Executive Sales Training

There is a direct link between the quality of sales training received by executives and their long-term performance. Sales executives may possess a natural talent for engaging people, but that doesn't always translate to high-performance results.

Sales training from Process Selling provides executives with the structures, knowledge, and skills that complement their innate talent and helps them to become sales champions.

Executive Sales Training improves sales performance, and consequently, increases revenues, profits, and growth. In addition, it builds morale, reduces staff turnover, and has a lasting positive impact on customer relations.

• Understand the concept of Process Selling
• Learn how to conduct high-level Lead Qualification
• Learn how to Engage deeply using the TRACER model
• Understand the meaning of Conversational Questioning
• Learn how to execute the 5-Whys questioning model
• Become effective at Time Management
• Realise the power of knowing your Conversion Ratios
• Learn how to overcome Disruptive Behaviours 
• Learn how to plan an Engagement 
• Learn how to execute the art of Active Listening
• Understand Buyer Need and if Urgency is attached to it
• Understand the Buyer Circle and how to navigate it
• Learn how Budget can mean different things to different people
• Understand the true meaning of Closing a sale
• Learn how to execute a Closing Plan
• Understand how best to Present your Product/Service/Solution

Precourse Work

Precourse work is designed to prepare participants for the learning experience by establishing prerequisite components that are unique to particular participants, so they maximise learning time.

Instructor-led Online Training

Designed to complement the classroom component by providing information on topics that are more theoretical, in advance of practical classroom workshops.

• Restricted to 2-hour sessions
• Restricted to 16 participants
• Zoom Meetings platform, not Zoom Webinars, so participants can interact

Classroom Workshops

• Classroom training commands the full attention of learners, they are less likely to be distracted.
• Learners learn not only from the trainer but from each other, benefiting from shared experiences.
• Bringing learners physically together reinforces the concept of teamwork, everyone is in this together.
• Classroom training helps to strengthen working relationships and information sharing, by building rapport and relationships between colleagues who may be physically distant most of the time.
• The trainer is more aware of learners' levels of understanding or engagement and is positioned to intervene to address these issues.
• Although breakout rooms can be facilitated in online training, in the classroom environment, physically getting up and moving around, energises people.
• Classroom training can heighten the value learners attach to the training, in that it clearly represents a significant investment by their employer in their development.

Our classroom offering

• 1-day events
• 6 to 16 participants
• Across the UK and Ireland
• Highly interactive
• Snacks and refreshments provided

Postcourse Reinforcement

While participants implement their learning in the field, they are not alone. For a period of four weeks, they will have access to their instructor at various levels depending on the course options they choose.