Sales Excellence Course

Course Overview

A selection of the key learning from this course includes: 

• Using a STEP analysis to prepare for meetings

• Optimising the sales pipeline

• Maintaining ongoing commitment throughout extended sales cycles

• Challenging a fixed position using the SHIFT questioning model

• Insights into measuring commitment

• Building emotion through storytelling

• Creating value in your proposition 

The result of the course is a practical toolkit that equips your team with the skills to effectively support the growth and acquisition of partnership accounts. Our sales excellence course is a valuable investment for business leaders focused on improving their team's sales capabilities.

Key Outcomes

Participants in our sales excellence course will gain valuable skills such as:

• Market Insight Utilisation: Use market insights to prepare for meetings effectively by creating a STEP analysis.

• Value Proposition Enhancement: Develop strategies for building the value of your proposition through impactful 'storytelling,' proof statements, and testimonials.

• Commitment Measurement: Understand how to measure commitment to drive sales pipeline success, utilising the commitment matrix for enhanced outcomes.

• Enhanced Client Engagement: Equip your team with a 'transformational toolkit' for effective client engagement, focusing on understanding fixed positions, reframing thinking, and implementing a shift questioning model.

• Leveraging Commercial Knowledge: Emphasis on utilising commercial and industry knowledge to make informed decisions and present compelling solutions.

• Impactful Insights Delivery: Develop skills to deliver insightful and impactful messages, ensuring your team adds significant value to client interactions.

Pre Course

So attendees are fully prepared to get the most out of the sales excellence course, here is what they will need to do prior to commencing the course. 

• Have an awareness of the return on investment of their solution or what their value proposition delivers to clients

• Have a number of clients or prospects to practically apply their skills to during the session

• Identify what social, technological, environmental, and/or political insights the way your customer does business and how you can support them

• Come with an understanding of several business case studies or success stories where you have directly benefited your clients

Modules Covered

The sales excellence course structure for the three-day course includes: 

• Transformational Selling

• Creating Insight Ahead of a Meeting

• Creating Value

• Challenging a client's fixed position

• Building a Compelling Story

• Handling Resistance

• Keeping the Client Engaged 

• Client Engagement Ladder

Our training sessions encourage active engagement and collaboration, fostering interaction and teamwork through a mix of group activities, self-reflection, and individual exercises.