B2B Professional Sales
Sales School
This is an intense two-week seminar covering all 15 critical B2B professional sales skills at the basic level. The target audience for this training is frontline salespeople who are engaged with customers and need a comprehensive and accelerated sales training for their role. Class size is limited to 12 students. An added advantage of the sales school is during the weekend between week one and two students receive one-on-one coaching from the instructor.
Sales School Content
- Day 1: Sponsor Welcome Address to Students, Introduction: Curriculum Review, Marketing Concepts for Salespeople
- Day 2: Morning - Sales Activities and Opportunities Management, Afternoon - Sales Call Skills: Opening, and Probing
- Day 3: Morning - Sales Call Skills: Supporting and Closing the Sales Call, Afternoon - Sales Call Presentation Techniques and Sales Call role-play
- Day 4: Morning - Sales Call Skills: Handling Customer Objections, Afternoon - Sales Call Role-play
- Day 5: Strategic Sales Plan and Review Process
- Days 6 and 7: No Classroom Sessions. Private Instructor Coaching Session with each Student
- Day 8: Strategic Sales Plan Presentations
- Day 9: Bidding Theory, Models, Process, and Tools
- Day 10: Negotiations Theory, Models, Process, and Tools
- Day 11: Morning: Dealing with Competitive Negotiators, Afternoon: Negotiation Role Play
- Day 12: Morning: Pipeline Management, Afternoon: Account and Territory Management, Late Afternoon: Feedback and Graduation. Certificate Presentation by Sponsor
Seminar Materials
In addition to the B2B textbook, each student will receive the following:
- Hardcopy of all materials presented and used in the seminar
- Digital format of all materials presented and used in the seminar
- Certificate of completion at the end of the seminar
Event Logistics
The seminar will start at 8:30 a.m. and finish at 5:30 p.m. each day including the last day. Coffee breaks and lunch will be provided as part of the seminar registration fee. A separate area in the training room will be provided for participants to set up their computers. Internet access will be provided during the seminar. Students need their computers to complete several exercises. Participants are required to turn off their hand-phones during the seminar. There will be regular breaks and one-hour lunch, allowing students to check e-mails and messages. Students should plan to allocate two hours after each training day for review and completing evening assignments.
What graduates of the B2B Professional Sales School have to say:
"What a great format for sales training. Week 1 was a fast and furious and then it all came together in week 2 when we started to apply the concepts and tools to our sales opportunities."
"A built for purpose school. Anyone in sales needs to attend this training. I learned so much over the two weeks, and now I'm motivated to return to my location and sell, sell sell :>)"
"It is amazing. I'm a university graduate with a business degree, and I thought this was going to be a holiday. Was I big time wrong. The school was challenging and rewarding. Thank you, Mr. Amlin, for your dedication for giving us the best training ever."
"Not only the best training that I have ever attended but it leaves me rejuvenated, and I can't wait to go and see my customers. I'm sure they are going to benefit from this training as much as I am. How is that for a statement regarding sales training."
Ready to Get Started?
Contact JP Amlin to discuss the right program for your team