Mastering Modern Sales for New Professionals

Course Overview

Join our five-day course designed for new sales professionals with less than one year of experience.

Day One: Introduction to Sales and Building a Strong Foundation

• Understanding the Modern Sales Landscape
  
  - Sales Evolution: How sales has changed over the years and what it means to be a salesperson today.
  - Buyer Behaviour: Analysing how modern buyers make purchasing decisions and what they expect from sales professionals.
  - Sales Channels: Overview of traditional and digital sales channels.
  
  

• The Sales Process: An Overview
  
  - Sales Funnel: Understanding the stages from lead generation to closing.
  - Sales Cycle: The journey from prospecting to follow-up.
  - Sales Metrics: Key performance indicators (KPIs) and how to track them.
  
  

• Developing a Sales Mindset
  
  - Sales Attitude: The importance of resilience, persistence, and a positive outlook.
  - Goal Setting: How to set realistic and challenging sales goals.
  - Time Management: Prioritizing tasks to maximize productivity.
  
  

• Building Product Knowledge
  
  - Product Mastery: Understanding the product/service inside and out.
  - Market Knowledge: Insights into the industry, competitors, and market trends.
  - Customer Needs: Aligning product features with customer pain points.
  

Day Two: Prospecting and
Lead Generation

• Identifying Your Target Market
  
  - Market Segmentation: How to identify and segment your target market.
  - Ideal Customer Profile (ICP): Creating detailed profiles of your ideal customers.
  - Buyer Personas: Developing personas to understand different types of buyers.
  
  

• Modern Prospecting Techniques
  
  - Traditional vs. Digital Prospecting: The role of cold calling, networking, and social media.
  - Effective Use of LinkedIn: How to leverage LinkedIn for prospecting and relationship building.
  - Content Marketing: Using valuable content to attract and engage potential leads.
  
  

• Lead Qualification
  
  - Qualifying Leads: The importance of distinguishing between leads and qualified prospects.
  - BANT Framework: Budget, Authority, Need, and Timeline as key qualification criteria.
  - Lead Scoring: How to prioritize leads based on their potential to convert.
  
  

• CRM Systems and Tools
  
  - Introduction to CRM: The role of CRM in managing customer relationships.
  - CRM Best Practices: How to effectively use a CRM system to track leads and manage your sales pipeline.
  - Hands-On Practice: Participants explore CRM tools through guided exercises.

• The Art of Effective Communication
  
  - Communication Skills: The importance of active listening, clear messaging, and empathy.
  - Building Rapport: Techniques to establish trust and build relationships with prospects.
  - Elevator Pitch: Crafting and delivering a compelling introduction to your product/service.
  
  

• Needs Discovery and Solution Selling
  
  - Consultative Selling: Shifting from product-pushing to solution-oriented selling.
  - Asking the Right Questions: How to uncover the prospect's needs, challenges, and goals.
  - Tailoring Your Pitch: Aligning your product/service to meet the specific needs of the prospect.
  
  

• Handling Objections with Confidence
  
  - Common Objections: Identifying the most common objections and how to prepare for them.
  - Objection Handling Techniques: How to respond to objections effectively and keep the conversation moving forward.
  - Role-Playing Exercise: Participants practice objection handling in pairs, with feedback from the instructor.
  
  

• Building Long-Term Relationships
  
  - Relationship Management: How to maintain and deepen customer relationships after the sale.
  - Customer Loyalty: Techniques to turn satisfied customers into repeat buyers and brand advocates.
  - Follow-Up Strategies: Effective ways to stay in touch and add value over time.

Day Three: Engaging with Prospects and Building Relationships

Day Four: Closing the Sale
and Beyond

Day Five: Advanced Strategies
and Course Wrap-Up

Post-Course Follow-Up

• 30-Day Check-In:
  
  - Optional group video call or survey to discuss progress, challenges, and success stories.
  
  

• Ongoing Support:
  
  - Access to a dedicated online community or resource portal for continued learning and networking.
  
  
  
  

• Mastering Closing Techniques
  
  - Overview of Closing Techniques: Review of various closing methods (Assumptive Close, Urgency Close, etc.).
  - Selecting the Right Technique: How to choose the most effective closing method based on the situation.
  - Closing Scripts: Developing and practicing closing scripts for different scenarios.
  
  

• Handling Final Objections and Negotiating Terms
  
  - Last-Minute Objections: How to address objections that arise right before closing.
  - Negotiation Skills: Techniques to negotiate terms without compromising on value.
  - Win-Win Outcomes: Ensuring both parties feel satisfied with the final agreement.
  
  

• The Follow-Up Process
  
  - Importance of Follow-Up: Why follow-up is crucial to securing and solidifying the sale.
  - Best Practices: How to follow up effectively without being pushy.
  - CRM Integration: Using CRM tools to automate and manage the follow-up process.
  
  

• Closing with Confidence
  
  - Mindset and Confidence: How to maintain a positive and confident approach during the closing phase.
  - Live Demonstrations: Instructor-led examples of effective closing techniques in action.
  - Interactive Practice: Participants close simulated deals with peers, receiving constructive feedback.

• Advanced Sales Strategies
  
  - Complex Sales: Approaches for handling complex or high-stakes sales scenarios.
  - Multi-Channel Selling: How to integrate online and offline channels for a cohesive sales strategy.
  - Sales Automation: Leveraging technology to streamline and enhance the sales process.
  
  

• Managing Sales Performance
  
  - Self-Assessment: Techniques for evaluating your own sales performance.
  - Continuous Improvement: How to set goals for ongoing development and success.
  - Peer Review: Participants review each other's strategies and provide constructive feedback.
  
  

• Creating a Personalized Sales Plan
  
  - Developing Your Plan: Participants create a detailed sales plan tailored to their market, product, and style.
  - Group Feedback: Peer and instructor feedback on individual plans.
  - Refinement: Final adjustments and improvements based on feedback.
  
  

• Course Recap and Key Takeaways
  
  - Comprehensive Review: Summary of the entire course, highlighting key concepts and strategies.
  - Participant Presentations: Volunteers share their personalized sales plans with the group.
  - Final Q&A Session: Open floor for any remaining questions or clarifications.
  
  

• Certification and Closing Remarks
  
  - Certification Ceremony: Distribution of course completion certificates.
  - Closing Remarks: Final words of encouragement and tips for continued success in sales.
  - Networking Opportunity: Participants are encouraged to exchange contact information and stay connected.

Master Modern Sales Techniques

This five-day course provides a comprehensive foundation in modern sales techniques, ensuring that new sales professionals are well-equipped to succeed in today’s competitive business environment.

Rated 5 stars by participants

★★★★★

Course Feedback

Discover how our sales course transformed new professionals into confident sellers.

This course provided me with essential skills and confidence to excel in sales.

Alex Johnson

Manchester

I gained practical techniques and insights that helped me succeed in my first sales job.

Maria Smith

London

★★★★★

★★★★★

Get in touch to learn about our sales course details.