Sales Training

Learn to maximise growth

Sales Skills Training

Half day course | £400+VAT per person

Sales Skills Training or Relationship Development Training for managers / staff.

It is a half-day session covering the following:

  • Introduction and overview

    Planned Relationships

    • Working to Account Plans

    • Mapping out and prioritising key players

    • Understanding People Styles

    Initiating relationships

    • Making contact

    • Meeting and influencing key contacts

    • Setting meeting Objectives

    • Initiating, protecting and strengthening relationships

    Building Trust

    • The Trust Equation

    • Building Credibility - using “What we finds”

    • Journey to Trusted Advisor

    Helping clients to buy

    • Relating to Client Wants

    • Recognise how customers buy

    • Persuasion / Influence

    Value Propositions

    Co-solutioning

    Questioning

    • SPIN

    • STAR - Structuring responses to questions on experience

    • Structuring responses to questions about your view on an issue

    Dealing with concerns

Sales Skills Training

Value Propositions Training

Half day course | £400+VAT per person

Our value propositions training course takes you through how to research clients and work with clients to developing compelling propositions for them. We teach you how to use propositions to ideally position you to negotiate work with them or at least be best positioned to bid and win their tenders.

    1. An overview of value propositions

    2. When and where to deploy value propositions

    3. Selling based on value

    4. Linking benefits to your USPs

    5. Using effective price to win methods

    6. Quantifying the payback

    7. Making it visual

    8. Structuring propositions

    9. Focusing on the right kind of impact

    10. Addressing obstacles

    11. Developing a message house and win themes

Value Propositions Training

Executive Summary Writing Training

Half day course | £400+VAT per person

Sales Skills Training or Relationship Development Training for managers / staff.

It is a half-day session covering the following:

  • Win Strategy

    • Client need and insight

      • The ‘What’ – what the client needs

      • The ‘Why’ – why they need it

      • Hot Buttons – what is important

    • Environmental analysis

      • Relationships – who’s who and influence

      • Competition - what we need to defend against and attack

      • SWOT – what do we maximise and mitigate

    • Proposition development - Why you?

      • Differentiators - why are we different in the detail?

      • USPs - our ‘Big Ticket’ value points

    • Value Propositions

    • Accelerated Value Proposition development (for shorter bid periods)

    Executive Summary development

    • Overview

    • Best practices, including client focus

    • Structure

    • Drafting

    • Dos and don’ts

    • Review

Executive Summary Writing Training

Pitching Training

half day course | £400+VAT per person

Originally developed for the UK Department of International Trade Export Academy, our Pitching Skills Training course teaches you how to research, prepare for and deliver successful pitches to clients.

    1. Gathering research

    2. Win Strategy

    3. Pitching Preparation

    4. Analysing the client team

    5. Storyboarding content

    6. Developing content

    7. Practice

    8. Delivering a successful presentation

    9. Interaction and dealing with questions

    10. Debrief and next steps

Pitching Training

Negotiation Skills Training

Half-day course | £400+VAT per person

Leveraging global best practices, our negotiation skills course arms you with everything you need to successfully prepare for and execute on negociations where both sides win. 

    1. Negotiation Strategy Development

    2. Understand the negotiation situation

    3. Four stages of the negotiation process

    4. Dealing with conflict

    5. Negotiation style

    6. The bigger picture

    7. Cultural differences

    8. Reviewing Success

Negotiation Skills Training

Presentation Training

Half-day course | £400+VAT per person

Our presentations training course sets your presentation teams up for success. Leveraging global best practices and our experience and proven methodologies, the course takes you through how to prepare effectively, understand your audience, build winning content, practice well and deliver that winning presentation. 

    1. Gathering research

    2. Value Propositions

    3. Preparation

    4. Analysing the client team

    5. Storyboarding content

    6. Developing content

    7. Talk through / walk through / run through practice routines

    8. Delivering a successful presentation

    9. Interaction and dealing with questions

    10. Debrief and next steps

Presentation Training

Client success stories

Thoughts
Kier Infrastructure
Advisory, KAM Training
Kier Infrastructure
Advisory, KAM Training

Jeremy has been a trusted advisor to leaders in Kier Infrastructure for many years, supporting them across winning work and business growth. We have been on a journey to improve the basics of bidding and capture to now focusing on value creation in long term client partnerships.

Read More →
Advisory, KAM Training
Amey KAM
KAM Training
Amey KAM
KAM Training

Jeremy designed a specific KAM training programme with the work winning leadership group of the business to be rolled out to 60 champions from across the various business units and geography.

Read More →
KAM Training
Morgan Sindall Growth Story
KAM Training
Morgan Sindall Growth Story
KAM Training

Jeremy supported the successful rejuvenation of the Northern Home Counties business unit of Morgan Sindall Construction through aligned market research, business planning, KAM planning, Capture campaign execution and bid training.

Read More →
KAM Training

What our clients say

Jeremy brings great insight through his extended network and isn’t hesitant to share that with you, demonstrating real care for his clients or mentees.

—Charlotte Byrne, Resolution Interiors

Get in touch for details of our Sales Skills training courses