Spearhead Training > In-company Sales > Corporate Sales Training

Corporate Sales Training
high performance selling in the corporate business market

This course is for a corporate sales force. Business people today have less time, are more difficult to see and have a wide range of suppliers to choose from. The programme presents the skills and techniques required by a successful salesperson in a competitive corprate environment. The programme is highly participative, the course tutor drawing on the experiences and opinions of the delegates’. The key points are reinforced with syndicate and practical exercises to ensure that they are seen in the context of the delegates’ situation. The tutors that deliver this programme are highly experienced in selling in the corporate market and currently perform an active sales role for Spearhead Training which is that of selling to corporate customers. Therefore they are very credible when relating to delegates’ challenges and they are also able to work with them to help them develop delegates’ post course sales plan.

This training course is available as an in-company option only. We can also tailor this course or create a bespoke training course for you.

For an open course option, click below

Introduction to Selling
Essential Sales Skills
Advanced Sales Skills

Programme Contents

• The Corporate Business Market Today
• Corporate Business Motives
• Identifying New Corporate Contacts
• Planning the Stages of the Sale
• Pre-Approach Preparation
• Appointment Making
• The Challenges of Selling to Corporate Users
• Selling to Multiple Decision Makers
• Creating the Right Impression
• Opening Up the Sale
• Criteria for Purchasing Using the Spearhead Supplier Profile Model
• Identifying and Influencing Customer Needs
• Persuasive Communication
• Building the Differentiators
• Comparing Favourably against the Competition
• Professional Sales Presentations
• Dealing With Difficult Questions
• Overcoming Customer Concerns
• Handling Price Objections
• Reacting to Buying Signals
• Gaining Client Commitment
• Effective Closing Techniques
• Managing Sales Time
• Management Your Customer Base
• Delegates Post Course Action Plan