Sales Training

Online Instructor-led (1 days)

Classroom (1 days)

Online Self-paced (8 hours)

Bid and Tender Management Skills Course Outline

Module 1: An Introduction to Bids

  • Bid Basics
  • Market Sounding
  • PQQs

Module 2: Tender

  • What is Tender?
  • Types of Tenders
  • Tendering Process

Module 3: Decisions and Moving Forward

  • Decisions of Bid/No Bid
  • Alliances and Partnership Opportunities
  • Strategic and Tactical Business Excellence Models

Module 4: Request for Information (RFI)

  • What is RFI?
  • Working of the RFI
  • How to Write RFI?
  • Best Practices for RFI Documentation

Module 5: Effective Bid and Response

  • Managing an Effective Bid and Response
  • First Meeting
  • Bid Plan
  • Understanding the Competition
  • Formation of the Bid Team
  • Power Team Workshop
  • Writing the Bid
  • Proposal Structure
  • Controlling and Monitoring the Bid Process
  • Showstoppers
  • Production and Submission

Module 6: Post-Submission

  • Evaluation Process
  • Assessment, Review, and Improvement
  • What is Post-Submission?
  • Presentations, Interviews, and Site Visits

Module 7: Business Excellence

  • What are Business Excellence Models?
  • Baldrige Model
  • Award Programmes
  • How Organisations Use Business Excellence Models?
  • Benefits of Using Business Excellence
  • Choosing a Self-Assessment Method

Module 8: EFQM Excellence Model

  • Introduction to EFQM Excellence Model
  • EFQM Excellence Model Criteria
  • Actualising Balanced Results
  • Advantage of EFQM Excellence Model

Module 9: Kurt Lewin's Change Management Model

  • Introduction to Kurt Lewin's Change Model
  • Stages of Model
  • Ways to Implement Lewin’s Change Management Model
  • Lewin’s Force Field Analysis

Module 10: RADAR Scoring Matrix

  • What is the RADAR Scoring Matrix?
  • Components of the Radar Scoring Matrix
  • Use of RADAR Matrix

Module 11: Weisbord’s Six Box Model

  • Introduction to Weisbord’s Six Box Model
  • Components of Weisbord’s Model
  • Necessity of Organisational Diagnoses

Module 12: McKinsey 7S Model

  • What is the McKinsey 7S Model?
  • 7S’s of Model
  • Using the 7S Tool

Module 13: PDCA Cycle

  • What is the PDCA Cycle?
  • When to Use the PDCA Cycle?
  • Phases of PDCA
  • Benefits of PDCA

Module 14: DMAIC Cycle

  • Introduction to DMAIC Process
  • Phases of DMAIC
  • Differences of DMAIC and DMADV

Module 15: Ministry of Defence (MoD)

  • What are MoD Tenders?
  • How to Win MOD Tenders?

Module 16: Energy Company Tenders

  • Introduction to Renewable Energy Tendering Schemes
  • Tenders for Different Energy Management Services
  • Steps for Energy Management

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Who should attend this Bid and Tender Management Skills Course?

Our Bid and Tender Management Skills Training Course is designed to equip delegates with the skills and knowledge necessary to successfully manage the Bid and Tender process and increase their chances of winning contracts. This Sales Course is especially beneficial for the following professionals:

  • Business Development Professionals
  • Bid Managers
  • Sales and Marketing Teams
  • Account Managers
  • Project Managers
  • Proposal Writers
  • Contract Managers
  • Procurement Specialists

Prerequisites of the Bid and Tender Management Skills Course

There are no formal prerequisites for this Bid and Tender Management Skills Training Course. However, a basic understanding of Procurement, Project Management and Communication Skills would be beneficial for the delegates. 

Bid and Tender Management Skills Course Overview

Bid Management is the process of developing and inviting a proposal or tender with competitive bidding pricing and the analysis of all the tender document work. Tender Management, on the other hand, is the method of efficiently selecting, planning, and publishing bids while maintaining a clear audit trail to determine best practices for future contracts.

This Sales Training Course is designed to help individuals conduct market research to identify potential clients and projects.  It helps learners learn how to evaluate bids and tenders based on predefined criteria in order to choose the most suitable supplier or contractor. Pursuing this training helps individuals get equipped with the necessary skills and techniques to enhance their career opportunities and ultimately increase their earnings.

The 1-day Sales Training Course at The Knowledge Academy is designed to improve delegates' capacity to oversee and manage the bidding process. Throughout the training, participants will gain insights into the fundamentals of the bidding process and its internal workings. This knowledge will empower delegates to navigate and optimise the bidding procedures effectively in their professional roles.

Course Objectives

  • To develop and implement effective bidding and tendering strategies
  • To build relationships with clients based on trust and mutual benefit
  • To minimise risks and maximise returns in contract negotiation
  • To develop pricing strategies that are competitive and profitable
  • To gain knowledge about tenders for different energy management services
  • To conduct market research to identify potential clients and projects

At the end of this training, delegates will be able to improve their chances of winning new business and maximise returns. They will also be necessary to build relationships with key stakeholders and position the organisation to win bids.

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What’s included in this Bid and Tender Management Skills Training Course?

  • World-Class Training Sessions from Experienced Instructors
  • Bid and Tender Management Skills Certificate
  • Digital Delegate Pack

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Online Instructor-led (1 days)

Classroom (1 days)

Online Self-paced (8 hours)

Meeting Skills Training Course Outline

Module 1: Reasons for Meetings

  • Reasons to Call a Meeting
    • Problem-Solving
    • Decision-Making
    • Form a Plan
    • Deliver News
    • Launch a New Project

Module 2: Chairing Meetings

  • Chairperson
  • Responsibilities of the Chairperson
  • Need of a Chairperson
  • Members

Module 3: What Constitutes a Meeting?

  • What is a Meeting?
  • Types of Meeting
  • Components of a Meeting
  • Practices for Effective Meetings

Module 4: Meeting Planning and Preparation

  • Meeting Preparation Checklist
  • Essential Steps to Planning a Meeting
    • Determine the Purpose
    • Be Clear About Expectations
    • Pinpoint the Details
    • Spread the Word
    • Finalise the Agenda
    • Wrap Up the Details

Module 5: Ensuring Participation and Control

  • Attendee’s Perspective
  • Keep Participants Focused
  • Use Tools of Engagement
  • Power of Persuasion
  • Negotiate With People
  • Arrive at the Final Decision Smoothly

Module 6: Understanding Roles

  • Roles and Responsibilities

Module 7: Review and Follow-Up Meetings

  • Keep Track of Action Items
  • Spreadsheet Preparation
  • Minutes
  • Review Meetings

Module 8: Personal Action Plan for the Development of Skills

  • SMART Goals
  • Selecting Participants
  • Developing Agendas
  • Opening Meetings
  • Establish the Rules
  • Time Management
  • Evaluation of Meeting Process
  • Closing Meetings

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Who should attend this Meeting Skills Training Course?

 This Meeting Skills Training Course is designed to equip delegates with the skills and knowledge necessary to effectively plan, conduct, and participate effectively in various types of meetings. This Sales Course  is especially beneficial for the following professionals:

  • Business Professionals
  • Managers and Team Leaders
  • Project Managers
  • Team Members
  • Sales and Marketing Managers
  • Entrepreneurs
  • Human Resource Personnel

Prerequisites of the Meeting Skills Training Course

There are no formal prerequisites for this Meeting Skills Training Course. However, basic communication skills and some prior experience in attending meetings would be beneficial for the delegates. 

Meeting Skills Training Course Overview

Effective meetings are pivotal as hubs for collaboration, decision-making, and innovation. This course delves into honing essential meeting skills, encompassing facilitation techniques, active listening, and conflict resolution, addressing their critical relevance in fostering productive work environments.

Proficiency in Meeting Skills is crucial for professionals across industries, from team leaders to executives. Mastery in this area ensures efficient communication, streamlined processes, and increased engagement. Those aiming to lead impactful discussions, drive consensus, and amplify team productivity must prioritise mastering these skills.

This intensive 1-day training equips delegates with practical tools to conduct purpose-driven meetings. They'll learn to foster inclusivity, manage diverse viewpoints, and optimise meeting outcomes. Participants will gain confidence in handling challenging scenarios, fostering collaboration, and nurturing a conducive meeting culture.

Course Objectives:

  • To understand the dynamics of effective meeting planning and execution
  • To employ facilitation techniques for engaging and result-oriented discussions
  • To cultivate active listening skills to enhance understanding and rapport
  • To manage conflicts constructively within a meeting environment
  • To develop strategies for encouraging participation and diverse perspectives
  • To learn time management techniques for productive meetings
  • To create actionable follow-ups and ensure accountability
  • To establish a framework for continuous improvement in meeting efficiency

After completing this course, delegates will proficiently navigate meeting dynamics, leading to enhanced collaboration, efficient decision-making, and improved team cohesion. Delegates will confidently orchestrate purposeful meetings, fostering an environment conducive to innovation and productivity while becoming catalysts for positive organisational change.

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What’s included in this Meeting Skills Training Course?

