johnpc ltd

Henry Morgan House

Industry Rd

Carlton, Barnsley

South Yorkshire

S71 3PQ

Email: john@johnpc.co.uk

Tel: +44 (0)7595 745177

Bespoke Sales Training Workshops

Improving Skills and Capability

Our bespoke sales training workshops are designed to make your salespeople more successful by improving their skills and increasing the professionalism of their approach in the eyes of your customers and prospects.

Using a structured framework within which the content is tailored to your needs and requirements, our sales training workshops focus on your organisation, your marketplace and overcoming the specific challenges your salespeople face.

Our aim is to enable your sales people to improve their skills and application through all the steps of a complex sales cycle, including,

  • Planning the perfect customer meeting

  • Objection Handling

  • Effective Negotiation

  • Successful Sales Campaign Management

  • Key Account Management.

Our 5-stage targeted development and delivery approach enables our customers to implement bespoke sales skills training that is relevant to their organisation, shows tangible results and can be embedded into future activity.

To ensure maximum impact, future embedding and return on investment, delegates attending our sales skills training apply the content, skills and methodologies to their own prospects and customers during the workshops.

*Coaching and mentoring services can be provided independent of engagement with bespoke sales skills training.

 

Please scroll down to find out more or get in touch if you have a specificsales skills gap that you would like to address through a bespoke sales skills training workshop.

Perfect Customer Meetings

Focused on improving the return on investment from time spent face-to face-with prospects and customers. 

This workshop improves the skills required to prepare the structure of customer meetings, identify the best fit communication styles, achieve your objectives and the benefits of rigour in preparation.  

 

The core focus points of the workshop are,

  • Establishing and achieving meeting objectives

  • Aligning communication to personality styles

  • Effective questioning and active listening

  • Pre-meeting planning and post-meeting action management.

.

The content includes a bespoke Customer Meeting Management planner designed to your organisation's specification that the attendees will work with during the workshop.

Sales Campaign Management

Focused on establishing a consistent methodology for gaining insight into competitive sales opportunities.  

This workshop provides a process that can be used on any competitive sales opportunity your sales people are currently working and for virtual team sales campaign planning, input and review.

The core focus points of the workshop are,

  • Robust opportunity qualification

  • Identifying key players and their buying roles

  • Surveying and understanding the competitive landscape

  • Establishing key points of competitive advantage

The content includes a bespoke Sales Campaign Planner designed to your organisation's specification that the attendees will work with during the workshop.

Effective Negotiation Skills

Focused on the processes and methodologies required to maximise the value from any sales opportunity.

 

This workshop improves negotiation process awareness and how to position outcomes as win-win for both your organisation and your customer.

The core focus points of the workshop are,

  • An introduction into the key processes of effective negotiation

  • Negotiating tactics and when (and when not) to use them

  • Planning a BATNA, ZOPA, LDO and BPO

  • Sources of negotiation power, constants and variables

   ​​

​During the workshop the attendees will practice negotiation skills, both individually and as a group.

The content includes a bespoke Negotiation Planner designed to your organisation's specification, that the attendees will work with during their practice sessions and role plays.

Objection Handling

Focused on practical methodologies for identifying real and hidden objections during customer conversations

This workshop improves the ability of salespeople to apply techniques to (where possible) identify and overcome objections and challenges preventing progress towards their objectives..

The core focus points of the workshop are,

  • Identifying real and false objections

  • Active listening, what it is and how to use it

  • How to choose the right questions and when to ask them

  • Utilising the APAC and FFF models.

The content includes objection scenarios designed to your organisation's specification that the attendees will work with during their practice sessions and role plays.

Key Account Planning

Focused on establishing a consistent methodology for gaining insight into existing and prospective key accounts.  

This workshop provides a structured framework for key account planning, acquisition, retention and growth and provides a mechanism for virtual team key account plan input and review.

The core focus points of the workshop are,

  • Mapping the terrain

  • Determining our strategic position in the eyes of the customer

  • Plotting the strength and depth of our key contact relationships

  • Establishing our level of opportunity readiness.

The content includes a bespoke Key Account Planner designed to your organisation's specification that the attendees will work with during the workshop.