Sales Training Program Content
| Title | Scope of Work | Outcomes | Duration | Location | ||||||
Initial definition |
Meeting with senior executives / sales management to agree main objectives and outcomes of the program. |
Report showing current sales practices, focus on areas of change required, analysis of market and sales success. Training plan tailored to client company needs, sales improvement targets and market conditions. |
1-2 days |
Client premises |
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Title |
Scope of Work |
Topics |
Duration |
Location |
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Session 1 |
Sources of Leads and Opportunity |
Markets and Marketing Categorising Sales Opportunities The Relationship Developing a Sales Strategy Sources of Leads Leads Timeline |
2 Hours |
Client premises or training venue |
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Session 2 |
Turning leads into business |
Relationship Selling Prospecting Techniques Just Do It! Building a Script Individual Action Plans |
2 Hours |
Client premises or training venue |
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Session 3 |
Managing Meetings |
Developing the Relationship Handling the Meeting itself How do they view the Relationship? The Workshop Approach |
3 Hours |
Client premises or training venue |
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Session 4 |
Closing the Sale |
Negotiating Skills Closing Techniques High Achieving Closers Action Plan Development |
2 Hours |
Client premises or training venue |
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Session 5 & 6 |
Attitude and Motivation . | Attitude is Everything Energy Problem Solved Self Confidence High Achievers Never Quit! How to Handle Negative People Self-improvement Exercises |
4 Hours |
Client premises or training venue |
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Session 7 |
Time Management | DoingThings Right Doing the Right Things Focus on Output – not Effort |
1 Hours |
Client premises or training venue |
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Final Briefing |
Meeting with senior executives/sales management to review program and agree any follow up actions | Report showing improvements in sales practices, review of change, definition of future management processes and targeting. |
1 days |
Client premises |
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Other sessions can be constructed on a bespoke basis around the following headings:
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Typical program is 4 half day sessions delivered over 4 consecutive weeks or over 8 weeks with 14 day intervals. Any shorter time period than 4 weeks and training is less effective as it takes time to change behaviour. Similarly, any longer and there is no time to catch any backsliding.
STOP PRESS! - For those companies who want a short, sharp course to kick-start their team I have recently developed a new half-day session. The half-day workshop designed to inject a level of motivation and enthusiasm into new starts and old hands alike. This is a fixed cost session at £500 and I can train up to 10 delegates at a time which makes it extremely cost effective indeed. Contact me now for details