sales & INfluence

Excellent, bespoke sales training can sometimes seem elusive to find. At Galvanise, we have developed our sales training courses combining industry standard best practices and cutting edge neuroscience to bring your team members the most successful and proven sales techniques and set them up for maximum success.

Our programmes aim to give your salespeople structure, insight and confidence recognising the important role of mindset in a successful sale. We go above and beyond to help empower your salespeople by giving them the essential skills necessary to accelerate their sales career and enhance your business.

Salespeople are the lifeblood of your organisation and it's critical to ensure that they are able to respond to competitive marketplaces and evolved buyers who expect expertise and value every step of the way.

modules

The Mindset of A Successful Sales Person

The role of mindset, beliefs of success, overcoming limiting beliefs, choosing mindset, tracking your experience.

Personal Gravitas & Branding for Sales People

Self image and projecting yourself as expert, expectations, wants and needs from customers and clients, presenting yourself professionally.

The Sales Process/Funnel

Understanding your sales process, exploring each stage, creating urgency in the sales process, moving prospects through.

Prospecting Skills

The challenges of prospecting in the digital age and how to overcome them. Researching - how to and what to research, qualification, outreach - personalising emails, having conversations, the pro's and cons of scripting,

Qualifying Opportunities

What is sales qualification, sales qualification stages, qualifying questions, working with BANT Criteria, identifying and overcoming objections in the qualification stage, when to disqualify prospects

Outcome Orientation/Setting Goals

The link between outcomes/objectives and performance. Understanding when and how we can use objectives to manage more effectively. Setting outcomes/goals for every stage of the sales process.

Building Relationships

Self-awareness of natural approaches to building relationships, the neuroscience of rapport, personalisation and building value

Consultative Sales Skills

Positioning consultative sales skills, the benefits of adopting a consultative selling approach, positioning yourself as partner/expert, building trust and credibility

Understanding Your Customers' Reality

Developing an ABI and a PBI (active and passive buyer impression): customer goals (personally and professionally), understanding their market and market trends, concerns/challenges/pain points, the customer perspective of you and decision making cycles.

Elevator Pitch/Unique Selling Proposition

Defining your story, sales approaches; ethos, pathos, logos, simplifying your message, customising and personalising your message

Listening Skills

The case for listening, how to: active listening, the perils of listening FOR..., barriers to listening for sales people, summarising & paraphrasing, the power of silence.

Questioning & Probing

Understanding the aims and benefits of the PDP. Mapping the structure and process to support management goals. PDP delivery and follow up.

Flexible Communication Skills

The importance of flexibility in communication, the link to rapport, knowing your own style and preferences, identifying the style and preferences as others, working with others styles and adaptability.

Language Patterns

The language of influence for sales people, tips and tricks, mirroring and matching language, buzz words and email strategies that really work.

Influence With Elegance

Mindset of influence, what makes someone influential? How influential am I? Circles of influence. Cialdini's principles of influence and their real-world application, being influential.

Sales Approaches: Competitive/Win Back/Upsell/Cross Sell

A deep drive into some of the more challenging sales scenarios - how to sell against competitors, how to win back business you previously lost, how to upsell and cross sell.

Networking Skills

Building your network - in person and online, animating your network and providing value, making yourself memorable and "top of mind"

Negotiating Skills

Leading the negotiation and preparation, conversational dynamics, building value, leverage and levers, creating win/wins, closing the deal.

Objection Handling

Common BANT objections and how to handle them, reframing objections as opportunities, probing deeper and uncovering the gold, moving past objections.

Closing Skills

The Closing Ladder, the decision making cycle, the ABC of closing, asking for the business, closing techniques and approaches