  • World-Class Training Sessions from Experienced Instructors
  • Meeting Skills Certificate
  • Digital Delegate Pack

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Online Instructor-led (1 days)

Classroom (1 days)

Online Self-paced (8 hours)

Sales Bootcamp Course Outline

Module 1: Understanding the Role of the Sales Person

  • What is Sales?
  • Importance of Sales in an Organisation
  • Types of Sales
  • Sales Methodologies
  • SWOT Analysis
  • Role of Sales

Module 2: Understanding Your Buyer

  • Methods of Profiling Customers
  • Qualifying 'Wants'
  • Probing ‘Wants’
  • Types of Questioning Techniques
  • Questioning Skills
  • Using Open and Closed Questions
  • Asking Questions
  • Use of Language
  • Communication
  • How People Communicate?
  • Process of Communication
  • What Does it Mean to be Assertive?
  • Types of Speeches
  • Elevator Pitch
  • Communication Barriers
  • How to Communicate with Confidence?
  • How to Influence Others?
  • Presenting Clear Messages   
  • Listening Skills
  • Barriers to Listening
  • Surveying Satisfaction
  • Surveying Dissatisfaction
  • Anticipating and Countering Objections
  • Customer Care

Module 3: Sales Cycle, Stages, and Process

  • Stages of the Sales Cycle and Funnel
  • Pre-Visit Preparation
  • Telephone and Preparing for Telephone Appointments
  • Telephone Etiquettes and Assertiveness
  • Being Assertive on Social Media
  • Making Appointments
  • Do’s and Don’ts
  • Telephone Meetings and Negotiation Strategies
  • Writing a Buyer-Centric Proposal
  • Proposal Writing
  • Key Account Settings
  • Breaking Deadlock and Closing Techniques

Module 4: Presentation and Public Speaking

  • Fundamentals of Presenting
  • What Makes Good Public Speaking?
  • Making Presentations
  • Presenting with Confidence
  • Dealing with Difficult Audiences
  • Dealing with Questions
  • Visual Aids and Demos

Module 5: Essential Sales Skills

  • Conflict Resolution Model – Thomas and Kilmann
  • Competing/Forcing Mode
  • Accommodating Mode
  • Avoiding Mode
  • Collaborating Mode
  • Compromising Mode
  • Handling Difficult People and Situations
  • Art of Saying No
  • Emotional Intelligence
  • Understand Being More Sensitive to Feelings
  • Managing Your Emotions
  • Positive Thinking
  • Benefits of Positive Thinking
  • Positive Thinking Techniques
  • Time Management Matrix
  • Problem Solving Method
  • Storytelling

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Who should attend this Sales Bootcamp Course?

Our Sales Bootcamp Training Course is designed to equip the delegates with the skills, knowledge, and techniques necessary to excel in the field of sales. This Sales Course is especially beneficial for these professionals:

  • Sales Professionals
  • Business Development Professionals
  • Account Managers
  • Entrepreneurs
  • Sales Managers
  • Marketing Professionals
  • Customer Service Representatives

Prerequisites of the Sales Bootcamp Course

There are no formal prerequisites for this Sales Bootcamp Training Course. However, basic sales knowledge and communication skills would be beneficial for the delegates.   

Sales Bootcamp Course Overview

Sales is the process of identifying potential customers, understanding their needs and preferences, and persuading them to purchase a product or service. It involves a series of activities, including prospecting, lead generation, product presentation, negotiation, objection handling, and ultimately, closing the deal.

A Sales Bootcamp is a fast-paced, immersive training course that gives individuals the skills, knowledge, and confidence they need to start a successful career in sales. It is designed to be comprehensive and practical, and covers a wide range of topics, including prospecting, building relationships, presenting, handling objections, and closing deals. Sales Bootcamps also teach participants how to adapt to the evolving landscape of sales, and they provide them with the tools and resources they need to excel in the competitive world of sales.

The Knowledge Academy’s 1-day Sales Bootcamp Course is a fast-paced course that gives delegates the skills, knowledge, and confidence they need to start contributing to their company immediately. This Sales Training Course covers various sales topics, including prospecting, building relationships, presenting, handling objections, and closing deals.

Course Objectives

  • To understand why people buy
  • To learn to use a structured sales framework
  • To learn to read situations and people when questioning your customers and prospects
  • To gain confidence in one’s abilities and be motivated to put one’s learnings into practice
  • To become more proactive
  • To recognise opportunities and be able to close on them
  • To keep sight of the goal of profitable, sustainable business

By the end of this Sales Bootcamp Course, delegates will learn to identify and qualify leads, build relationships with potential customers, deliver effective sales presentations, handle common objections from customers, and successfully close sales.

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What’s included in this Sales Bootcamp Training Course?

  • World-Class Training Sessions from Experienced Instructors
  • Sales Bootcamp Certificate
  • Digital Delegate Pack

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Online Instructor-led (1 days)

Classroom (1 days)

Online Self-paced (8 hours)

Key Account Management Training Course Outline

Module 1: Level of Relationship

  • Tactical Relationship
  • Cooperative Relationship
  • Interdependent Relationship
  • Strategic Relationship

Module 2: Identify the Key Account and the Most Effective Strategy

  • Identifying Key Accounts
    • Pre-KAM
    • Early KAM
    • Mid-KAM
    • Partnership KAM
    • Synergistic KAM
    • KAM Uncoupling

Module 3: How to Develop Lock-in Strategies?

  • Lock-in Strategies
    • Build “Big Picture” Relationships
    • Offer Insight
    • Predict Needs
    • Communicate Openly
    • Give Complimentary Gifts
    • Be Receptive and Collaborative

Module 4: Issues to Manage Within Organisation

  • Common Problems
    • Inconsistent Processes
    • Lack of Internal Communication
    • No Executive Support
    • Appointing the Wrong Account Managers

Module 5: Influencing Both Inside and Outside the Key Account

  • Active Listening Skills
  • Mediating Conflict
  • Influencing Key Accounts

Module 6: Measuring the Tangible Perceptions of Key Players

  • Introduction

Module 7: Prioritising Key Accounts

  • Pareto Principle on Key Account
  • Steps to Analyse any of these Activities
  • Key Account Matrix

Module 8: Key Account Methodologies

  • Key Account Methodologies
    • SPIN Selling
    • Challenger Sale
    • Value Selling Framework

Module 9: Customer Value and Differentiation

  • Customer Value Proposition (CVP)
  • Operating Models

Module 10: Traditional Selling Vs KAM Development

  • Traditional Selling Vs KAM Development

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Who should attend this Key Account Management Training Course?

This Key Account Management Course is designed to equip delegates with the skills and knowledge necessary to effectively manage and nurture key accounts within a business. This Sales Course is especially beneficial for the following professionals:

  • Key Account Managers
  • Business Development Managers
  • Customer Relationship Managers
  • Sales Executives
  • Sales Managers
  • Account Directors
  • Consultants and Advisors

Prerequisites of this Key Account Management Training Course

There are no formal prerequisites for this Key Account Management Course. However, a basic understanding of sales, account management, customer needs, and communication skills would be beneficial for the delegates.   

Key Account Management Training Course Overview

Key Accounts refer to a strategic approach in business where organisations identify and prioritise specific customers or clients who have the potential to contribute significantly to their revenue and long-term growth. Key Accounts enable delegates to drive growth, foster long-lasting customer relationships, and contribute significantly to their organisation's success through effective Key Accounts Management.

This course delves into the nuances of relationship-building and strategic account management, which helps delegates learn to identify, nurture, and grow key client accounts. It equips delegates with the skills needed to tailor offerings to specific client needs, optimise communication, and foster long-term client satisfaction. Understanding the intricacies of account development helps in building lasting partnerships, maximising revenue, and securing a stable client base.

The Knowledge Academy’s 1-day Key Accounts Training Course aims to educate delegates on how to select the correct accounts to invest their resources in, in order to turn around the largest profit for their organisation. This Sales Course focusses on developing optimal strategies for obtaining more business from existing clients and developing customer value and differentiation.

Course Objectives

  • To define what a Key Account is and why they are important
  • To identify your Key Accounts
  • To develop a strategy for developing your Key Accounts
  • To build relationships with Key Account decision-makers
  • To manage Key Account relationships effectively
  • To grow your revenue from Key Accounts

Upon completing this Key Account Management Course, delegates will acquire advanced skills in building and maintaining strategic client relationships. This training not only enhances their ability to identify and capitalise on key business opportunities but also equips them with the tools to effectively manage and grow key accounts, fostering long-term success in their roles.

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What’s included in this Key Accounts Management Training Course?

  • World-Class Training Sessions from Experienced Instructors
  • Key Account Management Training Course Certificate
  • Digital Delegate Pack

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Online Instructor-led (1 days)

Classroom (1 days)

Online Self-paced (8 hours)

Innovative Thinking Training Course Outline

Module 1: Introduction

  • About Innovative Thinking/ Creative Thinking
  • Characteristics of an Innovative Person
  • What is Creativity?
  • Difference Between Creativity and Innovation
  • Types of Innovation
  • Suggested Innovation Framework

Module 2: Product Development Life Cycle

  • Life Cycle Stages
  • Product Life Cycle Example

Module 3: Innovation

  • Introduction
  • Marketing Ideas to Boost Sales
  • Free Marketing Opportunities
  • Repetition
  • Follow-Up
  • Become a Resource
  • Employee Training
  • Build Customer Relationships

Module 4: Processes

  • Stages of the Innovation Process
  • Idea Generation and Mobilisation
  • Advocacy and Screening
  • Experimentation
  • Commercialisation
  • Diffusion and Implementation

Module 5: Various Approaches to Think Differently

  • Battle for the Mind
  • Sources of Creativity
  • Approaches to Innovation

Module 6: Considerations

  • Unique Innovation Considerations
    • Five Key Considerations for Successful Innovation Management
    • Eight Essentials of Innovation

Module 7: Obsolescence

  • Introduction to Obsolescence

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Who should attend this Innovative Thinking Training Course?

This Innovative Thinking Course is designed to equip delegates with the skills and mindset necessary to foster creativity, generate fresh ideas, and approach challenges with innovative solutions. This Sales Training Course is especially beneficial for these professionals:

  • Entrepreneurs
  • Product Managers
  • Project Managers
  • Sales Managers
  • Marketing and Advertising Professionals
  • Managers and Team Leaders
  • Product Developers

Prerequisites of the Innovative Thinking Training Course

There are no formal prerequisites for attending this Innovative Thinking Course. However, analytical thinking and creative vision would be beneficial for the delegates. 

Innovative Thinking Training Course Overview

Innovative thinking is a mindset that can be developed and nurtured through practice, exposure to diverse experiences, and a willingness to embrace change and uncertainty. Organisations and individuals often value Innovative Thinking because it can lead to breakthroughs, improvements, and competitive advantages.

Innovative thinking is a mindset that can be developed and nurtured through practice, exposure to diverse experiences, and a willingness to embrace change and uncertainty. Organisations and individuals often value Innovative Thinking because it can lead to breakthroughs, improvements, and competitive advantages.

The Knowledge Academy's 1-day Innovative Thinking Training Course introduces delegates to new creative thinking methods. Acquiring innovative thinking is crucial in business, and this Sales Training Course equips participants with various thinking tools to cultivate a more innovative mindset in the workplace.

Course Objectives

  • To generate new and original ideas
  • To challenge the status quo
  • To think outside the box
  • To be creative and resourceful
  • To be able to adapt to change
  • To be able to see the world from different perspectives

Delegates can benefit from completing the Innovative Thinking Training Course by gaining valuable skills and insights to foster creativity, problem-solving, and adaptability in their professional endeavours. Furthermore, completing this course can significantly impact sales professionals by equipping them with innovative strategies and approaches to drive revenue growth and excel in a competitive market.

