Customised Sales Training and Tailored In-house Programmes
Trainers who understand your industry and training that understands your needs.
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Are you facing a set of unique challenges within your business? Or do you need to upskill multiple team members? Maybe you need a training course that aligns with your existing sales process and commercial language?
Then we can bring our sales and commercial expertise to you with our tailored, in-house programs and customised sales training. We take the time to understand your business motivations, values, and processes and ensure our bespoke training plan aligns with your overall business goals.
Book a free consultation.
There are numerous reasons for choosing a bespoke commercial training program or a customised sales training program with George James Ltd.
If you or your business are facing specific challenges or you have particular learning outcomes for your team, then we can align a tailored in-house training programme with those precise needs.
You’ll meet our training team
You’ll meet with our training team so we can get to know your organisation and business strategy, understand your needs, identify any challenges and define the learning outcomes. Since all our trainers have had long and successful careers in the science and technology industry, you can be confident that we’ll thoroughly understand your business and be able to scope out your project quickly and effectively.
We’ll create your training program
We’ll put together a tailored training program that addresses your unique challenges and aligns with your business goals and desired learning outcomes. If required, we can work with your existing sales process, reference and reinforce the use of your CRM system, take into account your forecasting guidelines, and emphasise your standards of performance and behaviour.
You'll review the proposal
Once we’ve put together a proposed training program, you can review the contents and ensure all of your training outcomes are interpreted correctly. If there’s anything you’d like to change or add, we welcome the feedback and can adapt to your needs.
We'll be flexible around your business priorities
Whether you want training delivered remotely, in person, or a combination of both onsite and offsite, we can make it happen. If the training program spans multiple days, we can deliver training at a cadence that suits your business. We’re super flexible and will make sure that training delivery is smooth and straightforward.
We'll follow up
After your training program has been delivered, we’ll continue to support you and your team. We know that a lot of what’s taught in the classroom can be quickly forgotten if not revisited. That’s why we’ll help you review your training and embed the teachings to permanently change the behaviour of your team members – as well as show senior colleagues how to continue to motivate action in their team.
From effective management of the sales process and successful qualification of new leads to accurate generation of forecasts, we can deliver customised training across a wide range of topics.
Decided you need some in-house training, but not sure what topics to cover? Or do you want to know more about the types of training we deliver? Then you’ve come to the right place.
Here, you’ll find a selection of example modules that we regularly cover with our customers and underpin the effectiveness and success of any sales or commercial professional in today’s science and technology marketplace.
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Building a clean and healthy sales funnel
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Monitoring and managing your own performance
Consistently Accurate Forecasting
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Understanding the importance of an accurate forecast
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How to structure an accurate forecast
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Learning your company forecast language
Territory Management & Sales Area Planning
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Using your business knowledge to prepare a realistic sales plan
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Optimising coverage of your territory
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Making the best use of your time and resources
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Working effectively with key internal stakeholders
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Executing your plan
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Successful prospecting methods in the modern, digital world
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Making prospecting fun
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Investing the right amount of time in prospecting
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Losing fast and early as an effective strategy
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Assessing the deal makers and deal breakers
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Identifying relevant stakeholders for effective qualification
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Truly understanding the customer need and its importance in qualification
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Understanding the cost of sale to you and your organisation
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Understand and replace what is missing from a normal face-to-face sales call
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Preparing and planning for sales calls effectively
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Understanding and avoiding common mistakes made during sales calls
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Taking control of the conversation
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Mastering the technology and logistics
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Uncovering objections before they arise
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Managing and overcoming objections
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What are real vs. false objections?
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Use of the IF question in objection handling
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Objection handling and effective use of proof material
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The qualities of a great presenter
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What does a high-impact and memorable presentation look like?
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Identify and avoid common mistakes presenters make
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The key principles for preparing and delivering a high-impact presentation
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Adapting your presentation approach
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Ensuring a clear call for action
Delivering a Successful Product Demonstration
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Plan and prepare for a demonstration with your applications team/support team
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Understand the key principles for a successful product demonstration
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Working with success criteria
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Contingency planning
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Identifying and avoiding the common mistakes
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Gaining commitment and ensuring an effective follow-up
Good negotiation skills are invaluable in helping buyers and sellers avoid conflict and arrive at agreeable deals. As a core competency in sales, it is absolutely crucial that your sales team can negotiate professionally and successfully.
Module topic suggestions:
- The key steps of any negotiation
- Prepare and plan effectively for any negotiation.
- Creating value or sharing value
- What is trading vs. giving?
- Manage the price discussion through the sales process
- What is a WINN / WINN negotiation?
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A planned and systematic approach to (key) account management
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Using data, facts and validated information to support business decisions
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Securing internal and external resources required for success
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Move effectively up and across the hierarchy in an account
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Locking your competition out
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Optimising your professional profile
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Getting the most out of social media platforms
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Creating content for social media: it’s not just for marketing
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Use social media in harmony with other channels
