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Who's this programme for?

Who's this programme for?

This has been designed for those in your team who have an existing level of B2B sales experience. At this level of sales, you’re looking for those small tweaks to your process and skills that will allow you to exceed your targets. This programme is a great tool to move your team from ‘good’ to ‘great’ when it comes to selling your products or services.

What are the learning outcomes?

After completing this course, your team will be able to demonstrate the following behaviours with confidence:

  • Prospecting for new business
  • Managing a sales pipeline
  • Analysing needs effectively
  • Sales presentations
  • Negotiation skills
  • Close using proven techniques
  • And more!
Download the Programme Outline

Courses Included

Author RedSeed

Closing is not always straightforward. It can be a long and drawn out process, however, if you keep at it and have a positive attitude, you should be able to create the desired outcome in the end. By the end of this course, you’ll have some new skills around negotiating a close that will benefit both you and the customer. You’ll also have worked through managing your time and identifying how you can be more productive.

Author RedSeed

Handling objections can be a really challenging part of the sale. When you’ve put in hours of work to create the right solution, it can be easy to feel frustrated by objections. Learn about ways of looking at objections that might arise, and if it’s price, finding out if it’s a value or a budget objection. You’ll also learn some techniques to be able to use a story to strengthen your proposition.

Author RedSeed

There are lots of opportunities to make a great impression and there’s also lots of different ways and environments where presentations take place. By the end of this course you’ll be able to present with ease, being passionate about the solution that you’ve created for the customer. You’ll know how to use your voice to your advantage and to manage any nerves that you have speaking in front of a group.

Author RedSeed

Creating a need with a customer takes a lot of skill. You often have to do it over a longer period of time, where you plant the seed and then wait for that idea and that need to grow. It takes patience and time and technique. In this course, you’ll have another way of creating a need with a customer. You’ll also have new insights into how you can use your body language to your advantage and make sure that you’re not doing anything to hinder or shut down the sale.

Author RedSeed

Having a deeper understanding of what motivates customers can be beneficial when you’re trying to make your initial approach. Learn how to talk about what you do in way that captures your prospect’s interest and makes them want to know more. In this course, we’ll cover ways you can have good insight into how your prospect buys and a way of identifying and dealing with the different personality styles of customers.

Author RedSeed

To qualify a customer, you need to analyse all the information you have, and determine if it‘s a good idea to pursue the business or not. You don’t want to waste valuable time chasing a prospect who will never become a customer, when you could be moving onto your next lead.

Author RedSeed

Although you may now be busy with customers, prospecting is still a fundamental part of selling. To stop prospecting at this stage would be a big mistake. This is the case for all sales roles including key account managers. It’s key to keep that sales funnel full and working for you.

Author RedSeed

Selling is hard work and it demands high energy levels, determination and a lot of patience. It’s not always easy to keep motivated and positive when you get knocked back or don’t make the deals so your mindset is an important part of the equation.