Sales Excellence Training
Our Sales Excellence Training is delivered by our specialist sales trainer Nick
Nick has worked with many prestigious organisations delivering sales excellence training modules to non experienced and experienced sales teams, to help them develop their mindset and skills to achieve the highest level of success.
We offer a range of programmes and modules, which are always tailored to clients’ needs.
Sales Excellence Training Mindset Module
This empowering session dispels the myth of the ‘natural salesperson’, revealing the real skills required to be successful, how many of these skills are common to those required for client management, and how the rest can be developed through purposeful practice. We look at why people develop limiting beliefs, and unhelpful thought patterns around sales, and explore how to overcome them.
During this sales excellence training mindset module, individuals will…
- Build an understanding that good salespeople are made and not born,
- Learn how anyone can be good at sales if they have the correct mindset,
- Use purposeful practice and perseverance
- Understand the real skills and aptitudes of a successful salesperson
- Understand the research on the nature of talent;
- Explore how talent is not fixed but can be developed through persistence, quality, and quantity of practice
- Gain an appreciation of how our own Fixed Mindset can sabotage our performance,
- Develop an understanding of some specific sales related examples, and some practical tools to address them.
Consultative Sales Excellence Training Skills Module
The Consultative selling approach is still absolutely essential to both sales and client servicing professionals alike. In fact, the current hard market and move to remote working have only emphasised the need for a buyer first approach.
This session explains the benefits of consultative selling, and walks through the different stages, providing details on key associated skills such as active listening and SPIN sales questions.
Finally, we bring the session right up to date, looking at how to adjust consultative selling for the current day.
During this Sales Excellence Training Cunsultative module, individuals will…
- Understand the principles of consultative selling and its advantages
- Understand how we can use it to position as a ‘trusted advisor’ to our client
- Understand the stages of consultative sales and how to use them
- Learn essential skills for the consultative approach, such as SPIN selling questions, active listening and converting features to benefits
- Learn how to adapt to the modern buying environment – Advanced consultative sales.
The Essential Sales Excellence Training Skills Programme
Sales Prospecting Skills – building a quality pipeline
This session looks at how we build a pipeline of quality target prospects using an effective referral process, and a best practice prospect contact strategy in the modern virtual and hybrid world.
During this module, individuals will…
- Understand the importance of creating and understanding an accurate Ideal Client Profile both for sales outcomes, client retention and profitability.
- Understand how to build a pipeline of high quality, realistic opportunities
- Explore how we need to adjust in the virtual and developing hybrid worlds of sales
Sales Prospecting Skills – contacting the prospect
This session builds on the previous one where we discussed the importance of a multiple touchpoint strategy to connect with prospects. In this session we drill down to look at best practice for each of the key contact areas.
During this module, individuals will…
- Explore best practice guidelines to maximise successful prospect contact outcomes in specific outreach approaches
- Understand how we can use technology to address some of the challenges of virtual and hybrid sales
Leading Sales Conversation – uncovering client needs
This session looks at the key factors required to be effective and impactful in our conversations with both prospects and clients, how we can uncover their needs, whilst balancing this with building the case for action, and establishing ourselves as a solution provider. Finally, we examine the challenges of having these conversations in a virtual environment, and how we need to adapt to succeed.
During this module, individuals will…
- Understand some of the key factors required to lead successful sales conversations
- Understand how questions can be used to establish more complete information and to build client commitment and action
- Understand how to adapt our approach to be effective in the virtual world
Closing The Deal – objection handling and closing
In the same way that many salespeople experience ‘call reluctance’, many others fail to ask for the business, or to have appropriate strategies to deal with objections when they do.
This session explores how the work you do earlier in the process can make it easier for yourself by minimising objections and creating an ‘easier close’. We then explore how to handle objections when they do arise, and how to help secure the final close.
During this module, individuals will…
- Understand how to prevent objections through use of consultative and SPIN selling methodologies
- Understand how to deal with general objections
- Understand how we prepare and deal with specific types of objections
- Explore how we ‘close’. What works best for different categories of sales opportunity?
The above is an example of typical content, however all our courses are tailored to our clients specific needs.
You choose which topics/objectives you require for your teams
Training can be delivered on site or virtually
Duration of training modules is dependant on experience of teams and identified skill gaps.
Go to our Testimonials to check out glowing reviews from our very satisfied and prestigious clients.
Contact Jacqui on 07834838521 or Email info@turnercorner.co.uk to discuss your requirements and obtain costings or book a Discovery Call using the button below:
