Ability - Strategic Sales Development Specialists

TRAINING PROGRAMMES

Ability runs both open and custom designed training courses mainly focussed on sales teams – sales people, support staff and managers.

Below are just a few examples of how these courses are structured. All of them include significant amounts of participative activity.

Basic Sales Skills

Designed for:

Ø Staff new into selling

Ø Sales staff who need a refresher

Ø Support staff who need to understand the sales role

The course includes:

Ø The importance of professional over pressure selling

Ø How a sales cycle evolves

Ø How to get meetings

Ø The importance of questioning

Ø The importance of active listening

Ø The use of basic NLP and body language in selling

Ø Basic sales oriented presentation techniques

Consultative Selling

Designed for:

Ø Staff who need to work at high levels in organisations

Ø Staff working in an Account Management role

Ø Sales managers generally

The course includes:

Ø Understanding the meaning of value

Ø Understanding how investment decisions are made

Ø Understanding the language of money in a business context

Ø How business decisions are made

Ø Building comparative norms

Ø Building relationships with influencers

Ø Building value-based proposals

Key Account Planning & Management

Designed for:

Ø Account teams who are involved in the key account management process including sales people, pre-sales, management, professional services.

The course involves:

Ø How key account management differs from transactional selling

Ø Segmenting key accounts to understand relationship

Ø Qualifying key accounts

Ø Research and Planning activities

Ø Deal qualification and planning

Ø Building relationships

Ø Understanding key account buying profiles

Ø Managing key account pipeline and forecast activity