Sales Skills Training

Course Outline

Selling to buyers, NPD teams, and supply chain teams is hard. With millions of pounds worth of business always at stake, you need to get it right. It is a fine balance. Business can easily be lost by being overconfident, not confident enough, or simply just getting it wrong. You may never know why until it is too late. This CPD accredited Sales training course supports Learners to sell more through needs-based selling.

Sales Skills Training

This is a Sales Skills training Course of 1+1+1 classroom days, spaced over 4 months. Specifically designed for suppliers to the UK Grocery Industry, it includes 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. In addition, like all of our training courses, it includes our ROI guarantee.
This training course will change the way Learners think about sales. It will challenge them to consider their style of selling. Moreover, it will help develop their ability to understand what the supermarket needs, and how to give them what they want.

Learning Objectives

By the end of this Sales Skills training, the Learner will be able to:

Know where to find compelling insights that will motivate buyers to buy.
Effectively link Insights to needs, to create a hard-hitting and impactful selling presentation.
Present their 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.
Reduce preparation time whilst maximising impact.
Develop advanced questioning techniques to better understand the needs of the buyer.
Learn how to handle and deal with genuine objections and tactical behaviours.
Hopefully, the term ‘Sticky Learning ®’ has intrigued you. Whilst you probably also guessed a sense of what it is about.
In short, Sticky Learning ® is our own unique learning method. A method that we have developed to help Learners Realise more of what they have learnt. To help them be able to Recall more of what they have learnt. And Retain more of what they have learnt. Furthermore, in 2016 we upgraded this unique training method to include habits formation. We feel this has become a big part of helping Learners to use more of what they have learnt.
This is good for our clients. It means that the money they spend with us is better invested than with other training providers. This is because, by following our methods, the learning is put to use for longer.

Making the Learning Stick

Your tutor for the Sales Skills training course will be Andrew Grant

Andrew Grant:

Andrew has extensive Commercial Buying and Marketing experience gained at a senior level with a number of the UK’s largest and most respected retailers. A graduate trainee at Sainsbury’s, 13 years at Tesco UK and Internationally -responsible for numerous product categories including Fresh Foods, Impulse and Non-Foods.
Andrew has experience of Entertainment categories at WH Smith and Beers, Wines, Spirits and Tobacco experience with both Thresher Group and Somerfield Stores. He combines this comprehensive category knowledge with highly developed negotiation skills and an in-depth experience of category management and business development planning gained trading with major blue chip FMCG suppliers.
Andrew has a BA(Hons) Degree in Human Geography from University of Reading. His favourite film is Die Hard.

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.”

Ideal Learners

Our Sales Skills training course is for anyone that understands the importance of good selling and wants to further develop their skills. It is specifically designed for Learners who sell to supermarket buyers, supermarket developers, and supermarket supply chain teams.
10 Learners because this drives enough discussion between the learners to explore the skill well, whilst not too many that any single Learner gets ‘lost’ in the debate.
If you do not have up to 10 people please check out our 121 Executive Coaching, which can help just you to learn this skill.
Alternatively, contact us and we will do our best to tailor to your specific needs.

Learners Per Course

10 Learners

Training Topics Covered

Sales Skills training is over 3 (1+1+1) days, spaced over 4 months.

This Sales Skills training course will help you to increase your sales by becoming the best salesperson version of yourself. Not the car sales approach, but a more compelling needs-based selling approach.
We adapt our courses to the individual needs of our clients. However, our Sales Skills training typically covers the following:
1. Refresh on ‘Learning To Learn’.
2. 4 Step Needs Based selling methodology.
3. Understanding the Customer and Consumer Insight.
4. Needs identification – Business, Personal and Customer.
5. Questioning techniques and strategies.
6. Creation of clear, motivating commercial propositions.
7. Objection management.
8. Creating impactful and motivating presentations.
9. Closing the Deal.

Interested in This Sales Skills Training Course?

Let us help you to sell it to your boss, because two heads are better than one!

Costs

£225 per Learner per day.

The total cost for up to 10 Learners for the 3-day Sales Skills training course is £6,750 plus vat. This includes sticky pieces, and the 5 level evaluation ‘Chain of Evidence’.
The training is held on-site at the client’s premises. Alternatively, we can organise an off-site venue and charge it back to the client.
There are many evaluation methods for training. Each tries to find the holy grail of return on investment. We use Donald Kirkpatrick’s four level training evaluation model as a base. Why? Because it has stood the test of time, since 1953.
1: Reaction: How did the Learners react to the training?
2: Learning: How much learning did the Learners get?
3: Behaviour: How much have the Learners used the learning?
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:
5: Sponsor: How much did we achieve the sponsor’s objectives?

Measuring Return on Investment

Training Course Duration

At MBM we no longer offer 1-day courses due to their limited effect.
This Sales Skills training course benefits from our Sticky Learning ® unique training method. This enables Learners to learn more, learn more quickly, and learn more easily.
Sticky Learning ® is a key part of the 4 month training course. It consists 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 (4 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’. This appeals to the 70:20:10 learning model. These are desk-based activities that help the Learner to change their long term behaviour by identifying a habit that they wish to adopt to embed the new skill.
The Learner is also given:
1. Access to our skill specific and learning objective specific ‘Knowledge Vault’.
2. Email and telephone support throughout the 4-month training course.
3. An option to bolt on ‘Individual Coaching’ to support the Learner further.
4. An option to bolt on a 1/2 day ‘Annual Refresh’ to further enhance the learning in the future.

Book Now

Contact us to learn more about how Sales Skills training can help you.