Corporate Sales Training

high performance selling in the corporate business market

This course is one of our standard in-company programmes and can be delivered to your people at a venue and date of your choice. If it is not exactly what you want then we can either create a tailored course based on our extensive library of standard course materials or produce a fully bespoke training course for you. Please call 01608 644144 for details.

 

Only one or two people to train? Then click on one of the following open course options, or consider our coaching service

    Introduction to Selling
    Essential Sales Skills
    Advanced Sales Skills

Course Overview:

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 corporate environment. The programme is highly participative, the course tutor drawing on the experiences 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 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 post course sales plans. 

Programme Contents

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
Managing Your Customer Base
Delegates Post Course Action Plan

Corporate training is an essential component in today’s ever increasing professional business environment. The corporate market place expects to be dealt with by highly skilled salespeople with a professional and consultative approach. This course will equip people with the knowledge and skills required to be successful in dealing with corporate customers.

During the course delegates will develop best practice relative to their own situation and form an action plan to be implemented in the workplace.

Delegates will build a “tool kit” of techniques through carefully designed exercises which includes review and feedback to develop best practice. The course material has been produced though extensive research and development and is constantly updated through Spearhead’s continuous improvement programme.

This course is a must for all professionals dealing the corporate market place. The course will build on delegates existing knowledge and experience with a view to reinforcing the knowledge and skills that they have already gained as well as developing new skills and techniques to add to their existing portfolio. Therefore this corporate training course represents a positive development programme to enhance business performance.

In summary this course represents excellent value for money taking into consideration the small improvement in performance required to repay the cost training. It is one of the most cost effective methods to improve business results. 

Testimonials