In person at your site or at the Salient office in Royal Wootton Bassett
On-Line courses available in real-time on Zoom or your preferred platform
Recorded, covering the whole sales programme in modular form
OPTIONS: 2, 3, 4 or 5-day courses in General Sales Training or Technical Sales Training.
Are you looking for the most cost-effective and flexible professional sales training? Training that works at your own pace, in line with your own time and with excellent repeatability?
Curious about the skills needed to sell to technical markets?
Once your purchase is completed, you will also be able to sign into your course content from this page. If you’ve purchased the complete course (without addon) sign in with the button below, all other module sign-ins can be found under their titles.
Introductions
to Salient & the course
50 Shades of Selling
what shade are you?
The Marketing Message
make a ‘wow message’
The Performance Profile
How to be ‘Super Sales’
Marketing Essentials Pt 1
the magic in the mix
Marketing Essentials Pt. 2
Packaging, tools & the power of the internet
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A Planning Structure
the planning pyramid & the Salient Check List
KPIs & Other Metrics
to measure & manage the value of contingencies
The Sales Funnel
a powerful sales tool & the key to growth
Key requirements of planning
key questions & key actions
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GDPR & PECR
the essential facts
Finding New Customers
finding your ‘ideals’ and making the best list
List Analysis
changing from long/cool to a short/hot list!
Targeting
DMs, influencers & webs and ‘Contact Warming System’
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Selling yourself
who are you? how could you improve? make yourself attractive!
Contact Preparation
develop ‘hot contacts!’, objectives & follow-ups. What do you say?!
List Analysis
changing from long/cool to a short/hot list!
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Differences & Commonalities
when to pitch & when to present
The Pitch
a simple structure – exceeding expectations
Presentations
preparation & structure – Q&A & the interim close – the call to action
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Introduction and Persuasion
objectives, limits & timescales; key prep
Questions & Answers
3 approaches & the essential follow-up
Key Techniques 1
‘consensual negotiation’ & dealing with objections
Key Techniques 2
silence!; competition; adding value; steer to close
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Preparing to Close
Negotiation & closing – the winning team! Pre-deal checks
Different ways to secure the dea
Classic closing techniques – the power of the interim
The ‘Ultimate Close’
Checklist & structure – 3 stress-free questions! Converting a ‘no’ to a ‘yes’
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Customer Care & Service
opportunities, ladders, retention is key
Communication Management
ground rules, options, expectations & follow-up
The ‘Extra Mile’
building loyalty, supporters & advocates
Key definitions
good supplier; good customer; good base
Tools for Development & Growth
the power of the Matrix – how to target key clients
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The extra skills needed to sell successfully in Technical Markets.
A brief revisit of each module in the sales process, showing where and how these extra skills are applied.
How to use these skills and techniques to persuade and influence key personnel from both technical & commercial departments.
This is an Addon and cannot be purchased separately.
Log in to All Modules + Addon:
To find out more about the Training Courses offered by Salient Sales & Training call Andy on 01793 843118 or book a discovery meeting through our contact page.
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