Sales Training Solutions

Sales Essentials

Programme length: 1 or 2 Day

The Sales training programme is ideal for those with some sales experience, looking to take a fresh look at selling. It is also suitable for those new to selling who want to develop a skills and confidence.

The content will cover areas such as: the introduction, getting passed the gatekeepers, appropriate style and approach, questioning techniques, understanding customer needs and concerns, the benefit of benefits, presenting products/services, handling objections and closing the sale.

Ample time is afforded to role-plays and feedback to support the skills development process. This foundation level programme is interactive and fun, as well as being informative. It can be supported by on the job coaching for maximum results.

Sales Made Easy Using NLP

Programme length: 1 Day

This in-house training programme takes a pragmatic approach to the development of knowledge, skills and confidence. Selectively it introduces NLP (Neuro Linguistic Programming) techniques, so that attendees can use them to enhance their communication and personal approach to selling. Delivered by an accredited Master Practitioner of NLP, the programme takes attendees through advanced NLP techniques to improve; presentation skills, overall communication, rapport building, customer interactions, as well as improving sales success.

The programme is ideal for the seasoned sales professional looking to develop advanced sales techniques and improved communication, negotiation and rapport-building skills when dealing with multiple stakeholders and key account management. The course will also give those new to sales a strong foundation for continuing development.

Sales Masterclass

Programme length: 2 Day

The performance of a sales teams depends on a number of interrelated factors, these can be categorised as either sales activities or sales management tasks. Getting both right is vital to success.

This Masterclass workshop is created specifically for your organisation, people, products, services, and markets. It is a proven method of dealing with both sales activities and sales management factors in a positive way, which involves your people in challenging both established thinking and ways of working.

Through facilitated discussion, practical learning exercises and coaching, participants develop specific sales performance strategies. They evaluate strengths and limitations to develop new approaches and methodologies. The masterclass is best suited to those with sales experience, who have attended foundation level sales training and want to extend their understanding and skill.

Course content covers:

• How to develop a system to categorise customers according to a set of client-specific criteria
• Understanding own and others’ communication preferences using The Colour of Communication profiling tool
• Knowing your customer journey
• Buying and decision making processes
• Knowing how to prepare the total proposition and how to discover what is important to each customer
• The creation of value and how to evidence value to a customer as a part of demonstrating the value proposition
• Sales skills including planning.

Managing Complex Sales

Programme length: 1 Day

This training programme has been designed to help those who manage sales, the sales process and customer relationships to maximise performance by developing productive customer relationships, identifying and exploiting sales opportunities.

The highly interactive content provides a blend of theory and practice, with delegates leaving with the confidence to implement new knowledge and sales skills, together with a detailed action plan to share with line-managers.

The training course content is built around a step-by-step sales process, which enables participants to lean into a structured approach, which is essential when dealing with the more complex sale. The process is flexible to meet different sales situations and the content can be bespoke, in order to meet specific client business needs. This will depend on the sales strategy, products, services, target market, etc of that particular company.

Closing Skills

Programme length: 1 Day

This 1-day sales training programme aims to extend the skills and ability of participants to close more sales. The training course is also suitable for anyone with previous sales experience and who has a good grasp of the sales process used in their business.

It does so by examining each ‘touch point’ in the sales cycle. It then proceeds towards the close and provides a range of tried and tested closing techniques for use – depending on where the customer is within their decision-making process.

The sales programme is very practical, with ample time for role-play practice, using client specific role-play scenarios. The main aim of this training programme is focused on improving close rates with the seller exuding confidence. The nature of the content design is readily adapted to a wide range of B2B and B2C sales situations. It is often implemented as a follow on to the RightTrack Sales essentials programme or as part of a customised sales and negotiations programme.

Advanced Negotiations

Programme length: 1 Day

RightTrack negotiation programmes are created from proven building blocks and include logical processes, emotional intelligence, behavioural skills, and a range of negotiation strategies.

Programmes are available off-the-shelf, or bespoke, to meet organisational needs by taking into consideration growth, retention, market share, volume, margin or target achievement. Negotiators who develop negotiating skills, and a thorough understanding of the process, can switch their approach, as business needs change.

This workshop-style programme will enable participants to integrate specific strategies into each negotiation, sales presentation, or pitch. Using RightTrack’s unique negotiations style analysis tool, participants learn where and how to position their behaviour and influencing strategies to win more profitable business.

The workshop can form part of your approach to achieving success consistently in your business negotiations. The experience of success is created in the learning environment, using carefully created scenarios to reflect the reality of the day-to-day situations in which your team works. As with any focussed training, participants grow in confidence and skill through practice, direct appraisal, and feedback followed by ongoing reflection, personal development and coaching.

Customer Service Sales

Programme length: 1 Day

The programme takes a systematic approach to the development of delegates’ knowledge, skills and confidence, through a facilitated workshop encouraging continual contribution from participants.

It is suitable for anyone who can have an influence on the sales success of your business – although their principle role is not selling, but a customer facing one.

Content includes:

• Building an understanding of the connection between great customer service and winning more business
• How to recognise different customer types and what motivates customers to buy
• How to build customer rapport, as well as foundation level sales techniques.