Sales Training Courses I Improve & Increase Sales I Flume

Below are a selection of the broad topic areas we teach – but make no mistake, we don’t do off-the-shelf, one-size-fits-all sales training courses! We review your organisation’s entire sales structure and build a bespoke package tailored to your needs. Get in touch today to find out more.

TODAY’S BUYERS AND SELLERS


COURSE DETAILS:

The way clients buy has changed significantly and the strongest salespeople are taking a very different approach. It’s vital to know where you are against the best in the industry to allow you to focus on the most impactful areas to get the best results.

IN THIS MODULE YOU WILL:

  • Understand the significant changes in the way your clients buy
  • Expolore research into what top sales professionals are doing differently
  • See how you measure up against today’s top performing salespeople

Outcome: A structure and approach to excel in sales

MULTI-CHANNEL INTRODUCTIONS


COURSE DETAILS:

Clients are busier with more sales people trying to speak to them than ever before. This is making them more averse to cold calls and in need of something different from the salesperson they choose to prioritise.

IN THIS MODULE YOU WILL:

  • Explore the real (and surprising) objective of client introductions
  • Create the introduction your client needs from you
  • Adapt your approaches for different methods of communication

Outcome: Clients prioritise your conversation over others

QUESTIONING TO CHANGE BEHAVIOUR


COURSE DETAILS:

To act on your conversation, clients need to see why they should shift from their status quo. Just diagnosing needs is not enough, your role is to help the client understand and redefine their real needs.

IN THIS MODULE YOU WILL:

  • Understand why you are asking each question and how to lead the conversation where you need it to go every-time
  • Learn an incredibly powerful framework of questioning to shift beliefs
  • Find out the key approaches for opening your client up

Outcome: A sales conversation that gives your client a new way of thinking

PITCHING


COURSE DETAILS:

Making decisions in B2B is personally risky for your client and trust is key to how they choose. Pitching your company in the right way, aligning your brand with client needs, has become far more important than ever before.

IN THIS MODULE YOU WILL:

  • Understand why your brand exists and how to message this to your client in the most powerful way
  • Learn two powerful and unique approaches to position and pitch your company
  • Come away with a ready to use toolkit for aligning your specific brand

Outcome: Greater client buy-in to your brand and company

PROPOSALS FOR THE DECISION MAKING GROUP


COURSE DETAILS:

The toughest part of the buying process for your client starts when you leave. On average they will need to convince 5.8 other stakeholders with a compelling business case to drive the decision through their business quickly and easily. The right proposal can make this simple and easy.

IN THIS MODULE YOU WILL:

  • Take a deep-dive into the journey a proposal needs to go on and the objectives it needs to achieve
  • Understand the impact your current proposals are having on your clients and what is missing
  • Create a unique and incredibly powerful structure for your proposals which you can use instantly

Outcome: Higher quality proposals which speed up decisions

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SELLING AND CLOSING WITH ASSERTIVENESS


COURSE DETAILS:

However strong your sales skillset has become, your behaviour with a client will always have a huge impact. Clients need to make confident decisions and be persuaded around potential results. The strongest salespeople instil confidence in the client by being proactive and assertive to move the sale through to the close.

IN THIS MODULE YOU WILL:

  • Explore the current impact you have in client interactions and identify work-on areas
  • Learn the most powerful and influential ways to be assertive in your sales conversations
  • Create powerful ways to control the conversation and close

Outcome: Stronger control of the sales conversation and closing process
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TAILORING YOUR CONVERSATION


COURSE DETAILS:

It is two times as likely that a client will buy from you if they can see the personal value to them of your solution compared to the value to their company. Tailoring every interaction to your clients’ world is crucial to make it easy for them to choose you.

IN THIS MODULE YOU WILL:

  • Identify and plan for different contacts in your client-base
  • Create specific client persona’s with do’s and don’ts from the sales experience
  • Consider your current approaches and how you can have the greatest impact on these personas

Outcome: Clients are more connected, engaged and able to take-action from the conversation

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SELLING WITH STORIES


COURSE DETAILS:

Stories are 22 times more memorable than stats and figure. The right stories teach people why to change and how to choose. B2B buyers have to be 2 times more emotionally connected to your brand than B2C decision makers. Stories are your way to deliver an entirely new and enlightening conversation to your client.

IN THIS MODULE YOU WILL:

  • Learn why stories are so powerful in B2B sales and their different uses
  • Find out how to create and structure stories that teach and sell
  • Create real stories for your clients that can be used immediately

Outcome: Salespeople who are able to shift client beliefs at a far deeper level
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CO-CREATING RECOMMENDATIONS


COURSE DETAILS:

It is 10 times more likely a client will buy from you if they are involved in creating their solution. Sharing ownership means they are more likely to drive the decision through their business quickly.