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What’s included in this Innovative Thinking Training Course?

  • World-Class Training Sessions from Experienced Instructors
  • Innovative Thinking Certificate
  • Digital Delegate Pack

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Online Instructor-led (1 days)

Classroom (1 days)

Online Self-paced (8 hours)

Telesales Training​ Course Outline

Module 1: Introduction to Telephone Sales

  • Telesales
  • Glossary of Sales Terminology
  • Knowledge and Attitude
  • Converting Enquiries into Sales

Module 2: Incoming Calls

  • Introduction
  • Types of Incoming Calls
  • Preparation of Incoming Calls

Module 3: Finding the MAN

  • Trying to Sell to?

Module 4: Sales Cycle

  • What is the Sales Cycle?
  • Stages of Sales Cycle

Module 5: AIDA (Attention Interest Desire Action) Sales Structure

  • Overview of AIDA Sales Structure

Module 6: Features, Advantages, and Benefits (F.A.B.)

  • Introduction to Feature
  • What is the Products Advantage?
  • Express the Feature
  • Advantage and Deliver the Sales Benefit

Module 7: Questioning Skills - When and How to Use

  • Hypothetical and Leading
  • Reflective
  • Specific or Probing and Closed or Open

Module 8: Situation Questions

  • Problem Questions
  • Explicit Needs 
  • Implied Needs 

Module 9: Listening Skills – Are You a Good Listener?

  • Closing Techniques and Reasons for Low Feedback
  • Alternative, Assumptive, and Summary Close

Module 10: Objection Handling 

  • Listen and Specify 
  • Question and Answer
  • Confirm and Close  

Module 11: More Techniques for Handling Objections 

  • Feel, Felt, and Found
  • Agreement
  • Your Right 

Module 12: Hidden Objections

  • Confidence
  • Defensiveness

Module 13: Managing Sales Time

  • Tips to make the Sales Time

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Who should attend this Telesales Training Course?

Our Telesales Course is designed to equip delegates with the skills and techniques necessary to excel in the art of selling products or services over the telephone. This Sales Training Course is especially beneficial for these professionals:

  • Tele-sales Representatives
  • Inside Sales Representatives
  • Call Centre Agents
  • Business Development Executives
  • Customer Service Representatives
  • Marketing and Advertising Professionals
  • Sales Managers

Prerequisites of the Telesales Training Course

There are no formal prerequisites for this Telesales Course. However, a basic understanding of sales, lead generation, and communication skills would be beneficial for the delegates.

Telesales Training Course Overview

Telesales is a sales strategy that involves selling products or services to potential customers over the phone. This sales method allows businesses to reach a wide audience without face-to-face interactions.

Telesales is a specific field that involves using the phone to sell products or services to potential customers. Telesales professionals must build a rapport with customers over the phone, deliver effective sales presentations, and handle objections effectively. To succeed in Telesales, being prepared, professional, enthusiastic, and persistent is essential. One should also use the feature-advantage-benefit technique to explain one's product or service to customers clearly and concisely.

In this 1-day Telesales Training Course, delegates will learn to navigate various scenarios, objection handling, and closing deals without face-to-face interaction. Moreover, this course provides insights into active listening, effective questioning techniques, and adapting communication styles to suit diverse clientele. Equipped with these skills, professionals can significantly enhance their efficiency, conversion rates, and customer satisfaction in a remote sales environment.

Course Objectives

  • To learn the fundamentals of Telesales, such as prospecting, qualifying leads, building relationships, presenting effectively, and closing deals
  • To develop delegates' Telesales skills and knowledge, such as how to make effective cold calls, handle objections, and negotiate
  • To increase delegates' confidence and motivation to sell over the phone
  • To prepare delegates for success in a Telesales role
  • To stay up to date on the latest Telesales best practices and trends

Upon completion of this Telesales Training Course, delegates will acquire refined communication skills and techniques, enabling them to engage effectively with customers over the phone. Additionally, they will gain the confidence and expertise needed to enhance their sales performance and build stronger relationships with clients.

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What’s included in this Telesales Training Course?

  • World-Class Training Sessions from Experienced Instructors
  • Telesales Certificate
  • Digital Delegate Pack

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Online Instructor-led (1 days)

Classroom (1 days)

Online Self-paced (8 hours)

Online Sales Training Course Outline

Module 1: Online Sales Definition

  • How to Start Getting Online Sales from an Ecommerce Store?
  • Scaling Your Business
  • What is Online Sales and Marketing?

Module 2: Impact of Online Sales on Consumers and Firms

  • Introduction 
    • Data 
    • Model 
    • Demand 
    • Supply 
  • Empirical Results 
    • Demand and Substitution 
    • Impact of the Online Channel 

Module 3: Smart Selling on the Phone and Online

  • Selling in Sound Bites
  • Presenting
  • Closing: Complex Road to Gaining Commitment

Module 4: E-Commerce: Purchasing and Selling Online

  • What is E-Commerce?
  • Planning for E-Commerce
  • Selling Online Using Your Own Website – Setting Up an Online Store
  • Security and Privacy Issues
  • Options for Selling Products on Your Website
  • Resource List of E-Commerce Products

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Who should attend this Online Sales Training Course?

Our Online Sales Course is designed to equip delegates with the skills and strategies necessary to excel in selling products or services through online platforms and channels. This Sales Training Course is especially beneficial for the following professionals:

  • E-commerce Professionals
  • Digital Marketing Specialists
  • Social Media Managers
  • Online Entrepreneurs
  • Digital Product Sellers
  • Product Managers
  • Sales Managers

Prerequisites of the Online Sales Training Course

There are no formal prerequisites for this Online Sales Course. However, familiarity with online platforms, understanding of digital marketing, and communication skills would be beneficial for the delegates.  

Online Sales Training Course Overview

In an era dominated by technology and the internet, Online Sales have become an essential avenue for businesses to reach a broader audience and facilitate transactions in a virtual marketplace. An online Sales Course is a strategic investment for sales professionals seeking to thrive in this dynamic digital landscape. It offers a comprehensive understanding of e-commerce platforms, customer behaviour in online markets, digital marketing techniques, and the art of effective online persuasion.

This Online Sales Training is invaluable for sales representatives, account managers, and business development professionals seeking to enhance their skills. Attendees will gain expertise in communication, negotiation, and customer relationship management, crucial for success in the digital era. By attending, professionals can expect improved sales performance and a distinct competitive advantage.

In our 1-day Online Sales Training Course, delegates also learn various useful methods to switch from traditional sales programmes to modern Online Sales. They attain in-depth knowledge to start getting Online Sales from an E-Commerce store. Further, this Sales Course comes with flexible learning options, allowing learners to study at their own pace and schedule, making them accessible to busy professionals.

Course Objectives

  • To develop advanced communication skills for effective online sales interactions
  • To acquire negotiation techniques tailored to the digital commerce environment
  • To enhance proficiency in customer relationship management within the online sales context
  • To gain insights into the latest trends and strategies in the dynamic field of digital sales
  • To master the use of relevant tools and technologies to optimise online sales processes
  • To foster adaptability to navigate and capitalise on the evolving landscape of digital commerce

After attending this Sales Training Course, delegates learn to get Online Sales from E-commerce stores and scale their businesses efficiently. They learn to analyse the impact of Online Sales on organisations and customers and make beneficial decisions accordingly. They will also be able to implement a smart selling process on the phone and online in their organisation and increase the sales of products.

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What’s included in this Online Sales Course?

  • World-Class Training Sessions from Experienced Instructors
  • Online Sales Certificate
  • Digital Delegate Pack

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Online Instructor-led (1 days)

Classroom (1 days)

Online Self-paced (8 hours)

Remote Selling Training Course Outline

Module 1: How to Transition from In-Person to Online Selling

  • What is Remote Selling?
  • Remote Selling Techniques
  • Remote Selling During Pandemic
  • How to Build Trust Selling Remotely?
  • Best Remote Selling Tools
  • Content for Remote Selling
  • Running a Remote Sales Meeting
  • Remote Sales Training
  • Turning Pro in Remote Selling

Module 2: Fast Transition from In-Person to Online Selling

  • What is Fast Transition?
  • Selling Online
  • In-Person Selling
  • Selling Online vs In-Person
  • Making the Fast Transition from In-Person to Online Selling

Module 3: Video Selling and Building Trust Online

  • What is Video Selling?
  • How does video Marketing Work?
  • How do you Build Trust with Customers Online?
  • Techniques to Gain Customer Trust Online
  • How to Sell Through Video and Build Trust Online

Module 4: Sales Process

  • What is Sales Process?
  • What are the Various Steps of the Sales Process?
  • Selling Remotely
  • How to Create Your Own

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Who should attend this Remote Selling Training Course?

The Remote Selling Course is designed to equip the delegates with the skills and techniques necessary to excel in the art of selling products or services in a remote and virtual environment. This Sales Training Course is especially beneficial for these professionals:

  • Sales Professionals
  • Inside Sales Teams
  • Business Development Professionals
  • Direct Sales Representatives
  • Marketing and Advertising Professionals
  • Entrepreneurs and Small Business Owners
  • Freelancers and Consultants

Prerequisites of the Remote Selling Training Course

There are no formal prerequisites for this Remote Selling Course. However, a basic understanding of sales, lead generation, and communication skills would be beneficial for the delegates. 

Remote Selling Training Course Overview

Remote Selling, also known as virtual or distance selling, is a sales approach that leverages technology to connect with customers and conduct sales transactions without face-to-face interactions. In an increasingly digital world, Remote Selling has gained significant prominence, allowing sales professionals to engage with clients through various channels such as phone calls, video conferences, emails, or messaging platforms. This approach transcends geographical boundaries, enabling sales teams to reach a broader and more diverse clientele.

Remote Selling offers numerous advantages for organisations. It enables the establishment of a robust business continuity plan, provides broader access to key stakeholders, and encourages prompt decision-making among customers. Possessing expertise in Remote Selling will open doors for delegates, presenting them with lucrative prospects for employment as well-compensated sales professionals across diverse industries within reputable organisations.

