Course description
Essential Sales Skills is a programme designed by TLSA for:
- Established sales people in business to business selling who need to refresh existing skills
- People who are new to a business to business sales role.
The programme can be structured to meet the needs of participants in field and office sales roles. The content features:
- The skills and qualities of a professional sales person.
- Personal organisation and planning.
- The Main Beam: a sales structure that combines ten core sales skills.
Additionally the programme features a personal project which challenges participants to activate the content with existing customers.
Upcoming start dates
Suitability - Who should attend?
Essential sales skills is designed for sales people in business to business roles who are responsible for managing existing relationships and developing new customers.
TLSA designed the content to meet the needs of participants who need to:
- Develop or refresh essential sales skills
- Master essential sales skills as part of their career development.
Outcome / Qualification etc.
The aim of the programme is to develop the skills and behaviours participants need to perform as a sales professional.
Programme Outcomes
To deliver this aim, the programme is focused on achieving three outcomes:
1. The Professional Sales Person
To understand the skills and qualities of a professional sales person operating in a ‘business to business’ sales environment.
2. Personal Organisation and Planning
To develop the skills and knowledge to ensure each customer meeting, the business day and the business week is managed in the most profitable and efficient way.
3. Essential Selling Skills
To develop the essential skills participants, need to professionally manage sales opportunities and develop customer relationships.
Institute of Sales Professionals Certification
TLSA is an Institute of Sales Professionals (ISP) certified training organisation. This means our service and materials are quality assured by the UK’s leading professional body for sales and sales management.
Training Course Content
TLSA Essential Sales Skills is structured in four parts:
Part 1: Pre-work Assignment
The pre-work assignment is designed to motivate and engage participants with the programme. The assignment features two tasks:
- The Qualities of the Professional Sales Person
Pre-reading on the skills, qualities and behaviours that make a successful sales person. - Personal Analysis
Based on the pre-reading, participants complete a personal analysis of strengths and development areas.
Participants have the opportunity to review and use the outputs of the pre-work at the ‘Essential Sales Skills’ workshop.
Part 2: Essential Sales Skills Workshop
This is an interactive event in which participants discover the skills and behaviours of a professional sales person.
The workshop focuses on:
1. Personal Planning and Organisation
Every time a sales person meets a customer the individual is given the ‘privilege of the customer’s time’. A badly planned meeting is an abuse of that privilege. Essential Sales shows participants how to professionally plan customer meetings, organise the business week and plan customer management based on potential and profitability.
2. The Main Beam
Participants discover TLSAs ‘Main Beam’ sales model that combines ten core sales into a proven sales structure for managing sales opportunities.
The sales skills covered in the ‘Main Beam’ are:
- Opening the Meeting
- Questions and Active Listening
- Bridging Statements
- Needs and solutions
- Selling benefits
- Managing Objections
- The pre-close
- The Close
- Customer Questions
- Generating Referrals
The workshop features a blended learning approach, featuring presentation, debate, role-play, and syndicates, plus the opportunity to use two of TLSA’s business simulations. ‘Questioning Techniques’ and ‘Overcoming Objections’.
Case Studies
The case studies are a key part of the workshop. Created in the preparation stage, the case studies feature content based on your business.
The objective is to create an experience in which participants apply new learning to issues they face in their personal roles. Working in groups participants are challenged to plan and implement two role plays to test the learning:
- Discovery: how to collate the information needed to understand customer needs and objectives.
- Making the Sale: combing the skills of the Main Beam to deliver and close a professional sales presentation.
Part 3: Activation
In the eight weeks following the workshop participants complete a personal project based on their individual roles.
The project features a series of tasks, which act as a catalyst to help participants:
- Develop sales leadership and management skills
- Test and activate the learning from the workshop in their personal roles
- Embed new practice and ideas as normal business activity.
Part 4: Return on Investment
A measurable return on investment is delivered at a coaching event following completion of the personal project. Individuals present their results to your key stakeholders and TLSA (optional). The event delivers three outputs:
- Activation: ensuring participants activate the learning in their personal roles.
- Evaluation: a clear view of how the programme impacts on business performance.
- Return on Investment: measurable results that identify personal development and the impact on the business.
Reviews
Average rating 5
Delivery Options: Fees
Essential Sales Skills is available for delivery:
- In-house: at your offices or chosen venue for groups of up to 12 people
- Online: in a series of webinars
- One to One: if the programme is for one person this option is available with either a face to face or online delivery.
Please contact TLSA for more information.
TLSA Toolbox
Essential Sales Skills Toolbox
As participants complete the workshop they receive five Essential Sales Skills tools to support them in their personal roles:
1. Personal Planner
A powerful tool that sales people use to ensure customer meetings, the sales day and the business week are professionally planned to deliver the best results for the customer, your business and the sales person.
2. The Main Beam
This model provides participants with a proven structure to engage customers with professionally planned and implemented sales presentations.
3. Benefit Statement Planner
A tool that helps sales people ensure they align benefits with customer needs to create sales propositions that customers want to buy.
4. Objection Planner
A great aid sales people use to plan how they will manage, or pre-empt, the potential objections a customer may raise.
5. Essential Sales Skills Notes
A great resource to revisit the content, the notes are professionally prepared, easy to use and available in digital or printed format.
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