IN THIS MODULE YOU WILL:

  • Understand what makes one recommendation deliver results for a client over another
  • Learn a framework for co-creating recommendations
  • Learn how to run effective creative discussions

Outcome: Greater buy-in to recommendations from clients
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SPEEDING UP DECISIONS


COURSE DETAILS:

Convincing 5.8 internal stakeholders to buy something new is a risk for even the bravest client. Selling internally is not easy and in most cases the likelihood of a deal going through, and going through quickly, can dramatically increase if you work as a team with your client.

IN THIS MODULE YOU WILL:

  • Understand the challenges they will face and what they need to do to make this process seamless
  • Come away with a toolkit for helping your client pre-empt these challenges and partner with you to convince internal stakeholders quickly
  • Identify what actions need to be taken with your different client accounts to speed up decisions

Outcome: Positive client decisions more quickly

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ASSERTIVE OBJECTION HANDLING


COURSE DETAILS:

Client objections are far too frequently caused or strengthened by what the salesperson does, without them realising. Dealing with an objection in the right way – the way a client needs you to will be the difference between a deal closing or not.

IN THIS MODULE YOU WILL:

  • Learn why clients object, how to avoid them, and psychologically what they need from you to overcome them
  • Develop a powerful structure to deal with any client objection
  • Come away with ready-made objection handling toolkits for your most common objections

Outcome: Fewer objections and more consistency in overcoming them

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PLANNING CLIENT INTERACTIONS


COURSE DETAILS:

Professionalism is the number one thing that clients look for from the sales experience – they need conversations that are worth paying for. Salespeople need to drive increased revenue from new and existing clients. A planned, thought-out approach is your short-cut to success.

IN THIS MODULE YOU WILL:

  • Learn how to identify and find high-value potential accounts
  • Consider the importance to the salesperson and the client of a planned approach
  • Work on real account plans and look at strategies for fast growth

Outcome: A more professional and structured approach to driving sales

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INSIGHT TELLING


COURSE DETAILS:

Clients need to feel safe making new decisions and need compelling reasons to change from their status quo. To be able to convince other internal stakeholders, they need a business case for change. Clients need to know why and how they should make decisions and the more proof you can give them the easier that is.

IN THIS MODULE YOU WILL:

  • Learn the types of insights you clients need to make your conversation worth paying for
  • Work out the insights that will have the greatest impact on your client conversations
  • Understand how to structure your insight delivery to change client behaviour and beliefs

Outcome: Provide a sales conversation worth paying for in itself

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PRESENTING WITH CHARISMA


ABOUT THE COURSE:

The more experienced you become in sales, the more likely presenting will become a core part of how you communicate. The way you come across to your client is key to how much they buy-in to you and your company. With charisma, structure and the right message you can take your client on the right journey every time.

IN THIS MODULE YOU WILL:

  • Explore your personal strengths and work-on areas from the clients’ perspective
  • Understand how to message and structure your presentation in a way that will make it easy for the client to buy
  • Learn ground-breaking techniques to dramatically improve your charisma levels

Outcome: Strong personal impact on clients

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GROWING ACCOUNTS FROM WITHIN


COURSE DETAILS:

It is far more likely you will increase revenues by expanding within current clients rather than always searching for new business. Account growth depends on service and results, not just a good pitch.

IN THIS MODULE YOU WILL:

  • Learn what clients need from you to rebook and buy more
  • Create a structure for your client relationship to develop more business
  • Learn a powerful methodology for any client conversation to grow revenues

Outcome: More consistent client growth

ASSERTIVE NEGOTIATION


COURSE DETAILS:

Negotiation is often a key part of the buying and selling conversation. However, many salespeople view the negotiation from their own perspective which often drives the wrong negotiation choices.

IN THIS MODULE YOU WILL:

Learn a powerful and simple framework for planning and running your negotiations

  • Learn why your clients negotiate, how to avoid it and how to adapt your approach dependent on theirs
  • Find out where you stack up against the benchmark from the strongest negotiators
  • Learn a powerful and simple framework for planning and running your negotiations

Outcome:

The strongest sales people do it differently

In B2B selling, there are an average of 6.8 people involved in the buying process (CEB Research 2015). The job of your client contact starts once you have convinced them that your solution will work. After that, they have to persuade a whole array of different internal stakeholders that your solution is going to work. The pressure is on them. They can no longer choose your solution just because you have a good relationship with them. They have to choose your solution because it will work, because it will get the best results.

The sales people who are overwhelmingly out-performing the rest are those who have realised this shift and have completely changed the way they operate. They focus on taking control of client conversations and teaching the client how to make the safest and strongest decisions to achieve the results they need.

The strongest sales people know how to work with their contacts to help them sell-on within their business. The strongest sales people know that every interaction they have with a client needs to be worth paying for in itself.

The strongest sales people don’t just get on with their clients, they get their clients results

At Flume, we are known for constantly exploring and interpreting this ever-changing dynamic, helping sales teams to stand out from the competition by making the buying process super-simple for their clients. We’ve learned a huge amount about what works and what doesn’t and this learning continues. It’s a fascinating journey and we have seen some incredible results for our clients.

It’s undeniable, B2B sales has changed…have your sales people?