Sales Boot Camp

The training approach we use to ensure that individuals understand how to apply learning is to combine a real life scenario with practical input sessions. This will not be a chalk and talk intervention. We envisage it being an experiential and challenging programme, designed to bring about sustained change in individual behaviour and performance. The scenario can be built upon a true-to-life sale, bespoke to client needs as required, and will have the characteristics of a ‘typical’ sale. As a result we will ask participants to immediately apply learning and compete to become ‘Top Sales Person’ for the week. During this scenario (which will be bespoke for inhouse courses), participants will be asked to take part in a variety of interactions with their clients including:

• Telephone sales
• Presentations
• Client interviews
• Elevator pitches
• Meeting facilitation
• Group work
• Final pitch

This course will help learners to:

• Conduct ‘Elevator’ pitches
• Cold call to hunt for opportunities and secure appointments
• Sell over the telephone
• Gather client ‘intelligence’ and prepare for meetings
• Adopt a strategic sales approach through SWOT analysis, goal setting and sales campaign planning
• Prepare winning proposals
• Present the solution with impact
• Handle objections
• Close the sale

Course outline summary

Day 1 – The sales context

• Session One – Overview of the course and introduction
• Session Two – The sales organisation in your company
• Session Three – Sales process
• Session Four – Positioning you and your company.

Day 2 – Introducing the sale

• Session Five – Questioning and listening skills
• Session Six – Telephone selling
• Session Seven – Qualifying in; qualifying out

Day 3 – Developing the sales

• Session Eight – Facilitating sales meetings
• Session Nine – Influencing decision makers
• Session Ten – Presentation skills

Day 4 – Closing the deal

• Session Eleven – Pre-closing and gaining commitment
• Session Twelve – Pitching your solution
• Session Thirteen – Objection handling
• Session Fourteen – Closing skills
• Session Fifteen – Programme review and close

Want this course as an in-house event, tailored to meet your exact needs?

Contact us for a bespoke detailed course outline, or to arrange a no obligation meeting.