A man sitting at a table, speaking with his team during a core sales meeting.

Core Sales

Comprehensive training program for Sales Executives covering each step of the sales process

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A proven methodology for optimising sales expertise

In today’s sales landscape, Sales Executives need to master more than just the skills of selling, they must develop a trusted advisor relationship with clients to build long-term relationships and strategic influence.

That’s why the development of your Sales Executives is one of the most essential foundations of your business’ strategy.

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For who

Sales
Executives

2-5 years experience

Format

Face-to-face
workshops

Virtual workshops
Self study

Duration

4 month
programme

35-40 hours

ProgramME Objectives

The Programme draws on our extensive global experience and understanding of how the top-performing organisations in the world achieve outstanding sales results.

It’s designed to build expertise at every stage of the sales process in order to:

  1. Recognise and identify Sales Excellence:
    Understand the skills and behaviours needed to expertly navigate customers through the sales process

  2. Identify and understand customer needs:
    Use questioning and listening skills to develop a detailed understanding of customer need

  3. Communicate value:
    Use influencing skills to educate and engage customers about the solutions on offer and promote buy-in

  4. Negotiate successfully:
    Develop a value selling approach to closing deals with a win/win outcome

  5. Grow accounts:
    Proactively grow and develop customer accounts to achieve long-term, mutually beneficial relationships

Our Core Sales ProgramME

Prospecting
and research

Understanding
your role

Company sales strategy and vision

Aligning activity to the strategy and vision

Qualifying and
fact finding

Navigating the sales process and prioritising workload

Getting past the gatekeeper

Qualifying and shaping the need

Presenting
a solution

Introduction to
value selling

Creating an
elevator pitch

Managing customer meetings

Negotiating and
closing a deal

Competitor differentiation

Navigating the negotiation process

Objection handling and closing the deal

Developing
the customer

Growing the customer relationship

Becoming a trusted advisor

Looking for new opportunities

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