company sales training

SALES TRAINING FOR B2B SPECIALISTS THAT WILL:

help your team spot, create and seize sales opportunities

show them how to plan, practice and deliver confident and successful sales pitches and demos

challenge your team to think differently when it comes to sales and customer interactions

Sales Training Key Skills - Pitching, Negotiating, Communicating ....

OVERVIEW

Sales training is about commitment. 

From those who attend and those who decide its needed.

Bringing someone like me in to deliver a sales training day or virtual programme only works if it is followed up by sales management. 

Otherwise the momentum, energy and enthusiasm the training creates quickly wanes. 

Before you hire me be sure you will commit to following up and maintaining momentum. 

KEY SALES SKILLS COVERED:

  • Making connection and starting conversations
  • Building Relationships inc People Skills
  • Asking Big Questions and Listening
  • Anticipating and establishing future needs of current customers 
  • Creating and Spotting Opportunities 
  • Being Proactive 
  • Gaining ‘Mini-Commitments’
  • Understanding the Customer’s Buying Process
  • Offering Alternatives – Negotiation Skills
  • Sales Pitch Delivery Skills –
  • Asking for the Order
Sales Training - who is it for?

WHO IS IT FOR?

This sales training is aimed at those in the B2B sector who are responsible for generating sales via any of the following: 

  • Existing Clients 
  • Potential Clients 
  • Networking Contacts 
  • Sales Pitches 
  • Product Demos
  • In-Person or Virtually 

The sales training can be either 1 day in-person or a flexible virtual programme. 

company sales training - ONE DAY in-person OR virtual?

  • The One Day in-person programme enables delegates to bounce ideas of each other, be part of an interactive session and practise some of their sales skills. Note this is designed for those undertaking face to face sales either in-person or virtually, it’s not for telephone sales. 
  • The Virtual programme works best for organisations who have sales people based in different places. The core programme is 4 ninety sessions one week apart. Note this is designed for those undertaking face to face sales either in-person or virtually, it’s not for telephone sales. 

ONE DAY IN-PERSON PROGRAMME - outline guide

MORNING

AFTERNOON

9.30 – Welcome – outline of day – intro to the CROPS sales model – explanation of the sales challenge for the day – it will involve pitching one of your products or services. 

9.40 – 60 second elevator pitches – what do you do? – delegates briefed in advance and advised to prepare for this.

10.00 – CROPS sales model – Part One – The inner and outer circles plus steps One and Two – Making Connections, Building Relationships

11.00 – Break – think about and start to sketch out your 2 minute sales pitch  

11.20 – CROPS sales model – Part Two – Spotting and Creating Opportunities – Preparing your sales proposal.

12.20 – First work on your two minute sales pitch thinking about and using what has been discussed in this morning session.  

13.00 – Lunch break – grab some food and work on refining your pitch – especially content, structure and flow. 

13.40 – CROPS model Part 3 – Clinching the Sale – bringing everything together – sales pitch delivery, handling questions, listening, gaining mini-commitments, negotiating, asking for the order….

14.40 – Sales pitch delivery practice in pairs. This is the last chance to make any refinements and to check on the timing. 

15.15 – Draw for pitch delivery followed by Break.

15.35 – Pitches delivered – this will be to everyone including ideally those who organised the presentation training. Facilitator will do introductions. Feedback and discussion. 

16.45 – Round up of day and key points to takeaway plus what to do next.

17:00 – Finish

5 step 'CROPS' sales model

Above is a short video to give you a feel for the content of the training programme. It’s in the style of the summary video delegates receive at the end of either the one or two day programme. 

On the left is a copy of the CROPS sales model we will be using to help ensure delegates deliver confident and successful day to day sales interactions and sales pitches. 

HERE'S WHAT ELSE IS INCLUDED......

BEFORE THE TRAINING

20-30 minute Zoom Call with  Management to confirm why the programme is needed and the desired outcomes. 

