Tactical Selling Skills
Tactical Selling Skills training, that'll boost your performance
It’s no secret that scientifically minded customers are hard to sell to.
They’re challenging, they’re sceptical and with information at their fingertips, they’re more informed than ever-before. Coupled with a highly-competitive marketplace, where so much of the B2B buyer journey is handled without speaking to a sales rep, it can be difficult to begin navigating such a complex landscape.
Whether you’ve just entered your first sales role, you’ve started a brand new sales job or simply need a refresher, our tactical selling skills training will show you how to sell successfully in a complex marketplace and hit the ground running.
What will you learn?
Check out the full agenda and learning objectives below.
Introduction and setting the scene
Reviewing the purpose of the program.
The concept of our comfort zone
The necessity to move outside your comfort zone on a continuous basis.
The relationship between change and success.
The importance of goal setting.
Focusing on the areas where we can obtain the greatest return.
The sales process
Appreciating the value of a well-executed sales process.
The importance of harmonising with the customers buying process.
The characteristics of a healthy sales funnel.
Best practices in sales opportunity management.
The importance of rigorous qualification from lead to sales opportunity.
Applying rigorous qualification to our current opportunities.
Planning and prioritising
Developing a customer classification framework.
Effective use of your scheduler and a customer call plan.
How to prospect effectively.
Using the best sources available to us.
Understanding the types of calls we make.
Setting achievable objectives for each call type.
The use of scripts.
Getting past the gatekeeper.
Techniques for handling the most common objections.
Opening, leading and controlling discussions
Questioning and listening techniques.
A framework and structure for our conversations.
Key considerations for successful joint visits or calls.
Qualifying and establishing the customers’ requirements
Understanding customer needs at more than the technical level.
Going beyond the superficial level of needs to give us a competitive edge.
Identification of and working with the customers buying and decision making processes.
Opening up a sales call professionally.
Solving the time dilemma
Getting organised and setting priorities.
Planning our time effectively.
Effective use of a calendar, email and to do list.
Individual report back exercises
Report back on progress made by applying key learning points and agreed actions and commitments.
Presenting our offer
Understand the difference between features, advantages and benefits.
Presenting our offer in terms of customer stated benefits.
Managing the price conversation
How to introduce price.
Effective conversations with purchasing.
Handling the price objection.
Closing the sale
Understanding the key principles for success.
Spotting buying signals.
The words we use.
Handling the price objection.
Asking for the order.
Self-analysis for self-development
Setting goals for focussing our personal development.
Analysing performance and challenging ourselves.
Climbing the sales experience ladder.
Appointing an ‘accountability partner’.
Identification of key learning points from day 3 and the sales situations where they should be applied.
Preparation for the future.
Identification of opportunities for further report back exercises in your own organisations.
Finalising your goals.
"I’d recommend the course to anyone new to sales and even those who are more experienced looking for advice. Excellent all round! It was all delivered with good humour whilst being light-hearted and engaging but more importantly, very informative about the sales world."
When and where?
The tactical selling skills open program is located in the stunning grounds of the Chesterford Research Park. Lunch is included as well as free refreshments throughout the day.
We run the tactical selling skills program multiple times throughout the year.
Book now to find a time that suits your schedule.
Who should attend?
If you are an experienced sales professional seeking to build upon your professional selling skills then our advanced strategic selling skills program could be right for you. Find out more here.
Need more convincing?
Meet the trainers
Back in 1998, Jonathan Cooper co-founded george james ltd. with business partner Neil Burns. Now, Jonathan’s primary focus is the delivery of sales and commercially focused training, leadership development and one to one coaching and mentoring programs.
Pru has dedicated over a decade to training, coaching and mentoring individuals and teams in the science and technology sector. Currently, she runs both the open programs and in-house tailored training programs as well as offers one-to-one coaching and mentoring.
As a senior trainer, Steve runs both the open and tailored training programs covering all aspects of sales and sales leadership. Steve also provides one-to-one coaching.
Pascal Le Floch-Riche
Pascal runs both the open programs and in-house tailored training programs while delivering complementary individual coaching and mentoring in both French and English.
As a senior trainer, Steve runs both the open and tailored training programmes covering all aspects of sales and sales leadership. Steve also provides one-to-one coaching.
Before spending 30 years in sales, sales management and general management roles, Steve graduated with a bachelors in chemistry and spent several years working in the synthetic organic chemistry world. This blend of science and commercial experience allows Steve to provide unique insight into life science, analytical instruments, general laboratory equipment and precision industrial sales.
Steve has a particular interest in channel/distribution management and hybrid remote/face to face selling. In addition to his roles and responsibilities at george james ltd, Steve is a co-director of a wedding photography business, which has sparked a curiosity into the power of social selling.
“In my previous life as a sales leader, I discovered that facilitating my team members to grow and develop was a big passion of mine. This led me to a successful career in sales training. I firmly believe that with the right approach and support we can all achieve our potential – and even surpass our own expectations!”
Ever attended a commercial or sales training program but felt like the trainers don’t understand the nuances of your industry? Having had thriving careers in the science and technology industry, with decades in similar roles to you, as well as years of experience as successful sales coaches, you can be confident that our coaches know the ins and outs of your market.
Have a question about one of our services?
Not sold on sales training quite yet? If you want a little more information or just fancy a chat about our services, fill in the contact form or send us an email firstname.lastname@example.org and we’ll get right back to you.
Or sometimes it’s easier to just pick up the phone and give us a call on: +44 (0) 1494 867655
“The role playing session was extremely helpful in coaching them to use all concepts earlier training sessions to the end: qualification - NAMTCR, how to develop relationship with KOL's, facing competition, handling objections (APIAC), and making great presentations.”