Salient Recorded Courses

Salient Sales and Training provides training and coaching in sales, marketing and business development in three ways:

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?

Salient Sales and Technical Sales online training courses - The Modules

Curious about the skills needed to sell to technical markets?

Course and Module Content

groupmeeting

Module 1 - Introductions and Marketing for Sales

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

an image representing two individuals in a coaching session

Module 2 - Planning for Sales

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

Training_hpg

Module 3 - Prospecting and Targeting

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’

coverimage

Module 4 - Contacting

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!

paperwork_angle

Module 5 - Pitching and Presenting

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

coverimage

Module 6 - Negotiating

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

duoworking

Module 7 - Securing (Closing)

Preparing to Close:
Negotiation & closing – the winning team! Pre-deal checks

Different ways to secure the deal:
Classic closing techniques – the power of the interim

The ‘Ultimate Close’:
Checklist & structure – 3 stress-free questions! Converting a ‘no’ to a ‘yes’

modernoffice

Module 8 - Customer Management & Development

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

cleanoffice

Module 9 - Technical Sales Addon

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.

*Introductory Price

Course and Module Content

groupmeeting

Module 1 - Introductions and Marketing for Sales

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

an image representing two individuals in a coaching session

Module 2 - Planning for Sales

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

* Introductory Price

Training_hpg

Module 3 - Prospecting and Targeting

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’

* Introductory Price

coverimage

Module 4 - Contacting

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!

* Introductory Price

paperwork_angle

Module 5 - Pitching and Presenting

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

* Introductory Price

coverimage

Module 6 - Negotiating

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

* Introductory Price

duoworking

Module 7 - Securing (Closing)

Preparing to Close:
Negotiation & closing – the winning team! Pre-deal checks

Different ways to secure the deal:
Classic closing techniques – the power of the interim

The ‘Ultimate Close’:
Checklist & structure – 3 stress-free questions! Converting a ‘no’ to a ‘yes’

* Introductory Price

modernoffice

Module 8 - Customer Management & Development

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

* Introductory Price

cleanoffice

Module 9 - Technical Sales Addon

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.

* Introductory Price

To find out more about the Training Courses offered by Salient Sales & Training call Andy on 01793 843118 or email for information.