In our 1-day Remote Selling Training Course, delegates learn to transition sales techniques from in-person to online, gaining insights for effective multimedia tool utilisation. The comprehensive training equips them with essential skills in using videos, slides, and screen sharing to captivate and engage their audience. Covering aspects like the shift to online sales, technology use, trust-building, and online meeting management, the course provides a holistic approach.

Course Objectives

  • To understand the key concepts and principles of Remote Selling
  • To build relationships with potential customers and close deals remotely.
  • To develop a remote selling strategy that aligns with their company's overall business goals.
  • To track and manage sales pipeline remotely
  • To develop delegates negotiation and time management skills

After attending this Sales Course, delegates learn to make their own sales processes and implement them in their organisations. They also learn to use various multi-media tools in their daily tasks for effective and meaningful communication with customers.

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What’s included in this Remote Selling Training Course?

  • World-Class Training Sessions from Experienced Instructors
  • Remote Selling Certificate
  • Digital Delegate Pack

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Online Instructor-led (1 days)

Classroom (1 days)

Online Self-paced (8 hours)

Closing Sales Training Course Outline

Module 1: Introduction to Sales

  • Successful Sales Habits
  • Ways to Improve Sales Success
  • Applying the 7 Habits to Sales Strategy
  • Successful Speaking Equals to Successful Selling

Module 2: Introduction to Closing Sales

  • What is Closing Anyway?
  • Adopting the Right Mind-set
  • How to Set Call Objectives?
  • Provide Value on Encounter?
  • Creating a Collaborative Meeting Agenda
  • Perfect Close

Module 3: Effective Closing Techniques

  • Closing on Appointments
  • Approach Close
  • Demonstration Close
  • Hot Button Close
  • Trial Close
  • Power of Suggestion Close
  • Invitational Close
  • Just Suppose and Sharp Angle Close
  • Instant Reverse Close
  • Change Places Close
  • Secondary and Take Away Close
  • Summary and Referral Close

Module 4: Position for Success

  • Attitude Determines Individuals Altitude
  • Substance, Sizzle, and Soul
  • Always Sell What Customer Values
  • Develop a Step-by-Step Incremental Sales Strategy
  • What Individuals can do to Close More Sales?

Module 5: Get Prospect Involved Early in Order to Close the Sale Later

  • Use Opening Opportunity Wisely
  • Handle Premature Invitations to Negotiate on the Spot and Save Sale
  • Always Be Alert for Buying Decisions

Module 6: Sales Process is Discovery

  • Control the Sale by Using the Power of Questions
  • Ask Good Questions, then Shut Up and Listen
  • Be a Problem Solver to Close More Sales

Module 7: Handling Objections Properly

  • Why Buyers Object and What to do About it?
  • Countering Techniques to Reposition the Buyer and the Objection
  • How Many Objections do Individuals Really Have to Deal with?

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Who should attend this Closing Sales Training Course?

Our Closing Sales Course is designed to equip delegates with the skills and expertise necessary to excel in the art of Closing Sales effectively and confidently. This training course is especially beneficial for these professionals:

  • Sales Professionals
  • Direct Sales Representatives
  • Business Development Managers
  • Entrepreneurs and Business Owners
  • Consultants
  • Team Leaders
  • Sales Managers

Prerequisites of the Closing Sales Training Course

There are no formal prerequisites for this Closing Sales Training. However, a strong understanding of sales and communication skills would be beneficial for the delegates.   

Closing Sales Training Course Overview

Closing Sales is the crucial final step where a skilled salesperson persuades the prospect to make a purchase, sealing the deal and achieving a successful transaction. Closing Sales is a vital skill for sales personnel because it directly impacts the organisation's revenue and success; it ensures that potential customers become paying customers, ultimately driving business growth and profitability.

This Closing Sales Training Course is an advanced training course designed to help sales professionals refine their skills and strategies for successfully closing deals and securing commitments from potential customers. This course goes beyond basic sales techniques and focuses on the art of persuasion, negotiation, and building strong customer relationships.

This 1-day Closing Sales Training Course by The Knowledge Academy focuses on many crucial topics of Closing Sales, such as improving sales success, adopting the right mindset, effective closing techniques, being a problem solver to close more sales, and many more. Mastering the art of Closing Sales empowers sales professionals to consistently meet their targets, demonstrating their effectiveness and paving the way for career advancement opportunities and greater success in the field.

Course Objectives

  • To understand the importance of Closing Sales
  • To learn how to identify the right time to close
  • To develop effective closing techniques
  • To practice closing techniques through role-playing and other exercises
  • To develop a personal closing style that is authentic and effective

At the end of this training, the delegates learn how to take proper decisions in any Closing Sales situation. Delegates learn to create a collaborative meeting agenda and use various effective techniques for proper Closing Sales.

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What’s included in this Closing Sales Training?

  • World-Class Training Sessions from Experienced Instructors
  • Closing Sales Certificate
  • Digital Delegate Pack

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Online Instructor-led (1 days)

Classroom (1 days)

Online Self-paced (8 hours)

Corporate Selling Training​ Course Outline

Module 1: Corporate Selling Overview

  • What is B2B Sales?
  • Essential B2B Sales Techniques

Module 2: Setting Sales Goals and Targets

  • Big Picture Approach
  • Defining Goals, Challenges, and Investments
  • Effective Approaches to Investing in Sales Process

Module 3: Build the Revenue Model

  • A Reliable Sales Pipeline – the Foundation for Revenue Planning
  • Creating Revenue Plan
  • Find the Gaps in Pipeline
  • Measuring Pipeline Velocity

Module 4: Fill the Funnel

  • What is Perfect Prospects?
  • What are Lead Funnel Requirements?
  • Creating Quality Leads
  • Pipeline Checkup Checklist

Module 5: Creating a Selling Structure

  • Is It Time for a Sale Transition?
  • Sales Territory Planning
  • Improving Sales Process

Module 6: Execute and Measure

  • Define Sales Leaders Dashboard
  • Basic Set of Sales Key Performance Indicators

Module 7: How to Overcome Modern Sales Challenges?

  • Embrace Sales Enablement to Help Prospects Make Better Buying Decisions
  • Make Salespeople the Spokesmen for Your Brand
  • Align Sales and Marketing Teams to Work Towards the Same Goal

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Who should attend this Corporate Sales Training Course?

Our Corporate Sales Course is designed to equip delegates with the skills and strategies necessary to excel in selling products or services in a corporate or Business-to-Business (B2B) sales environment. This Sales Training Course is especially beneficial for these professionals:

  • Corporate Sales Professionals
  • B2B Sales Representatives
  • Business Development Executives
  • Key Account Managers
  • Sales Managers
  • Entrepreneurs and Business Owners
  • Communication Specialists

Prerequisites of the Corporate Sales Training Course

There are no formal prerequisites for the Corporate Selling Course. However, a foundational understanding of B2B sales and strong negotiation and communication skills would be beneficial for the delegates.  

Corporate Sales Training Course Overview

Corporate Selling, also called Business-to-business Sales (B2B Sales), involves salespersons or companies who sell services and products directly to other businesses. Corporate Sales is the company's combined net sales, which are imitated in the company's audited financial statements for the significant period.

The Corporate Selling approach aims to enhance satisfaction and foster lasting relationships between sellers and buyers, leading individuals and businesses that embrace this approach to witness notable increases in revenue and overall organisational growth.

Our 1-day Corporate Sales Training Course aims to provide delegates with a comprehensive knowledge of Corporate Selling. During this Sales Course, delegates will learn about several aspects of corporate sales such as building and maintaining a reliable sales pipeline, creating revenue plans, finding the pipeline gaps, and measuring pipeline velocity. They also learn about the sales leader’s dashboard, the basic set of sales key performance indicators, additional resources for executing and measuring, and many more.

Course Objectives

  • To understand the importance of Corporate Selling
  • To learn how to identify and qualify corporate customers
  • To develop a corporate sales strategy
  • To prepare for and conduct successful corporate sales calls
  • To overcome objections from corporate customers
  • To close deals with corporate customers

At the end of this Corporate Selling Training Course, delegates learn to develop and manage the corporate sales team and deal with clients. They can efficiently attend industry conferences and events to retain a robust network.  

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What’s included in this Corporate Seles Training Course?

  • World-Class Training Sessions from Experienced Instructors
  • Corporate Seles Certificate
  • Digital Delegate Pack

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Online Instructor-led (1 days)

Classroom (1 days)

Online Self-paced (8 hours)

Relationship Sales Masterclass Course Outline

Module 1: Introduction to Relationship Sales

  • What is Relationship Selling?
  • Understanding Buyer Behaviour
  • Methods of Profiling Customers
  • How to Recognise Them?
  • How to Deal with Behaviour Styles?
  • Relationship Selling Process
  • Partnership: An Evolved Form of Relationship Selling

Module 2: Relationship Selling: Techniques and Examples

  • Understand Relationship Selling Techniques
  • Listening Skills
  • Barriers to Listening
  • Understand Relationship Selling Techniques
  • Use of Language

Module 3: Relationship Selling and Customer Loyalty

  • Conceptual Framework
    • Associations Between Salesperson-Specific Relationship Variables
    • Trust in the Firm
    • Firm Service Quality
    • Attitudinal Loyalty
    • Loyalty Behaviours

Module 4: Become Better Salesperson through Relationship Selling

  • Emotional Intelligence
  • Understand Being More Sensitive to Feelings
  • How do you Build Relationships with Prospects?
  • Types of Questioning Techniques
  • Questioning Skills
  • How to Find Information to Build Meaningful Relationships?
  • Types of Sales Relationships
  • How to Improve Your Sales Relationships?
  • What Does it Mean to be Assertive?
  • Presenting Clear Messages
  • How to Influence Others?

Module 5: Sales Relationship Ladder

  • Spectator
  • Vendor
  • Preferred Provider
  • Business Consultant
  • Partner

Module 6: Relationship Sales Vs Traditional Selling

  • Relationship Sales Vs Traditional Selling
    • Consulting
    • Consumer Interest
    • Planning
  • Sales Methodologies
  • A Conflict Resolution Model – Thomas and Kilmann
    • Competing/Forcing Mode
    • Accommodating Mode
    • Avoiding Mode
    • Collaborating Mode
    • Compromising Mode

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Who should attend this Relationship Sales Masterclass?

