sell without Selling
Behaviours and approaches that encourage the prospect to want to buy.
Deal Planning
Clinics and workshops to help you win the sale.
Account Planning
Clinics and workshops to help you plan how to win the account.
Other Challenges
Start by gaining basic knowledge and skills on which you can build.
Handling Objections
How to avoid the avoidable objections and handle the unavoidable ones.
Qualification
The biggest waste of time is the sales you lose. If you can't win, don't play.
Giving Evidence
Anecdotes, case studies and reference stories are powerful tools. Use them well.
Gaining Commitment
How to get your prospect or customer to do something for you.
Achieving Preferred Supplier Status
How to climb the ladder to a partner-like relationship.
Opening the Door
How to get a meeting with a new prospect.
Breaking Out
How to gain access to higher level people without upsetting existing contacts.
Negotiation
There's more to negotiation than price. How to achieve the win:win.
Beating Competition
How to give yourself the best chance of winning strategically and tactically.