Because this course can be fully tailored to your requirements we can pitch it at different levels depending on your teams current level of experience. We can also focus on specific topics that are relevant to you.
Available as an in-house course. Contact us for more details.
Course overview
This bespoke course combines Sales, Customer Service and Account management techniques to help your team focus on how to directly sell, effectively up-sell, and manage your accounts in order to maximise your business relationships and opportunities whilst providing excellent customer support.
We can tailor the content to suit your requirements and your business needs and we will work with you to develop a programme that’s right for you. This course can also be run over 3 full days or broken down into half days if required. Call us or email us to discuss your specific requirements.
Is this course right for you?
Detailed course content
Pre Course
- Insights Discovery Evaluator to be completed
Session 1
- Introduction to Insights Discovery personality profiling
- Insights sales process including needs analysis
- S.P.I.N Selling
- SMART Objectives
- Adapting your communication to suit your customer
- Communication Skills – Matching, Mirroring and Leading
- Adapting your sales pitch and value proposition depending on your buyer
- Handling a business call - staying on track as per your call objectives
Session 2
- Application Reports (what have you applied from last session)
- Consultative selling
- Knowing your customers’ business intimately
- Share Of Wallet
- Negotiation Skills and Models
- Overcoming objections
- ABC of Selling
Session 3
- Application Reports (what have you applied from last session)
- Project based selling approach
- Selling on Value and commanding a premium
- Prioritisation and staying focused (some top Time Management Techniques)
- Sophisticated Selling
- Final Presentations
What to expect on the day?
The course runs from 9:30am through to 4:30pm.
You will learn in a relaxed environment with a small group of people. A specialist tutor will guide and encourage you through all the learning necessary to develop your skills and questions are always welcome.
Included with your course
We provide the following with online and training centre delivered courses.
- Course notes
- Certificate of attendance
Online Delivery
A link to the online training platform will be sent before the course, simply click the link and follow the instructions.
- See Virtual / Remote training information for more details
- Contact us if you'd like to test the platform before the morning of the course
- You can be located anywhere in the world with an internet connection and your computer
Our Training Centres
For training courses run at one of our training centres we include.
- Free onsite parking
- Lunch and refreshments
- Notepad, pen and Polos
Our Norwich on-site parking (NR3 1UB) is free and situated 5 minutes walk along the river to our training centre at St James Mill. If you arrive by train it is about 20 minutes on the Riverside walk or a short taxi ride to get to us. View full directions for Norwich and all our other venues.
Available as an in-house course. Contact us for more details.
Course overview
This bespoke course combines Sales, Customer Service and Account management techniques to help your team focus on how to directly sell, effectively up-sell, and manage your accounts in order to maximise your business relationships and opportunities whilst providing excellent customer support.
We can tailor the content to suit your requirements and your business needs and we will work with you to develop a programme that’s right for you. This course can also be run over 3 full days or broken down into half days if required. Call us or email us to discuss your specific requirements.
Is this course right for you?
Because this course can be fully tailored to your requirements we can pitch it at different levels depending on your teams current level of experience. We can also focus on specific topics that are relevant to you.
Detailed course content
Pre Course
- Insights Discovery Evaluator to be completed
Session 1
- Introduction to Insights Discovery personality profiling
- Insights sales process including needs analysis
- S.P.I.N Selling
- SMART Objectives
- Adapting your communication to suit your customer
- Communication Skills – Matching, Mirroring and Leading
- Adapting your sales pitch and value proposition depending on your buyer
- Handling a business call - staying on track as per your call objectives
Session 2
- Application Reports (what have you applied from last session)
- Consultative selling
- Knowing your customers’ business intimately
- Share Of Wallet
- Negotiation Skills and Models
- Overcoming objections
- ABC of Selling
Session 3
- Application Reports (what have you applied from last session)
- Project based selling approach
- Selling on Value and commanding a premium
- Prioritisation and staying focused (some top Time Management Techniques)
- Sophisticated Selling
- Final Presentations
What to expect on the day?
The course runs from 9:30am through to 4:30pm.
You will learn in a relaxed environment with a small group of people. A specialist tutor will guide and encourage you through all the learning necessary to develop your skills and questions are always welcome.
Included with your course
We provide the following with online and training centre delivered courses.
- Course notes
- Certificate of attendance
Online Delivery
A link to the online training platform will be sent before the course, simply click the link and follow the instructions.
- See Virtual / Remote training information for more details
- Contact us if you'd like to test the platform before the morning of the course
- You can be located anywhere in the world with an internet connection and your computer
Our Training Centres
For training courses run at one of our training centres we include.
- Free onsite parking
- Lunch and refreshments
- Notepad, pen and Polos
Our Norwich on-site parking (NR3 1UB) is free and situated 5 minutes walk along the river to our training centre at St James Mill. If you arrive by train it is about 20 minutes on the Riverside walk or a short taxi ride to get to us. View full directions for Norwich and all our other venues.