Overview
- Workshop 1 = Sales Induction
- Workshop 2 = Fundamental Selling Skills
- Workshop 3 = Consultative Selling
- Workshop 4 = Account Management
Course Objectives
A tiered development programme aimed to develop selling skills, knowledge & behaviours of sales people at all levels.
Delegates will have the opportunity to; learn new skills, share best practice hints & tips within the group, practice skills & techniques, evaluate where they are now & development areas going forward. All delegates will leave the workshop with an Individual Development Plan to embed learnings going forwards.
Development support required for Delegates
- Line Manager to follow up Development Commitments within 1 month of session (ideally through evidence followed with feedback)
- Option of TDP support through 1 x coaching session per delegate reviewing progress and next steps
Examples of potential RIO
- Sales people equipped with focused and measurable sales process aligned to KPI delivery
- Confidence & Belief in ability increased, leading to more engaged & motivated environment
Preparation
- All delegates to have considered own development plan or bring existing development plan relating to Sales and role
- All workshops will have pre-reads and / or pre-work to completed before attending
Workshop 1: Sales Induction
Workshop 2: Fundamental Selling Skills
Duration
4 day intensive workshop
Recommended Delegates
- People newly into a Sales role
- People with basic level selling needing refresh / fundamentals training
- Face to Face / Retail sales
- Telephone sales
Could be as an induction to their new role or introduction of fundamental selling process to existing role.
Course Objectives
- Delegates will learn the full sales process and the fundamentals skills required to follow the sales process effectively
- To be delivered as an Induction to the sales role or as a Fundamental Selling Skills course to existing sales staff
Expected outcome
By the end of this course participants will have learnt and practiced:
- The ‘dynamic sales wheel’ process
- Steps to an effective call / meeting
- Impactful Introductions and reasons for call
- Building Rapport
- Assessing needs / Features and Benefits
- Questioning & Listening
- Handling Objections
- Closing Calls & Follow-up
- Planning and preparation
Workshop 3: Consultative Selling
Duration
2 day workshop
Recommended Delegates
- Experienced mid-level Sales staff / managers
- Face to face / Retail sales
- Mini-account management
- Business Development
- B2B
Sales people with prior sales experience, could be elevated to new role or need additional selling skills.
Course Objectives
- New managers to understand their key leadership and management qualities
- Explore own Leadership styles and the impact they have on their staff
- How to further develop their leadership style & skills
- Leave having robust and measurable development plan against key skills and behaviours required for leadership / supervisory development
Expected outcome
By the end of this course participants will have learnt and practiced:
- Defining consultative selling
- Area / Portfolio SWOT analysis
- Solution selling process
- Identifying needs
- Deep level questioning
- Influencing techniques
Use own sales portfolio / customer base as case study to:
- Completed customer analysis
- Diagnosing opportunities & problems
- Creating commercial solutions
- Presenting commercial solutions
- Built customer profiles
- Developed area / portfolio plan
Workshop 4: Account Management
Duration
3 day workshop
Recommended Delegates
- National / Senior level Account Managers
Senior sales people with prior sales experience, could be elevated to new role or need account management training.
Course Objectives
- Explore and understand the application of the Account Management process
Expected outcome
By the end of this course participants will have learnt and practiced:
- Information gathering & analysis
- Objective setting
- Developing strategies
- Action planning & implementation
- Reviewing Performance
- Communication & Influencing
- Strategic thinking
- Challenging conversations
- Negotiation techniques
