Find out about this Sales Skills Training Course Outline:

Selling to buyers, NPD teams, and supply chain teams, is hard. And with millions of pounds of business always at stake business can easily be lost by being too confident, not confident enough, or just getting it wrong, and you never know why. This CPD accredited Sales training course supports Learners to sell more through needs based selling.

This is a Sales Skills Training Course of 1+1+1 classroom days, 4 months apart, with support in between training days designed to make the learning stick. You will experience our unique training method Sticky Learning ®, the course will be delivered by a world class tutor that has worked in the UK Grocery Industry, and our ROI guarantee is included.

Specifically designed to meet the specific and challenging demands of suppliers to the big four UK supermarkets. This training course will change the way Learners think about their style of selling and their ability to understand what the supermarket needs, and how to give them what they want.

Learning Objectives

  • Where to find compelling insights that will motivate Buyers to buy.
  • How to effectively link Insights to Needs to create hard hitting, impactful selling presentation.
  • How to effectively present your sell in less than 8 slides and in less than 30 minutes.
  • Develop a mind-set of ‘big changes to big things’ utilising creative solutions.
  • Reduces internal preparation time whilst maximising impact.
  • Develop advanced questioning techniques to better understand Buyers needs.
  • Learn how to handle and deal with genuine Objections and Tactical behaviours.

Topics Covered

These 2 days, 6 months apart, will help you to increase your sales by becoming the best version of you as a salesperson. Not the car sales approach, but a more compelling needs based selling approach.

  • Refresh on ‘Learning To Learn’.
  • 4 Step Needs Based selling methodology.
  • Focus on the critical importance of Understanding the Customer and Consumer Insight.
  • Needs identification – Business, Personal and Customer.
  • Questioning techniques and strategies.
  • Creation of clear, motivating commercial propositions.
  • Objection management.
  • Creating impactful, motivating presentations.
  • Closing the Deal.


Selling Skills Training Ideal Learners

For everyone that sells to supermarket buyers, supermarket developers, and supermarket supply chain teams.


“I thought that this course wasn’t for me because I can do this stuff and it’s all a bit ‘fluffy’. I am so glad that I attended because I now know how much difference it can really make. I am using this stuff at work and I can only say that it works very well.”

For more testimonials visit written testimonials or video testimonials.

Making the Learning Stick in Sales Training

Hopefully the term ‘Sticky Learning ®’ has intrigued you, whilst you probably guessed a sense of what it is about.

In short Sticky Learning ® is our own unique method that we have developed to help Learners Realise more of what they have learnt, be able to Recall more of what they have learnt, and Retain more of what they have learnt. In 2016 we further upgraded this unique training method to include habits formation as a big part of helping Learners to use more of what they have learnt.

This is good for our clients because it means that the money they spend with us is better invested than with other training providers because the learning is used for longer.

Training Course Duration

At MBM we no longer offer 1 day courses due to their limited effect.

Our Sticky Learning ® unique training method enables Learners to learn more, learn more quickly, and learn more easily. Sticky Learning ® is a key part of the 4 month training course consisting of pre-work, Learning To Learn 1/2 day training course, a Foundation day training course, an embedding day, and an Advanced 1 day training course (6 months after the Foundation training course).

In between the Foundation training course and the Advanced training course, the Learner will be challenged to complete ‘Sticky Pieces’, which appeals to the 70:20:10 learning model. These are desk based activities that help the Learner to change their behaviour long term by identifying a habit that they wish to adopt to embed the new skill.

The Learner is also given:

Learners Per Course

10 Learners because this drives enough discussion between the learners to explore the skill well, whilst not too many that any one learner gets ‘lost’ in the debate. If you do not have up to 10 people please checkout our 121 Executive Coaching, which can help just you to learn this skill.

Costs for this Selling Skills Training Course

  • For 10 Learners the cost is £225 per Learner per day.
  • The total cost for up to 10 Learners for the training course of 3 days, including Sticky Pieces, and the 5 level evaluation ‘Chain of Evidence’, is £6,750, plus vat.
  • Either held on-site at the client’s premises, or at an off-site venue can be booked and charged back to the client.

Measuring Return on Investment

There are many evaluation methods for training, each trying to find the holy grail of return on investment. We use Donald Kirkpatrick’s four level training evaluation model as a base because it has stood the test of time, since 1953.

Level 1: Reaction: How did the Learners react to the training?

Level 2: Learning: How much learning did the Learners get?

Level 3: Behaviour: How much have the Learners used the learning?

Level 4: Results: How much effect did the Learner’s learning have on performance?

Few training providers measure the return on investment beyond the level 1 reaction. We have added one further level:

Level 5: Sponsor: How much did we achieve the sponsor’s objectives?

Read more about our 5 level evaluation tool and see an example report – ‘Chain of Evidence’.