Our Relationship Sales Masterclass is designed to equip delegates with the skills and expertise necessary to excel in driving sales through building and nurturing strong relationships with customers. This Sales Training Course is especially beneficial for the following professionals:

  • Sales Professionals
  • Sales Team Leads
  • Account Managers
  • Business Development Executives
  • Entrepreneurs and Business Owners
  • Customer Relationship Managers
  • Sales Managers

Prerequisites of the Relationship Sales Masterclass

There are no formal prerequisites for the Relationship Sales Masterclass. However, a solid understanding of sales concepts and relationship-building skills would be beneficial for the delegates. 

Relationship Sales Masterclass Overview

Relationship Sales, often referred to as relational selling, is a sales strategy centred around building strong, long-term relationships with customers. Instead of focusing solely on closing individual transactions, relationship sales prioritise understanding customer needs, fostering trust, and nurturing ongoing connections. Sales professionals employing this approach aim to become trusted advisors, guiding clients through their buying journey and ensuring their satisfaction post-sale.

In today's highly competitive and complex market, the demand for a relationship strategy that prioritises long-term customer relationships has become crucial due to the need for delivering an array of products and services. Possessing practical knowledge and skills in relationship selling allows individuals to specialise in applying these techniques within an organisation, ultimately enhancing their career advancement prospects.

In this 1-day Relationship Sales Training Course, the delegates will learn how to build effective customer sales relationships. They will learn various concepts about relationship selling, such as buyer behaviour, techniques, adding value, loyalty behaviours, relationship vs. traditional selling, how to improve sales relationships, and many more.

Course Objectives

  • To understand the importance of Relationship Selling
  • To learn how to build and maintain relationships with customers
  • To identify the key skills and techniques of relationship selling
  • To practice relationship-selling skills through role-playing and other exercises
  • To develop a personal relationship selling style that is authentic and effective

At the end of this training, delegates learn to implement sales techniques in an organisation. They also learn to build an effective relationship with customers more effectively. By attending this training, delegates also learn to identify the steps in the relationship-selling process and improve their sales relationship with prospects.  

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What’s included in this Relationship Sales Masterclass Course

  • World-Class Training Sessions from Experienced Instructors
  • Relationship Sales Course Certificate
  • Digital Delegate Pack

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Online Instructor-led (1 days)

Classroom (1 days)

Online Self-paced (8 hours)

Sales Client Meeting Skills Training​ Course Outline

Module 1: Introduction to Sales Client Meeting

  • What Is a Sales Meeting?
  • How Sales Meetings Work?
  • Special Considerations

Module 2: Ways to Prepare for Next Sales Meeting

  • Seven Ways to Prepare for a Sales Meeting

Module 3: Critical Meeting Skills

  • Buyer/Seller Relationship
  • Sales Meeting Planning
  • Questioning and Listening
  • Presentation Skills
  • Gaining Commitment

Module 4: Sales Meeting Ideas: Topics and Agendas to Motivate your Team

  • Planning and Preparing Effective Sales Meeting Agendas
  • How to Motivate and Energise Team?
  • Generating Strategic Value from Sales Representatives
  • Anatomy of Weekly and Bi-Weekly Meetings
  • Sales Meeting Ideas

Module 5: Customer Meeting of the Future

  • Customer Meeting – at the Center of Digital Transformation
  • Customer Behaviour and New Technology are Driving Rapid Change
  • Customer Meeting of the Future is Seamless, Personal and at the Right Time
  • Digital Pioneers are Leading the Transition to the Customer Meeting of the Future
  • Customer as a Guiding Star

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Who should attend this Sales Client Meeting Skills Training Course?

Our Sales Client Meeting Skills Course is designed to equip delegates with the skills and strategies necessary to excel in conducting effective meetings with clients during the sales process. This Sales Training Course is especially beneficial for the following professionals:

  • Sales Professionals
  • Business Development Managers
  • Team Leaders
  • Marketing and Development Teams
  • Entrepreneurs and Business Owners
  • Account Managers
  • Sales Managers

Prerequisites of the Sales Client Meeting Skills Training Course

There are no formal prerequisites for this Sales Client Meeting Skills Course. However, a basic understanding of sales concepts, presentation skills, and customer-centric mindset would be beneficial for the delegates.   

Sales Client Meeting Skills Training Course Overview

Sales Client Meeting Skills Training empowers sales professionals with the knowledge and abilities to conduct productive client meetings and create positive and lasting impressions that lead to successful sales outcomes. Possessing Client Meeting Skills help individuals perform their daily meetings with clients more successfully and work as highly paid professionals in various multinational organisations.

Sales client meeting skills are honed through practice, experience, and ongoing training. Sales professionals who excel in these skills are more likely to build strong client relationships, close deals, and contribute significantly to their organisation's sales success.

This 1-day training by The Knowledge Academy offers practical insights and strategies to delegates, empowering them to navigate client meetings with confidence and finesse. Through interactive sessions, case studies, and role-playing exercises, delegates will gain practical experience and develop the skills necessary to excel in client interactions.

Course Objectives

  • To understand the importance of client meetings in sales
  • To learn how to prepare for client meetings
  • To develop effective communication skills for client meetings
  • To practice active listening skills in client meetings
  • To overcome objections in client meetings
  • To close deals in client meetings

After attending this course, delegates learn to arrange meetings with clients according to their requirements and use new technologies for obtaining fruitful results. They learn to increase the sales of their organisations by using their skills to form buyer and seller relationships. They also learn to implement sales meeting agendas for motivating their teams.

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What’s included in this Sales Client Meeting Skills Training

  • World-Class Training Sessions from Experienced Instructors
  • Sales Client Meeting Skills Training Certificate
  • Digital Delegate Pack

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Online Instructor-led (1 days)

Classroom (1 days)

Online Self-paced (8 hours)

Sales Management Training​ Course Outline

Module 1: Introduction

  • What is Sales Management?
  • Sales Management and Control

Module 2: Benefits of Selling Activities

  • Benefits to the Society
  • Benefits to Consumers
  • Benefits to Business Firms, Sales-Persons, and Customers

Module 3: Elements of Sales Management

  • Planning
  • Coordination
  • Controlling
  • Motivating

Module 4: Objectives of Sales Management

  • Increase Sales Revenue
  • Expand Market Share
  • Improve Customer Satisfaction
  • Enhance Sales Team Performance
  • Optimise Sales Processes
  • Develop and Maintain Strong Relationships
  • Achieve Sales Targets
  • Increase Profitability
  • Develop and Launch New Products/Services
  • Manage Sales Channel Partners

Module 5: Determining Sales-Related Marketing Policies

  • Product Policies
  • Distribution Policies
  • Pricing Policies

Module 6: SMBO Approach

  • Process of SMBO
  • Importance of SMBO

Module 7: Organisation of Selling Unit

  • Need and Importance
  • Functions of Sale Organisation
  • Structure of Sales Organisation
  • Steps to Establish a Sales Structure

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Who should attend this Sales Management Training Course?

Our Sales Management Courseis designed to equip delegates with the skills and strategies for leading, managing, and guiding sales teams to achieve their targets and drive overall sales success. This Sales Training Course is especially beneficial for these professionals:

  • Sales Managers
  • Sales Directors
  • Sales Team Leaders
  • Business Development Managers
  • Entrepreneurs and Business Owners
  • Sales Executives
  • Consultants and Advisors

Prerequisites of the Sales Management Training Course

There are no formal prerequisites for this Sales Management Course. However, a basic understanding of sales and marketing principles and strong communication skills would be beneficial for the delegates.

Sales Management Training Course Overview

Sales Management can be defined as the process of building sales force by coordinating sales operations, implementing sales techniques, and allowing a business to exceed the sales target consistently. Sales Management enables various activities and functions included in the delivery of goods and services of the organisation.

The Knowledge Academy's Sales Management Training is specially tailored to provide delegates with all the knowledge of the basic concepts of Sales Management and go all the way to implement the strategies to get the desired results.

In our 1-day Sales Management Training, delegates grasp the essentials of Sales Management objectives, distribution policies, and the significance of SMBO. Conducted by highly expert and experienced trainers, this course equips individuals with essential knowledge in Sales Management. The versatile skills acquired not only unlock opportunities for well-compensated roles but also empower individuals to make significant contributions to their organisations' growth and competitiveness in the modern business landscape.

Course Objectives

  • To understand the role of Sales Management in an organisation
  • To learn how to develop and implement a sales strategy
  • To manage and motivate a sales team
  • To measure and evaluate sales performance
  • To develop and maintain relationships with customers
  • To stay up-to-date on sales trends and best practices

After successfully completing this Sales Management Training, delegates will fully understand what Sales Management is and how it is done. They will also be able to adapt different approaches and policies to attain the desired goals of an organisation.

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What’s included in this Sales Management Training Course

  • World-Class Training Sessions from Experienced Instructors
  • Sales Management Certificate
  • Digital Delegate Pack

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Online Instructor-led (1 days)

Classroom (1 days)

Online Self-paced (8 hours)

Value Based Selling Training​ Course Outline

Module 1: Value-Based Selling

  • What is Value-Based Selling?
  • Principles of Value-Based Selling Methodology
  • Value-Based Selling Process and Techniques
  • Differences and Similarities Between Value-Based Selling and Value-Added Selling

Module 2: Value-Added Selling Philosophy

  • Real Meaning of Value
  • Value ADD-ITUDE
  • Customer-Focused Value
  • Seller-Focused Value
  • Value-Added Selling
  • Characteristics of Value-Added Salespeople
  • Price Facts

Module 3: Critical Buying Path, Value-Added Sales Process, and Customer Messaging

  • Paradigms of Buying
  • Critical Buying Path in Value-Added Selling
  • Value-Added Sales Process and its Strategic Overview
  • Customer Messaging
  • Value Added

Module 4: High-Value Target Account Selection and Target Penetration

  • Power of Discernment
  • Strategic Focus: Developing Market Savviness
  • Tactical Focus: Targeting Specific Accounts
    • Awareness of Your Profit Piranhas
  • Account Penetration Rules
  • Level I, II, and III Decision Makers
  • How to Talk Like a Level I, II, or III Decision Maker?

