Meticulously created by our own experts to develop your sales knowledge and techniques, the modules are easy to use and relate to the “real world” of selling. Applied correctly you will be guaranteed a return on investment many times over.
There are ten core modules which build into a complete online training course and three additional modules. The modules can also be taken as stand-alone modules. Please take the time to view the module details and if you have any questions do contact us.
Special Introductory Price:
- £9.99 per module
- Or purchase all 10 core modules for £79 - save 20%
(All prices exclude VAT)
You have 20 days to complete individual modules and 10 months to complete if you buy all 10 core modules together.
Who are these training modules suitable for?
These modules are suitable for anyone selling to another business or organisation. They are for those who want to develop a comprehensive understanding and their techniques for each stage of the sales process to maximise business performance
Core online sales training modules:
Module 1: Steps of the Sale & Qualities for Success
This module defines selling and looks at the steps of the sales process before focusing on the qualities required to be a successful salesperson and what customers expect from you.
- To define selling and the steps of the sales process
- To consider the qualities of a successful sales person and what customers expect from good sales people
- Defining professional selling
- Barriers to buying
- Steps of the sales process
- Qualities of the salesperson
- What organisations expect from their salespeople
- What customers expect from good salespeople
Module 2: Motivations for Buying
This module explores the reasons why people buy and considers how you as a salesperson can turn the product, service or solution you sell into buying motivations.
- To ensure that you understand factors that can potentially motivate customers to buy
- To consider the difference between the attributes of the solution you are selling and the potential benefits for your target customer
- 6 key reasons why people buy
- Benefit concept: features & benefits
- Examples of the benefit concept
- Where do benefits come from?
- Features & benefits of a salesperson
- Selling the generic solution and/or yourself
- Unique selling points (USPs)
- A summary of potential benefits to a business
Module 3: Planning & Preparation
This module considers all key areas for effective sales planning and preparation, the importance of targeting the right customers and the factors that make a target customer.
- To consider all key areas for effective sales planning & preparation
- To consider the importance of targeting the right customers and the factors that make a target customer
- General sales planning & preparation
- Target customer planning
- The process of selecting your target market
- Customer strategy matrix
- 80:20 Rule: Pareto's law
- Qualifying customers
- Pre-Call Research & Preparation
- Objectives for a customer meeting
- Target person - decision makers/influencers
Module 4: Initial Contact & Making Customer Appointments
This module focuses on the structure and techniques for making initial contact with a customer and securing an appointment.
- To consider the structure & techniques for making an approach
- To develop your approach for making initial contact with customers and making customer appointments
- Targeting decision makers & influencers
- Factors that make customers pay attention to salespeople
- Opening statements
- Example cold call opening statements to make an appointment
- Dealing with gatekeepers & reaching the decision maker
- The common responses of gatekeepers & techniques to deal with them
- Making appointments with your existing customers
Module 5: Customer Meetings
This module looks at the key stages of the customer meeting, looks at how to handle the different types of customer, how to open up the meeting positively, the reasons for asking questions and the forms of evidence you can provide to back up your claims.
- To explore the stages of a customer meeting
- To consider the techniques to manage customer meetings
- The various stages of a customer meeting
- The initial greeting
- Dealing with different types of customer
- Opening up the meeting
- example interest building statements
- Reasons for asking questions
- Fact finding
- Considerations for presenting/demonstrating/proposing your sales case
- Providing evidence - the various types of proof you can provide to reassure your customer
- Gaining decisions
Module 6: Sales Questioning Skills
This module reviews questioning and looks at a useful model that will help you to build your sales case. It considers the customers buying criteria and explores a range of questioning techniques you can use to maximise the effectiveness of the questions you ask.
- To examine sales questioning techniques
- To develop a questioning portfolio to help you build your sales case
- A review of the reasons for asking questions
- Types of question
- The WIN-CLIENT Spearhead questioning model
- Example CLIENT questions
- A customer's buying criteria - business and personal needs
- Justifying questions & influencing answers
- Questioning techniques
- Questions to build your sales case
Module 7: Presenting the Sales Case
This module explores the techniques for making a sales presentation and considers the specific techniques for presenting price.
- To explore the techniques for making sales presentations effective
- To consider the specific techniques for presenting price
- Sales presentation techniques
- Key elements of a presentation or proposal
- Use of visual aids in selling
- Demonstrating your products
- Techniques for presenting your prices
- Techniques for presenting a financial justification
- Example of a financial justification
- Providing proof and evidence to customers
Module 8: Sales Communication Skills
This module considers the key sales communication skills required by effective sales people. It reviews the many body language signals that can be observed during a customer meeting and looks at how to respond to these. The hand shake, body position and recommended sales body language is covered and the three types of buying signal are discussed.
- To consider the key sales communication skills required by successful sales people
- To consider the common body language signals, including buying signals, and how to respond to them
- Sales communication: key aims
- receiving information
- Questioning skills
- Clarifying skills
- Giving information
- Understanding body language
- Typical gestures & their meaning
- Reacting to your customer's body language
- Recommended body language for salespeople
- The customer handshake
- Positioning & seating during a customer meeting
- Recognising buying signals
Module 9: Objection Handling
This module looks at the background to objections and the options available to handle objections. This is consolidated by considering the three stages of objection handling before moving on to consider the common objections and how to handle these.
