At present we don’t know what you need or why. You may have different requirements based on geography, division, market place, experience, etc.
Until this has been established we can’t offer a programme, because at Growth First we don’t believe in sheep dipping people, it will waste everyone’s time.
However, below is a list of course titles that we can offer, we find that changing the course names to fit with other in-house initiatives really helps support use and ownership, so before committing to a course title give us a call and see how we can customise delivery to suit you.
- Sales Skills at all levels
- Negotiate Skills
- Account Management
- Telephone Training, all disciplines
- Value Proposition Training
- Leadership Skills
- Sales Process
- Developing Sales Strategy, Business or territory plans.
- Presentation skills
- Written communications skills
Below are a number of “corner stones” that can be used to develop bespoke courses for your teams. It is an opportunity to mix and match your teams need to ensure maximum return from the training.
| Business Area | Est. Length |
| Creating a business plan By either creating territories, countries, account or opportunity plans, and then set targets |
3-4 hours |
| Creating a Sales funnel Creating a sales funnel by stage Track opportunities through funnel Understand where prospect is in process Define the key stages in the sales funnel & identify both parties role |
2 -4 hours |
| Creating a decision making unit Who is buying Why are they buying? |
1- 4 hours |
| Who should I be targeting? How do I increase my chance of winning? What common features are there in accounts I have won in the past? |
2-3 hours |
| Telephone training – securing appointments Why are we doing this? Elevator speech – 1 minute sell Market trends/ what is important to different job titles What could I ask. (recap qualification questions) What information could I offer? Creating the challenge statement & question What did we do for them? Reference selling What did it achieve for them? |
2-8 hours |
| Call preparation sheet What is in it for the customer? What is in it for me? How to structure a meeting |
2- 4 hours |
| Questioning technique Qualification questions Closed confirmation questions New Information questions Attitude questions Establishing needs by drilling into issues Getting the customer to take action questions Questions to uncover objections What questions might the customer prepare? |
3-5 hours |
| Creating a value proposition 5 x 5 process Need, Feature, Benefit, Advantage, Prove it. Product, Market sector, Competition, Job role, Geography. |
3- 8 hours |
| Written communication Notes Agendas Minutes of meeting Discussion document |
1-6 hours |
| Objection Handling List 10 objections you face Forms of resistance Why do people raise complaints? How to receive and handle objections |
2 hours |
| Negotiation Skills 5 Golden rules of negotiation. 15 minutes each rule |
2 – 4 hours |
| Presentation Skills | 0.5 -2 days |