Build a Professional Sales Career

Launch or establish a professional sales career through business to business sales training.

Business to Business Sales Training

Success in selling rests on doing the right things at the right time rather than on an elusive nack or talent. Professional selling competency can be learnt like any other set of skills and habits. This course provides comprehensive business to business sales training for new salespeople and those who want to renew their momentum.

'Build a Professional Sales Career' teaches the habits and practices of top business to business salespeople through optimised belnded instruction and on-the-job assignments. Take this course for a shortcut to high performance.

Participants take on workplace assignments in one-to-one or group briefing sessions and reconvene to review results, adjust their approach, and take on the next assignment. Actions advance real sales campaigns while developing skills and habits. Sales training or coaching can be spread over several months, condensed into longer intensive sessions, or delivered over four consecutive days.

Key Takeaways

  • Answering the top six customer questions
  • Get through to decision makers more often
  • Consistently achieve or exceed a target
  • Home in on prospects who want what you have
  • Develop mentalist influence and persuasion skills
  • Persuade by asking alone
  • Listen persuasively
  • Be liked by anyone
  • Get anyone to do anything
  • Have the customer do the selling
  • Overcome the toughest obstacles
  • Sell through presentations and proposals
  • Bring a sale to a conclusion
  • Recognises and deal with negotiation ploys
  • Get your price in a tough negotiation
  • Maintain professional competence
  • Plan for target achievement
  • How to manage a career in sales

Participant Comments

Great learning experience. Simulation exercises and group work helped a lot. Useful reference material. From Tata Telecommunications

Very practical and hands-on. Liked the fact it has been spread out over a number of weeks. Clive came across as diligent, supportive and demonstrated a very good understanding of the issues I am facing on a daily basis. His suggestions have not only been taken on board, I am actually already using them. From Integralis

The course is a real eye opener, good at pointing out issues and factors that may be missed/taken for granted and teaching how we can use this to our advantage. From Bfi Optilas

Multi session course includes:

  • Pre Course Questionnaire
  • Pre Work Preparation
  • Up to 20 Coaching Sessions or 20 hrs of Classroom Time
  • Personalised Assignments
  • Programme materials
  • Online resources
  • Career long support

Materials and resources

  • Preparation Guides
  • Framework Agenda
  • Self Study Notes
  • Accelerated Learning Guide
  • Programme Slide-decks
  • Top Six - Response Worksheet
  • Top Six Customer Questions - Crib Sheet
  • Call Planning - Template
  • Making Voicemail Work - Notes
  • Opening Gambit - Examples
  • Turnaround Fob Off Excuses - Report
  • 'Fob Off' Excuse Turn Around - Examples
  • Pipeline Management Spreadsheet
  • Quantified Qualification Analysis
  • Quantified Qualification Presentation
  • Thinking Style Identification Exercise
  • Sensory Language Exercise
  • Reasons for Asking Questions - List
  • Persuasive Questioning
  • Questioning to Stimulate Dialogue - List
  • Reading People - Report
  • Recognising Personality Style - Assessment
  • Influence - the psychology of persuasion by Robert Cialdini - Book
  • Profit Contribution Calculator
  • CLEAR Rules - Report
  • CLEAR Prompt - Template
  • CLEAR Questions - Examples
  • Turn Around Solutions for Budget Objections
  • Turn Around Solutions for Access Objections
  • Turn the Selling Process into a Collaboration - Notes
  • The Power to Speak - ebook
  • Negotiation Preparation Template
  • Countering Negotiation Tricks and Ploys - Solutions
  • Target Achievement Plan - Template
  • Managing a Selling Career - Guide

If you are looking for business to business sales training, need to develop professional sales skills, we can help. Telephone +44 (0)1392 851500. We will be pleased to learn about your needs and talk through some options. Alternatively Send email to for a prompt reply or use the contact form here.