Module 5: Value-Added Selling Strategies

  • Customerising – as a Process
  • Positioning – Seller's Position in Buyers' Mind
  • Differentiating –Definable and Defendable Differences as a Seller
  • Presenting – Personalising Your Message and Maximise Perceived Value
  • Supporting – Supporting Strategies with Process and People Support
  • Relationship Building – Cornerstone of Value-Added Selling
    • Principles of Relationship Building
  • Tinkering – Responding to Your Customers in their Doubts
    • How is Tinkering Done?
  • Value Reinforcement – Vital Components of Customer-Messaging Campaign
  • Leveraging – Strategy for Maximising, Optimising, and Multiplying Efforts

Module 6: Value-Added Selling Tactics

  • Canvassing –Process of Identifying New Sources of Business
  • Getting Appointments – Four-Step Method for Getting Appointments
  • Pre-Call Planning - Planning Your Sales Call
  • Opening Stage – Impact Opening of Sales Call
  • Needs-Analysis Stage – Analysing Buyer's Needs to Sell Added Value
  • Presentation Stage – Selling Three Dimensions of Value
  • Commitment Stage (Closing) – Closing Sales on Right Time
  • Handling Objections – Elaborated Ways to Respond to Price Objections
  • Post-Call Activities – Conducting Post-Call Review

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Who should attend this Value Based Selling Training Course?

Our Value Based Selling Course is designed to equip delegates with the skills and strategies necessary to excel in the art of selling by focusing on delivering value and addressing the specific needs of customers. This course is especially beneficial for the following professionals:

  • Sales Professionals
  • Business Development Managers
  • Team Leaders
  • Freelancers and Consultants
  • Entrepreneurs and Business Owners
  • Product Managers
  • Sales Managers

Prerequisites of the Value Based Selling Training Course

There are no formal prerequisites for this Value Based Sales Course. However, a basic understanding of relationship building, sales pitching, and strong communication skills would be beneficial for the delegates.

Value-Based Selling Training Course Overview

Value Based Selling can be described as the method of understanding and strengthening reasons why an offer is valuable to a prospective client or customer. In the Value-Based Selling approach, the clients become the centre of focus. It concentrates on the product or service that provides value to the customer.

Value Based Selling is used to satisfy clients or customers and presents a buying situation to them where the clients are more focused on realising the benefits than the price. It enables sellers to close transactions frequently with better profit margins successfully and saves time that can then be dedicated to more customers. The required knowledge and skills of Value Selling strategies, via the Value Based Sales Training, can help individuals to get plenty of opportunities for their career advancement and become successful in their profession with good pay.

In this 1-day Value Based Selling Training Course, delegates get a comprehensive understanding of Value-based Selling, the real meaning of value, the seller focused value, the Value-Added Selling philosophy, and the characteristics of a value salesperson. In this Value Based Sales Training Course they learn to accumulate the knowledge of the value-added sales process in detail, its strategic overview, the value-added, planning right customer messaging, etc., to capture the right clientele.

Course Objectives

  • To accumulate the knowledge of value-added selling philosophy
  • To learn the characteristics of a value-added salesperson
  • To understand the process of developing market savviness
  • To learn to present and personalise messages to maximise the perceived value
  • To get familiar with vital components of the customer-messaging campaign

Completing the Value Based Selling Training Course equips delegates with the essential knowledge and skills to prioritise customer satisfaction, close deals more effectively with improved profit margins, and unlock numerous career advancement opportunities in their profession with a higher income potential.

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What’s included in this Value Based Selling Training

  • World-Class Training Sessions from Experienced Instructors
  • Value Based Selling Certificate
  • Digital Delegate Pack

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Online Instructor-led (1 days)

Classroom (1 days)

Online Self-paced (8 hours)

Outbound Sales Training Course Outline

Module 1: Introduction to Outbound Sales

  • What is Outbound Sales?
  • Advantages of Outbound Sales
  • Overview of Outbound Sales Process

Module 2: Build Efficient Outbound Sales System

  • Build Right Sales Team
  • How to Write Outbound Sales Call Scripts?
  • Create Ideal Buyer Personas
  • Nail Down Value Proposition
  • Start Generating Leads
  • Plan Outreach and Start Selling

Module 3: Essential Outbound Sales Tools and Software

  • Outbound Sales CRM
  • Sales Intelligence Tool
  • Contact Information Tool
  • Social Tools

Module 4: Common Outbound Sales Techniques

  • Cold Calling
  • Cold Emailing
  • Email Automation
  • Types of Outbound Strategies

Module 5: Advanced Selling Skills

  • Engaging the Gatekeeper
  • Advanced Objection Handling Skills
  • Cross-Sell and Up-Sell
  • Advanced Questioning Techniques
  • Win-Win Negotiating
  • Why People Don't Return Your Phone Calls?

Module 6: Ways to Improve Outbound Sales Performance

  • Find Decision Maker
  • Get Ahead of Curve
  • Leverage Your Relationships
  • Establish Credibility
  • Keep Relationship Going

Module 7: Outbound Sales Call Script

  • Cold Call Appointment Script
  • Voicemail Script
  • Follow-Up Script
  • Gatekeeper Script
  • Referral Script
  • Promotional Sales Script
  • Overcoming Objections Script

Module 8: Outbound Sales Strategies for More Sales

  • Focus on Being Helpful
  • Take Advantage of Referral Sales
  • Use Omni-Channel and Multi-Touch Strategies
  • Take Advantage of Calling Scripts
  • Automate Outbound Sales

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Who should attend this Outbound Sales Training Course?

The Outbound Sales Course is designed to equip delegates with the skills and strategies necessary to excel in the field of Outbound Sales, where sales professionals proactively reach out to potential customers to generate leads and drive business growth. This Sales Training Course is especially beneficial for the following professionals:

  • Sales Professionals
  • Business Development Executives
  • Entrepreneurs and Business Owners
  • Telemarketers
  • Outbound Sales Agents
  • Sales Managers
  • Counselors and Advisors

Prerequisites of the Outbound Sales Training Course

There are no formal prerequisites for this Outbound Sales Course. However, a basic understanding of cold calling, sales pitching, and strong communication skills would be beneficial for the delegates.   

Outbound Sales Training Course Overview

Outbound Sales is a method by which customer engagement begins from the seller's end. It is an essential and regular task performed by the sales department of any organisation to sell their products and services to more prospective customers. The Outbound Sales method allows organisations and sales representatives to use all the necessary strategies to get what is needed from marketing efforts (conversions and more leads) and generate more sales.

In the contemporary job market, there is a strong demand for essential skills such as customer interaction, addressing inquiries, furnishing relevant information, and managing objections, particularly in the Outbound Sales process. Acquiring these crucial skills and knowledge can greatly benefit individuals looking to establish a career as a sales representative within top-tier organisations, offering not only a fulfilling role but also a competitive salary.

In our 1-day Outbound Sales Training Course, delegates gain comprehensive knowledge for phone interactions. They acquire skills to enhance communication for increased conversions. The course covers building efficient outbound sales systems, mastering techniques, and crafting effective call scripts. These competencies empower delegates in the competitive field of Outbound Sales, aiding them in achieving sales goals effectively.

Course Objectives

  • To learn about the Outbound Sales tools and software
  • To understand common Outbound Sales techniques
  • To build the right sales team
  • To start generating more leads
  • To automate Outbound Sales
  • To learn about contact information tool

After attending this Sales Training Course, delegates become thoroughly familiar with the ins and outs of Outbound Sales. They learn to build their advanced knowledge of Outbound Sales which helps them to convert more sales and generate more revenue. Holding all these skills help delegates develop their bright future in this competitive era and secure their future.

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What’s included in this Outbound Sales Training Course?

  • World-class Training Sessions from Experienced Instructors
  • Outbound Sales Certificate
  • Digital Delegate Pack

Show moredown

Online Instructor-led (1 days)

Classroom (1 days)

Online Self-paced (8 hours)

Sales Negotiation Training​ Course Outline

Module 1: Introduction to the Sales Negotiation and Sales Process

  • What is Sales Negotiation?
  • Key Sales Negotiation Skills
  • Skills Negotiating with Customers Requires
  • Listening and Communication Skills
  • Problem Solving Skills
  • Interpersonal Skills
  • Persuasion Skills
  • Customer Service Skills
  • Integrity

Module 2: Before Negotiation Begins

  • Introduction
  • Understand the Objectives Raised
  • Identify the Root of the Objection
    • Failure to Create Desire
    • Failure to Be Perceived as an Expert
  • Quantify Value
  • Adopt the Correct Attitude
  • Know Your Ultimate Conditions

Module 3: Guidelines for Successful Negotiation

  • Demonstrate Respect
  • Reaffirm the Value Statement
  • Define the Problem
  • Collaborate

Module 4: Strategies for Overcoming Objections

  • Overcoming Common Objections
  • Price
  • Selection of the Company over the Competition
  • Fear of Change
  • Timing
  • Need for Other Input
  • Personal Politics

Module 5: Sales Negotiation Training and Tips

  • Sales Negotiation Training Techniques for Teams
  • Common Sales Negotiation Strategies
  • Tools to be a Great Sales Negotiator
  • Sales Negotiation Tips

Module 6: Strategies for Getting to Agreement

  • Introduction
  • Positional Negotiators
  • Asserting Positions
  • Attacking the Ideas
  • Using Third Party
  • Changing the Paradigm

Module 7: After the Negotiation

  • When Agreement is Reached
  • When No Agreement is Reached
  • Making the Agreement Last

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Who should attend this Sales Negotiation Training Course?

Our Sales Negotiation Skills Course is designed to equip delegates with the essential skills and strategies necessary to excel in negotiating effectively during the sales process. This Sales Training Course is especially beneficial for these professionals:

  • Contract Managers
  • Sales Representatives
  • Business Development Executives
  • Entrepreneurs and Business Owners
  • Procurement Professionals
  • Account Executives
  • Sales Managers

Prerequisites of the Sales Negotiation Training Course

There are no formal prerequisites for the Sales Negotiation Course. However, a basic understanding of sales principles, negotiation skills, problem-solving and communication skills would be beneficial for the delegates.

Sales Negotiation Training Course Overview

Sales Negotiation is a formal discussion or series of discussions between buyers and sellers to make a sales deal. Possessing Sales Negotiation skills enable individuals to know customer needs, resolve clients' doubts, make more sales deals, and enhance profitability. Engaging in this Sales Negotiation Training not only enhances delegates' skills but also opens doors to numerous career advancement opportunities.

