The course uses role-plays and exercises to practice the tools and techniques learned during the course. Delegates are encouraged to bring ‘real-life’ issues or opportunities to prepare for better sales performance on returning to work.

Customization: This course can accommodate account planning and sales processes already in use by a company’s account/sales teams.

Course Outline:
The first part of the course covers the three core areas of selling skills (People, Probing & Applying) and the latter half covers Negotiation (skills and strategy).

The course uses extensive role-plays and practical exercises to practice the selling and negotiation techniques covered. Where applicable delegates will prepare and role-play meetings and negotiations with their own customers applying ‘real-life’ issues or opportunities.

Who is this course for?
New hires into the sales organisation, typically with less than 12 months experience.

This course is also applicable for sales supporting roles, bid managers and pre-sales personnel involved in the selling cycle that typically have less than 12 months experience in the sales/bidding environment.

The course is also an ideal “refresher” for experienced sales people and an opportunity to practice techniques in a simulated environment.