Delegate Briefing – so they understand what to expect, what the desired outcomes are as well as details of the 60 second elevator pitch and the 2 or 3 minute presentations they will be creating and delivering on the programme. 

Delegates will be given checklists and notes at the beginning of each programme and a 10 minute summary video of the key points afterwards. 

AFTER THE TRAINING

20-30 minute Zoom Call with  Management to gather feedback and agree how to ensure momentum isn’t lost.

30 minute group sessions x 2 – two weeks and four weeks after programme delivery. Zoom sessions which delegates will be encouraged to attend. An opportunity to remind of key points and discuss any forthcoming presentations. 

Key Presentation 30 minutes – on Zoom – an opportunity to go through a key forthcoming presentation or pitch.

what do you need to provide?

VENUE AND KIT

REFRESHMENTS AND LUNCH

An in-house or off-site room that  is big enough for 8 delegates and comes with a screen and projector.

Break out space ideally for when the delegates will be practising their sales pitches in two’s or three’s. 

Tea, coffee, water and biscuits – maybe also fruit / nuts – available all day for whenever delegates need it. 

A light lunch – ideally not sandwiches (the bread can make some people feel sleepy rather than energised in the afternoon)

VIRTUAL PROGRAMME - outline guide

20-30 minute Zoom Call with Management to confirm why the programme is needed, who is likely to be attending and why, and the desired outcomes. 

Four 60-90 minute sessions delivered on Zoom one week apart. The final session will involve delegates delivering a 2 minute sales pitch they will have worked on during the programme. 

Delegates will be provided with a mini e-book of key notes, copies of grids used, any checklists used and exclusive access to a 10-12 minute video that summarises the key points..

Post programme follow up 20-30 minute Zoom call with management to discuss what needs to happen to maintain momentum.

Four weeks later – 45 minute Zoom call with delegates to discuss what has happened since in terms of their presenting or pitching – this call is an opportunity for them to be reminded of the key points of a successful sales pitch and to help maintain programme momentum.

Eight weeks later – 45 minute group coaching Zoom call with delegates to discuss what has happened since – and an opportunity for them to be reminded of the key points of a successful sales pitch.

Key Sales Pitch Coaching call – within the programme package are two 30 minute Zoom calls to provide advice and assistance for a key sales pitch that is due to be delivered. I will act as the audience and provide feedback on content, flow, style and questions management. 

your investment in either programme includes:

  • Pre hire Zoom call to discuss needs
  • In-person delivery of programme for between four and ten delegates
  • Travel within UK and accommodation
  • Programme materials including e-notes, grids, checklists, summary video
  • Follow up sessions on Zoom with delegates and management 
  • Key sales pitch coaching sessions on Zoom

your investment in your team:

One Day Programme - £1570 +vat

VIRTUAL programme - £1870 +vat

Here's a bit about me...

Trevor Lee

I did my first business presentation in 1983 to a company called Bracebridge DIY. They said yes to my advertising proposal and I realised at that moment how important presentation skills are to business success. Since then I’ve delivered, and still do, business presentations of all types whether 1:1 or to large audiences.

I love though helping business people like you make the most of every opportunity you get to present or pitch, including virtual ones, ensuring you are confident and well prepared. 

All of what I will share with you during the training programmes comes from a combination of my own presenting experience, watching others present, coaching others to present and from the tips, advice and insights my guests on the Better Presentations More Sales podcast have shared. 

Better Presentations - More Sales Podcast - every Monday

Ranked 5th in FeedSpot’s Best Global Presentation Podcasts 2022 and 3rd in UK Top Sales Podcasts

Top presenting and sales tips and ideas from an array of global guests.

Download for free on your usual podcast App. Thanks for listening!

7 steps to successful presentations book - available now

My latest book came out in the summer of 2023.

It is packed full of presenting and pitching tips and ideas including bonus chapters on team presenting, your first presentation, elevator pitches and following up. 

All proceeds from the book go the Children’s Hospice South West