- To consider the techniques for handling objections
- To review the common objections and example answers to these
- Understanding objections
- Options for objection handling
- Dealing with an objection
- Example common objections & best answers
- Dealing with objections when making first contact
- Managing specific price objections
- Objection handling tips
- Techniques for overcoming objections
Module 10: Closing
This module covers the key considerations for closing and gaining the order. It includes a useful checklist and explores trial closing opportunities and methods. It looks at how you can gain commitment and the key closing techniques you can use.
- To consider ways to encourage a positive decision from the customer
- To develop effective closing techniques
- Considerations for closing and gaining the order
- Closing checklist
- Gaining commitment
- Trail closing opportunities
- Trial closing techniques, including examples
- Closing techniques, including examples
- using the right technique for different situations
- Making follow-up calls to close the sale
- Positive endings to meetings
Additional online sales training modules:
Module 11: Planning to Achieve Sales Targets & Territory Planning
This module covers the ten steps necessary to effectively plan to achieve your sales targets.
- To consider the 10 steps of sales planning to achieve sales targets
- To review the key techniques of territory management
- Planning for sales success
- Establishing your business goals
- Reviewing your past performance
- Conducting a sales forecast
- Establishing customer categories
- Establishing the total number of customers per category
- Calculating your selling days
- Establishing the number of visits
- Allocating selling time
- Developing your territory plan
- Tips for territory planning
Module 12: Managing Sales Time
This module covers the techniques for effective management of precious sales time.
- To review the principles of effective management of sales time
- To review a number of proven techniques to maximise your sales time
- Why managing your time is so important
- Balancing your time
- Managing travel time
- Managing administration time
- managing customer service time
- Control of time
- More time management techniques
- Planning & Prioritising
- Efficient Selling
- Overcoming procrastination and perfectionism
- Working to deadlines
- Managing paperwork
- Managing people who waste your time
- Staying efficient
- Continuous improvement tips
Module 13: Managing the Long Sales Cycle & Selling to Multiple Decision Makers
This module looks at the special approach needed to sell when there is a long sales cycle and multiple decision makers.
- To review the steps of selling when there is a long sales cycle
- To learn how to sell when there are multiple decision makers involved in the buying process
- The structure of the long sales cycle
- Prioritising prospects
- Initial contact
- The DEVICES model for qualifying
- Requirements & buying criteria
- Involving key decision makers
- Understanding the decision making team
- Understanding the basis of decision
- Getting board member approval
- Key drivers
- Using prospect progress records
- How likely are you to land the order?
- The presentation & proposal
Please see the on line training page for details of the format of our online sales training modules
How to Order
If you are ordering for yourself there are three ways to purchase the online sales training modules:
1) Simply complete the order form on the right of this page with your details.
2) Contact our office by telephone (01608 644144) and ask to speak to one our Customer Service Advisers.
3) Email us at email@example.com with your requirements or to request a booking form, which we will send by return.
On receipt of your order you will be sent an invoice. Once payment has been received you will be sent an email with your unique pass key so you can immediately access your online modules. If you choose to pay by credit/debit card then your invoice will contain a secure link so that you can pay via PayPal.
If you are a corporate customer and require training for multiple users, please see the corporate online training section for purchasing options and ordering details.
Terms & Conditions
Each pass key is for one user only and the user’s name must be entered to access the modules.
Each pass key can be used by the named user on up to three devices, but not simultaneously.If Spearhead detects that pass keys are being used by multiple users, the pass key access will be removed immediately.
Reproduction or re-use of the material for anything other than personal use is strictly forbidden. Spearhead material cannot be used for any other purposes.
Why choose online sales training
There are eight reasons why you should choose Spearhead's online sales training modules:
1. Easily adapted into a busy work schedule
Online training can be easily adapted into a busy work schedule as it is convenient and readily accessible giving you the option to use it anytime and anywhere. As a result it allows you to save time as well as minimising logistic costs.
2. Maximises learning
The course has been designed as a series of short modules which individually take around 40 minutes to complete. Learning using short modules maximises learning whilst also decreasing potential disruption to the working schedule.
3. Lower cost than traditional training
Online training is lower cost in comparison to traditional training methods, thereby saving money and making training budgets go further.
4. Training to suit individual learning pace
As individuals we all have a different pace and style of learning. Our online training allows for individuals to privately complete the material covered in each module at their own preferred speed.
5. Blended learning
This method of training can also form part of a blended learning approach to support other training interventions and maximise the efficiency of other development activities. They are a perfect way to reinforce tutor led training courses.
6. No software is required
The material is cloud based and no specialist software is needed to access or use the material. Simply access the training from your laptop.
7. Suitable for the modern world
Our online training is aligned with modern learning methods, where the internet is used in everyday life to gain information.
8. Easy to use
Each of our modules has been specifically designed for ease of use and with the minimum amount of administration required.
Overall our online training is a great way to improve performance with minimum cost in respect of time and money.
Please see the on line training page for FAQ's
"Very relevant to helping me in my new role."KS MBA Polymers
"All areas were explained really well"JB John Guest
"Whole day was well laid out. Tutor was very clear and concise."PH Glazpart
"There was a lot of interaction with the other delegates which was very good way to learn"LT Kidde Safe