The knowledge gained through this training can pave the way for prestigious roles, including Sales Representative, Sales Virtual Webinar Specialist, Regional Sales Representative, Account Executive, and more. This training course not only enhances but also strengthens delegates' capacity to cultivate effective negotiation skills, which play a pivotal role in driving business success and fostering stronger client relationships.

The Knowledge Academy 1-day Sales Negotiation Course is designed by industry experts to provide the delegates with thorough knowledge about Sales Negotiation, Sales Negotiation techniques, and implementing them to close more sales deals. With a focus on hands-on learning and real-world scenarios, this course empowers delegates to not only master negotiation skills but also to confidently navigate complex sales situations, ultimately driving their professional success.

Course Objectives

  • To learn the fundamentals of Sales Negotiation, such as planning for negotiations, understanding the other party's needs and interests, building rapport, and using effective communication and persuasion techniques
  • To develop delegates' negotiation skills and knowledge, such as how to handle objections, make concessions, and close deals successfully
  • To increase delegates' confidence and motivation to negotiate effectively
  • To prepare delegates for success in Sales Negotiations
  • Use effective negotiation techniques to achieve desired outcome

At the end of this Sales Training Course, delegates gain comprehensive information about the Sales Negotiation techniques. They also upgrade their communication and listening skills, interpersonal skills, persuasion skills, and customer skills that will help them to convince hesitant customers to make a purchase.

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What’s included in this Sales Negotiation Skills Training Course?

  • World-Class Training Sessions from Experienced Instructors
  • Sales Negotiation Training Certificate
  • Digital Delegate Pack

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Online Instructor-led (1 days)

Classroom (1 days)

Online Self-paced (8 hours)

Selling with Stories Training​ Course Outline

Module 1: Introduction to Sales Story?

  • What is Sales Story?
  • Why Tell Sales Story?

Module 2: What Sales Stories You Need and When to Tell Them?

  • Introducing Yourself
  • Stories You Tell Yourself
  • Getting Buyers to Tell Their Story
  • Building Rapport
  • Main Sales Pitch
  • Handling Objections
  • Closing the Sale
  • Storytelling After the Sale

Module 3: How to Craft Sales Stories?

  • Elements of a Great Story
  • Choosing the Right Story to Tell
  • Story Structure
  • Challenge, Conflict, and Resolution
  • Lesson and Action
  • Emotion and Surprise
  • Dialogue, Details, and Length
  • Telling Stories with Data
  • Stretching the Truth
  • Practising and Saving Stories

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Who should attend this Storytelling Course?

Our Storytelling Course is designed to equip delegates with the skills and techniques necessary to excel in the art of using storytelling to enhance sales effectiveness. This Storytelling is particularly well-suited for the following professionals:

  • Sales Representatives
  • Business Development Managers
  • Entrepreneurs and Business Owners
  • Brand Representatives
  • Content Creation Teams
  • Marketing Teams
  • Sales Managers

Prerequisites of the Storytelling Course

There are no formal prerequisites for this Storytelling Training Course. However, basic sales knowledge, strong negotiation, and communication skills would be beneficial for the delegates. 

Storytelling Course Overview

In today's dynamic business landscape, the ability to communicate persuasively is crucial. This course explores the power of narrative in sales, shedding light on its relevance in capturing and retaining audience attention. Participants will delve into real-world examples that highlight the transformative impact of incorporating storytelling into the sales process.

Sales professionals seeking a competitive edge will find the Sales Training course indispensable. Mastering the art of storytelling is essential for those who wish to connect emotionally with clients and create memorable interactions. This course is tailored for sales executives, marketing professionals, and anyone aiming to enhance their communication skills in a sales context.

The 1-day training by The Knowledge Academy offers a practical and immersive experience, equipping delegates with actionable insights to implement immediately. Participants will learn to craft compelling narratives that resonate with clients, ultimately boosting sales effectiveness. This course is a valuable investment for professionals seeking to elevate their salesmanship through the art of storytelling.

Course Objectives

  • To understand the power of storytelling in sales
  • To learn how to identify and tell effective stories
  • To practice telling stories in a way that is engaging and persuasive
  • To develop a personal storytelling style that is authentic and effective
  • To use stories to build relationships, persuade prospects, and close more deals

At the end of this Storytelling Course, delegates learn to craft sales stories effectively and efficiently. They also learn to communicate with clients effectively and create a good bond with clients.

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What’s included in this Storytelling Training Course?

  • World-Class Training Sessions from Experienced Instructors
  • Storytelling Certificate
  • Digital Delegate Pack

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Online Instructor-led (1 days)

Classroom (1 days)

Online Self-paced (8 hours)

Start Positive Conversations with Challenging Customers Training​ Course Outline

Module 1: Introduction

  • Introduction to Difficult Customers
  • Types of Difficult Customers
  • Importance of Dealing with Difficult Customers

Module 2: Working with Difficult Customers

  • Keep Your Communication Professional
  • Remain Calm and Collected
  • Speak Softly
  • Practice Active Listening
  • Give them Time to Talk
  • Understand the Customer Point of View
  • Assess their Needs
  • Seek a Solution
  • Ask for Support
  • Maintain a Positive Relationship
  • Activity

Module 3: How to Use Positive Communication in Customer Service?

  • Changing Negative Sentences into Positive Ones
  • Activity

Module 4: How to Manage Conversations with Challenging Customer?

  • Fundamental Priniciples of Managing Conversations
  • Activity

Module 5: Ways to Handle Angry Customers

  • Recognising the Value of a Complaint
  • Listen
  • Apologise
  • Show Empathy
  • Maintain a Calm Tone of Voice
  • Build and Maintain Trust
  • Don't Take it Personally
  • Avoid Negative Language
  • Resolve the Issue
  • Share the Knowledge
  • Activity

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Who should attend this Start Positive Conversations with Challenging Customers Training Course?

The Start Positive Conversations with Challenging Customers Course is designed for individuals in customer-facing roles who want to enhance their skills in dealing with difficult or challenging customers. This Sales Course can benefit a wide range of professionals, including:

  • Customer Service Representatives
  • Sales Professionals
  • Retail Associates
  • Call Centre Agents
  • Hospitality Staff
  • Complaints Handlers
  • Client Relations Managers
  • Account Managers

Prerequisites of the Start Positive Conversations with Challenging Customers Training Course

There are no formal prerequisites for attending this Start Positive Conversations with Challenging Customers Course.

Start Positive Conversations with Challenging Customers Training Course Overview

The Start Positive Conversations with Challenging Customers Training explores the art of initiating positive dialogues with difficult customers. In the business realm, mastering this skill is essential for fostering positive relationships and overcoming challenges. This course delves into effective communication strategies, emphasising the relevance of turning challenging interactions into opportunities for constructive engagement.

In the realm of Sales Training, understanding how to navigate challenging customer conversations is paramount. Sales professionals encountering resistance or difficult situations can greatly benefit from acquiring the skills taught in this course. This training is particularly valuable for customer service representatives, sales executives, and anyone aiming to enhance their ability to handle challenging customer interactions with finesse.

The 1-day training by the Knowledge Academy equips delegates with practical tools and techniques to start positive conversations with challenging customers. Participants will gain insights into defusing tension, active listening, and turning potential conflicts into collaborative solutions. This course is designed to empower professionals with the skills needed to confidently navigate challenging customer interactions, ultimately enhancing customer satisfaction

Course Objectives

  • To understand the importance of starting positive conversations with challenging customers
  • To learn how to identify challenging customers
  • To develop strategies for starting positive conversations with challenging customers
  • To practice starting positive conversations with challenging customers through role-playing and other exercises
  • To build rapport and trust with your clientele

At the end of this Sales Training, delegates learn to create positive conversations with challenging customers effectively. They also learn to handle difficult situations with real-world customer scenarios effectively. This training supercharges their knowledge and expertise in managing challenging customer conversations.

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What’s included in this Start Positive Conversations with Challenging Customers Training Course? 

  • World-Class Training Sessions from Experienced Instructors    
  • Start Positive Conversations with Challenging Customers Certificate 
  • Digital Delegate Pack

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Online Instructor-led (1 days)

Classroom (1 days)

Online Self-paced (8 hours)

Handling Sales Objection Training Course Outline

Module 1: What Objections Really Are?

  • Eliminating Objections Before They Arise
  • Leading with the ‘Soft’ Sell
  • Follow with the ‘Hard’ Sell

Module 2: Six-Step Method for Handling Objections

  • Tips, Hints, and Techniques to Become Effective Salesperson
  • Six-Step Method

Module 3: Getting in the Door: Appointment Objections

  • Getting Past the Gatekeeper
  • Feel, Felt, Found
  • Speaking with the Decision-Maker

Module 4: What Does It Really Cost: Price Objections

  • Getting Past Price Concerns

Module 5: Time, Experience, Credentials, and Need: Objections Continued

  • Time Objections
  • Experience Objections
  • Using Testimonials: Power of a Second Opinion
  • Credential Objections
  • Need Objections
  • Ways to Differentiate Yourself from the Competition

Module 6: Mistakes That Annoy Customers and Incite Objections

  • Not Being Organised
  • Talking Too Much
  • Interrupting
  • Lacking Sincerity
  • Not Analysing Needs
  • Being Too Pushy
  • Reciting a Script
  • Not Building Rapport
  • Getting Defensive
  • Taking it Personally

Module 7: Confidence: Great Objection Deflector

  • Prepare
  • Immerse
  • Know Where Your Value Lies

Module 8: Knowing When to Walk Away

  • Know When to Walk Away
  • Follow the 80/20 Rule
  • Ask Yourself Some Difficult Questions

Module 9: Essential Elements of the Sales Cycle

  • Prospecting
  • Qualifying
  • Presentation
  • Closing
  • Follow-Through
  • Steps for Overcoming Obstacles

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Who should attend this Objection Handling Training Course?

This Objection Handling Course is ideal for sales professionals, business development representatives, and anyone involved in sales activities. This Sales Training Course can benefit a wide range of professionals, including:

  • Sales Executives
  • Account Managers
  • Sales Managers
  • Customer Relationship Managers
  • Sales Consultants
  • Inside Sales Representatives
  • Field Sales Representatives

Prerequisites of the Objection Handling Training Course

There are no formal prerequisites for this Objection Handling Course.

