Foundational Selling Skills Program

george james - open programmes - tactical selling skills

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?

Our Foundational Selling Skills program presents the foundations of good selling. From start to finish, we’ll show you how to execute an effective sales process. By the end of the program, you’ll know how to:

Improve your conversion rate from leads to sales by understanding how to apply a rigorous prospecting and qualification process.

Get more face to face appointments by refining your telephone skills & perfecting the art of objection handling.

Be less busy and more productive by planning, prioritising and organising your time more effectively.

Win more sales by understanding how best to present your offer, introduce price & handle the price objection, and ultimately close the sale.

And so much more...

Check out the full agenda and learning objectives below.

Introduction and setting the scene

Understand: the goals of the training course
Learn: to embrace responsibility for your personal development
Outcome: a mindset ready to step outside your comfort zone and achieve personal growth

Why have a sales process?

Understand: how a clear process drives consistency and excellence in sales
Learn: the key stages of an effective sales process and the actions to manage sales
opportunities
Outcome: an ability to use the sales process to your advantage

Qualification mastery

Understand: the importance of rigorous qualification from lead to opportunity
Learn: Our proven tools and techniques for effective leads qualification by applying
them to some of your current opportunities.
Outcome: Confidence in focusing on the right opportunities for success

Planning and prioritising

Understand: the value of organising your workload to optimise performance
Learn: a customer classification framework and how to effectively use your scheduler
and area coverage plan
Outcome: enhanced productivity (work smarter not harder) and a smarter approach to territory management

Key learning points from Day 1

Summarise the overarching principles from Day 1 and their practical applications

Effective sales conversations

Understand: how you can apply a framework and structure to your sales conversations
Learn: techniques for preparation, questioning and active listening to uncover needs
and secure commitment
Outcome: Confidence in having engaging sales conversations that lead to meaningful
connections

Prospecting

Understand: why prospecting is essential to a clean and healthy sales funnel
Learn: how to create and execute a prospecting plan using a diversity of strategies
Outcome: the ability to create a full pipeline for sustained sales success

Telephone skills

Understand: The phone’s role as a key tool in sales communication.
Learn: how to get past the first NO, techniques for handling the most common objections and strategies for securing the next appointment.
Outcome: confidence in using the phone to generate more opportunities.

Skills practice: Solve the time dilemma

Understand: how effective time management enhances sales performance, getting organised and setting priorities
Learn: methods for prioritising tasks and utilising tools like calendars and to-do lists
Outcome: Better organisation and the ability to meet deadlines consistently

Key learning points from Day 2

Summarise the overarching principles from Day 2 and their practical applications

Individual report back exercises

Understand: the value of self-reflection to reinforce learning
Learn: how to share progress and insights with peers and trainers
Outcome: greater accountability and a roadmap for continued improvement

Managing the price conversation

Understand: how pricing impacts decision-making and purchasing
Learn: strategies for introducing pricing and handling price objections
Outcome: Confidence in navigating price discussions with professionalism

Closing the sale

Understand: the key principles that lead to success
Learn: how to recognise buying signals and use effective closing techniques
Outcome: increased ability to close deals with confidence and consistency

Making the most of exhibition attendance

Understand: the unique opportunities that exhibitions provide
Learn: the do’s and don’ts for maximising impact at exhibitions and follow-ups
Outcome: stronger networking skills and better ROI from industry events

Setting your own personal development plan

Understand: the value of continuous learning in career advancement
Learn: how to create a tailored plan for ongoing growth
Outcome: a clear pathway for climbing the sales experience ladder

Key learning points from Day 3

Summarise the overarching principles from Day 3 and their practical applications

Finalise your goals

Uncovering needs
Gaining commitment
Prospecting
Telephone Skills
Time Management
Effective territory coverage
Sales opportunity management
Lead conversion
Margin management
Closing and commitment
Networking

This course is your blueprint for achieving consistent success in your sales career.

When and where?

The Foundational Selling Skills scheduled training program is held in both the UK & Switzerland. The UK programme is located in the stunning grounds of the Chesterford Research Park and in the Hotel Ambassador in Zurich, Switzerland. Lunch is included as well as free refreshments throughout the day.

We run the Foundational Selling Skills program multiple times throughout the year.

Book now to find a location & date that suits your schedule.

Who should attend?

You should consider investing in the Foundational Selling Skills program if you or your team are commercial professionals involved in science and technology sales – such as sales reps, technical support and application scientists.

This program is aimed at professionals who have just entered their first sales or sales support role, started a new sales-related job, have never received any professional sales, or simply need a refresher.

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?

Customers buy from people, not from companies. In fact, numerous studies have shown that a salesperson’s competence is the most important factor affecting the prospect’s decision to buy your products or services.

Not only will training keep your team’s sales skills and techniques sharp and up to date but it also shows your team that your invested in their development. What does this mean? More motivation, better performance, improved sales figures and higher employee retention rates!

If you’d like to talk through any of our training programs in more depth, we’d love to hear from you.

We know the ins and outs of the science and technology industry

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 training@georgejamesltd.com 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) 1697 744804

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