Training Proposal

Sales Training
Training proposal

A training plan for your organisation

What is Sales Training?

The purpose of Sales Training is to learn how to persuade “potential-buyers” to buy.

Sales training is important because you need people to say, “Yes” to your proposals.

Sales training is made up of subset skills: Making a good first impression, analysis of
customer needs, presentation and explanation of your products, answering possible
objections, persuasion, negotiation and customer service.

Sales skills are not “innate natural talents”. Sales skills need to be consciously learned
and practiced until they become second nature.
All organisations need to be, to some degree, Sales Organisations.
……

Sales Training Course Content and Objectives

Sales is based upon a six-part model.

1. Introduction: First contact
2. Analysis: of customer needs
3. Presentation of your solution in relation to their needs
4. Answer questions or objections
5. Guide the prospect to a decision to proceed. (Close the sale)
6. Ask for referrals, add-on sales and repeat business.

Sales model relies on communication skills.

1. The proper use of words.
2. Listening skills.
3. Good memory
4. Good note taking skills.
5. The proper use of voice tones.
6. The proper use of body language.
7. A positive mental attitude.

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Training proposal

How many people are doing the training?

Numbers of staff to be trained: To be confirmed.

When will the training take place?

To be arranged.

Where is the training ___location?

In-house.

What is the content of the course?

The content of the course is set out as follows:

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Training proposal

Sales Training AM - Our goal is to master this six-step sales sequence:

1. Make First contact:

Introduce yourself with smile
'Have a hook’: You need to gain their attention.
How are you going to gain their attention?
Subset point: Qualification: Is this prospect a serious contender for your time?

2. Analysis of customer needs:

This is the most important step in the sales process.
You must find the gap that exists between 'What the buyer has now' and 'What the
buyer wants for the future'
That gap represents both 'the customer needs' and 'your sales opportunity'

3. Presentation of your sales solution:

Only now, when you have identified the customer’s needs, should you propose your
sales solution.
Show how your product will give them what they want, and will represent excellent
value for money.

4. Answer questions or objections:

Iron out any wrinkles in their understanding of your sales solution.
Eliminate any ambiguities.
Remember that any unanswered question in their mind will be sufficient to stop
them progressing.

5. Close the sale: Ask for a positive buying decision:

Don’t hang back.
Ask a closing question.
Gain commitment to either:
Buy your solution or
Move to the next stage of the sales process

6. Add on and multiply:

When you have made the first sale, then ask them to look at other related items on
your list of possible services.
Your goal is to sell them more than they originally came for.
And then reap the referrals!
A referral is a fresh lead: a person that your original customer knows who may be
interested in your service, and to whom your prospect can put in a word for you.

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Training proposal

Sales Training PM - Develop your personal communication skills

You communicate through three channels:

• Your words
• Your voice tones
• Your body language

Learn the use - and abuse - of language

• Good speech habits
• Some bad speech habits
• Harness the power of intelligent questions
• Expert sales people ask question
• Expert sales people listen MORE than they speak.

Be aware of three common mistakes

• Spending too long talking about your own company
• Acting too friendly, too soon
• Making too many jokes. Trying to be funny

Become more aware of your voice tones

• Pitch: Lower voices have more authority
• Pace: Don’t be a fast talker. Slow down
• Volume: Middle ground is best. Not too loud, nor too timid
• Accent: Some accents have a negative effect on the mind. You may have to
moderate your accent.

Use your body language more effectively

• Appearance. How you dress
• Handshake
• Eye contact
• Facial expression (smile)
• Hand and arm gestures

Create and sustain a positive mental attitude

The right attitude is the secret ingredient of all successful sales people.
• Nobody likes a grump
• Cynical pessimism will cost you
• Rational optimism will earn you more sales

Feedback and learning the lessons

Summary and close

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Training proposal

The training is designed to comply exactly with your requirements:

Your organisation shall provide a fully equipped classroom for the entire duration of
the training course

Corporate Coach Training shall prepare and supply all the course and teaching
materials for the participants. – Yes

The expected number of your organisations participants per course is to be

confirmed. -Yes

Corporate Coach Training shall make its own travel and accommodation
arrangements. - Yes

Corporate Coach Training shall provide a detailed course proposal to meet the YOUR
ORGANISATION requirements as stated - Yes

The proposed course structure shall clearly outline what topics would be covered on
each day. -Yes

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Training proposal

The method of training is as follows:

The training is to be:

• Delivered in an enthusiastic and interesting way that will involve all the delegates.
• Whilst being consistent with the plan, the training must be flexible and responsive
to the needs of the individual delegate group.
• Highly practical, structured and organized.

The training method follows this general pattern:

1. The trainer, gives a clear explanation of the point in question.
2. Then the trainer will demonstrate the principle and gives specific examples.
3. Then, the delegates practice by doing an exercise with each other
4. The delegates practice by doing exercise with the trainer.
5. All points are supported with full written notes to take away.
6. Delegates are asked to write down an associated action, for each point made.
7. (At the end of the day, we have about twenty such actions, from which the
delegates choose six which are the most personally meaningful).

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Training proposal

What are the costs / investments?

In-house course
Daily rate is £1,950 + VAT for up to 20 delegates.
Plus £80 for each additional delegate over 20.
Plus, hotel accommodation for trainer if needed (Premier inn type: not the Hilton!)

The training days are inclusive of:

• Full days training
• Full course notes
• Written action plan to take away
• Access to our post course portal
• Plus, three months’ FREE telephone coaching to answer any on-going questions

Plus, free telephone coaching!

To answer any on-going questions, you will also receive email and telephone support
from your trainer after you have attended the course.

We suggest the following plan of action:

You please send to me:
1. Any amendments or changes you wish to make to the programme.
2. Your thoughts
3. The plan of action

Thank you

Corporate Coach Training Ltd

Walcot House
Parton Road
Gloucestershire
GL3 2JJ

Email: [email protected]
Tel: +44 (0)1452 - 856091

A word from our previous delegates…

For feedback, video testimonials and list of companies that have benefited from our
trainign programmes please follow this link

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