Sales training
Based on your commercial strategy, we train and develop the sales force to maximize the impact of sales efforts.
Sales organizations often want to initiate sales training to achieve quick results. That can be fine, but for it to truly have an impact and deliver long-term results, we need to view sales training as a lifestyle change. It requires ongoing training and a consistent effort so that new behaviors turn into new habits.
We can help with:
Training in sales methods: We are specialists in the most widely used sales methods, such as Value-Based Selling, Solution Selling, Insight-Based Selling, Challenger Sales, Co-Creation Sales, and Consultative Selling. We have more than 25 years of experience in helping you drive behavioral change through sales training.
Needs assessment: We develop salespeople’s competencies in needs assessment by training them in questioning techniques, active listening, empathy, and curiosity. We provide you with simple tools and train you to improve your skills.
Argumentation: We help you identify arguments that make a difference in the customer’s buying decision and train salespeople to make your customers choose you over the competition.
Solution presentation: Training salespeople to confidently build and present solutions and proposals to customers in an engaging way.
Closing techniques and objection handling: Ensuring that salespeople can close the deal and have the necessary skills to handle objections effectively, based on your sales methods and with simple tools.
Stakeholder management: Particularly complex buying processes require precise management of numerous stakeholders, and we help you develop those competencies.
Mental resilience and emotional intelligence: Mental strength and high emotional intelligence are crucial for salespeople’s performance and their ability to thrive in a demanding environment. We help you build a sales force with strong mental resilience and high emotional intelligence.
Insights: Training in using insights in sales dialogues to activate customers’ needs and help them see value and opportunities they hadn’t recognized themselves.
Lead management: Ensuring that the salespeople have the tools and competencies to fully capitalize on leads, including qualifying and processing leads towards meetings, proposals, and orders.
Here are some examples of how we’ve supported organizations:
- Converting more leads to sales and selling additional services for a major car dealer.
- A global 12-month sales training program in Challenger Sales for a trading company.
- Course in partnership sales for a SaaS (Software as a Service) company.
- A training concept for Denmark’s largest professional network, enabling them to train sales skills weekly.
- Training and development in consultative selling within the financial sector.