Handling Sales Objection Training Course Overview

Sales Objection is a clear expression by a buyer that a barrier exists between the current situation, which needs to be satisfied before buying any product or service. Sales objections drive many prospects not to buy products or services offered by an organisation or individual. Responding to a buyer's objections in a way that changes their mind or alleviates their concerns is known as sales objection handling. Sales objection handling skills allow salespersons to tailor their pitch and zero in on the factors that could break the deal.

This Objection Handling Training Course equips sales professionals with the tools and expertise necessary to confidently address objections, build customer trust, and increase sales success rates. It focuses on practical skills, communication techniques, and objection-handling strategies essential for navigating the sales process challenges effectively. This training provides delegates with the knowledge and skills required to overcome various sales objections and convert prospects into customers as well.

In this 1-day Objection Handling Course, delegates learn about setting the tone, ground rules, and how to gather information about the customer’s needs and concerns. They also attain in-depth knowledge about showing the customer how the product or service offered is not the problem they see it to be, but can benefit them in various ways, etc.

Course Objectives

  • To understand the importance of handling objections in sales
  • To learn how to identify and classify objections
  • To develop strategies for handling objections
  • To practice taking complaints through role-playing and other exercises
  • To create a positive attitude towards handling objections

After attending this Objection Handling Training Course, delegates learn to take objections positively and take them as opportunities to understand their customers properly. They also learn to effectively move to the next stage of the sales process after solving the customer's objections and making the sale.

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What’s included in this Handling Sales Objection Training Course? 

  • World-Class Training Sessions from Experienced Instructors    
  • Handling Sales Objection Certificate 
  • Digital Delegate Pack

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Online Instructor-led (1 days)

Classroom (1 days)

Online Self-paced (8 hours)

Soft Skills Training for Sales Professionals Course Outline

Module 1: Introduction to Sales

  • Sales Process
  • Sales Models
  • What is Sales Skills?
  • Sales Skills Benefits
  • How to Improve Sales Skills?
  • Why Soft Skills Matter in Sales?
  • Skills for Sales Managers to Become a Better Leader
  • Types of Soft Skills That Employers Look for on Resumes

Module 2: Soft Skills Vs Hard Skills

  • What are Hard Skills?
  • What are Soft Skills?
  • What's the Difference Between Soft and Hard Skills?

Module 3: Hard Skills for Sales Professionals

  • Product Knowledge
  • Understanding of Common Business Software Tools
  • Business Communication
  • Effective Communication Skills for Sales
  • Client Engagement
  • Active Listening
  • Conflict Management and Resolution
  • Sales Presentations/Demos
  • Social Selling

Module 4: Role-Critical Skills for Sales Professionals

  • Prospecting
  • Lead Qualification
  • Contract Negotiation
  • Policy Knowledge
  • Referral Selling
  • Closing Skills
  • Customer Success

Module 5: Traits of Successful Salespeople

  • Self-Motivated/Ambitious
  • Coachable
  • Adaptable
  • Sociable
  • Responsible
  • Goal-Oriented
  • Empathetic
  • Passionate About Selling
  • Emotional Intelligence in Sales

Module 6: Soft Skills for Sales Professionals

  • Relationship Building
  • Knowing When to Shut Up
  • Time Management
  • Storytelling
  • Research/Information Gathering
  • Critical Thinking
  • Problem Solving
  • Tech Savvy
  • Collaboration
  • Ways to Improve Soft Skills

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Who should attend this Soft Skills Training for Sales Professionals Course?

This Soft Skills Training for Sales Professionals Course is designed for individuals who are involved in sales or sales-related roles and wish to enhance their interpersonal skills, communication abilities, and overall effectiveness in dealing with customers and clients. This Sales Training Course is especially beneficial for the following professionals:

  • Sales Representatives
  • Business Development Professionals
  • Sales Managers
  • Accounts Executives
  • Customer Service Representatives
  • Recruiters
  • Small Business Owners

Prerequisites of the Soft Skills Training for Sales Professionals Course

There are no formal prerequisites for this Soft Skills Training for Sales Professionals Course. However, strong communication skills and negotiation skills would be beneficial for the delegates.

Soft Skills Training for Sales Professionals Course Overview

Soft skills are characteristics and personality qualities that allow employees to interact with others and succeed at work. This training covers a wide range of themes, such as effective communication, negotiation, time management, customer service, dispute resolution, leadership, and presentation abilities.

This training equips learners with emotional intelligence, which will help them develop their self-awareness, self-regulation, motivation, empathy, and social skills. Pursuing this training helps individuals get equipped with the necessary skills and techniques to enhance their career opportunities and increase their earnings.

The Knowledge Academy’s 1-day Soft Skills Training for Sales Professionals provides delegates with in-depth knowledge about the essential soft skills needed to succeed in the sales industry. During this training, the delegates learn about tools and techniques that are needed for interacting with clients and colleagues effectively. They also learn about how to develop emotional intelligence, lead and motivate a team, and apply soft skills in real-life sales situations.

Course Objectives

  • To equip sales professionals with the soft skills they need to succeed in their careers
  • To help sales professionals communicate more effectively with clients and colleagues
  • To enable sales professionals to negotiate deals and contracts more effectively
  • To improve sales professionals' time management skills and ability to prioritise tasks
  • To help sales professionals provide excellent customer service and handle difficult customers
  • To teach sales professionals how to resolve conflicts and disputes in a professional manner

At the end of this training, delegates learn to develop leadership skills for leading and motivating a team. They also learn to improve presentation skills for delivering engaging and effective presentations.

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What’s included in this Soft Skills Training for Sales Professionals Course?

  • World-Class Training Sessions from Experienced Instructors
  • Soft Skills Training for Sales Professionals Certificate
  • Digital Delegate Pack

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Online Instructor-led (1 days)

Classroom (1 days)

Online Self-paced (8 hours)

Sales Account Management and Development Training Course Outline

Module 1: Introduction to Sales Account 

  • What is Sales Account?
  • Importance of Sales Account
    • Reliability
    • Record Keeping
    • Transparency
    • New Leadership
    • Expansion
  • Advantages of Having a Sales Account 
  • Disadvantages of Sales Account

Module 2: Key Account Management (KAM)

  • What is a Key Account?
  • Benefits of Key Account Management
  • Difference Between Key Account Management and Selling
  • How to Hire Key Account Managers?
  • Key Account Management Plan 

Module 3: Sales Account Management Growth

  • What is the Difference Between Sales and Account Management?
  • Account Management Responsibilities
  • Sales Account Management Approach
  • Audit Sales Account Management Data
  • Steps for Better Sales Account Management

Module 4: Account Manager Skills

  • What are Account Manager Skills?
  • Enhance Your Account Manager Skills
  • Account Manager Skills in the Workplace
  • How to Highlight Your Account Manager Skills?

Module 5: Sales Account Management Best Practices

  • Understand What Qualifies as a Key Account  
  • Choose Your Account Managers Carefully 
  • Facilitate the Handoff from Sales 
  • Build a Detailed Customer Profile 
  • Add Value 
  • Champion Cross-Functional Collaboration 
  • Help Your Customers Succeed

Module 6: Introduction to Strategic Account Management

  • What is Strategic Account Management?
  • Strategic Account Management Process
  • Strategic Account Development Plan
  • Strategic Account Management Planning Tools
  • Strategic Account Management Best Practices

Module 7: Implementing Account Management

  • Essential Elements of a Successful KAM
  • Key Performance Indicators
  • KAM Implementation Milestones
  • KAM Implementation Checklist

Module 8: Account Development Manager

  • What is Account Development?
  • Key Responsibilities of Account Development Manager
  • How to Become an Account Development Manager?

Module 9: Sales and Account Development 

  • Sales and Account Development to Build Profitable Client Relationships
  • Equip Sales Teams for Success
  • Utilise Strategic Sales Actions
  • Deliver on Sales Promises
  • Account Management and Strategy

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Who should attend this Sales Account Management and Development Training Course?

This Sales Account Management and Development Course is a crucial component for individuals and teams engaged in sales activities. This Sales Training Course is especially beneficial for the following professionals:

  • Sales Account Managers
  • Sales Development Representatives
  • Business Development Representatives
  • Sales Managers
  • Customer Relationship Managers (CRM)
  • Product Managers
  • Marketing Professionals

Prerequisites of the Sales Account Management and Development Training

There are no formal prerequisites for this Sales Account Management and Development Course. However, prior experience in sales is recommended.

Sales Account Management and Development Training Course Overview

Sales Account Management and Development is a crucial aspect of any successful business strategy. It involves building and nurturing relationships with existing clients to ensure their ongoing satisfaction and loyalty. Additionally, it focuses on identifying opportunities for upselling or cross-selling products and services to maximise revenue from each account while delivering exceptional value.

The Sales Account Management and Development Training Course empowers sales professionals with the skills required to manage and grow client relationships effectively. They learn advanced techniques for building and maintaining strong connections with key accounts, enhancing customer loyalty, and maximising revenue opportunities. This comprehensive course equips sales teams with the knowledge and tools necessary to excel in competitive markets and achieve long-term success in account management.

In this 1-day Sales Account Management and Development Training Course, delegates gain comprehensive knowledge of handling and developing sales accounts. During this training course, they learn the importance of Sales Accounts and Key Account Management to build relations and gain trustful value towards existing accounts. Delegates also get familiar with the strategic account management planning tools and key responsibilities of an Account Development Manager.

Course Objectives

  • To learn how to deploy key account strategies through strategic account plans
  • To identify the critical components of an essential account information and planning system
  • To get familiar with the tasks and skills of Key Account Management
  • To recognise how relationships with key accounts can be built
  • To resolve issues that arise between customers and internal teams
  • To learn how to develop the skills needed to be a key account manager

At the end of this course, delegates learn to apply their skill set toward providing excellent service and experience to their clients. They also learn to monitor accounts with less effort and greater accuracy.

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What’s included in this Sales Account Management and Development Training Course?

  • World-Class Training Sessions from Experienced Instructors
  • Sales Account Management and Development Certificate
  • Digital Delegate Pack

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Online Instructor-led (1 days)

Classroom (1 days)

Online Self-paced (8 hours)

Building Rapport with Customers Course Outline

Module 1: Introduction to Rapport

  • What is Rapport?
  • Importance of Rapport
  • Benefits of Rapport
  • Types of Building Rapport

Module 2: Build Rapport with Customers

  • How to Build Rapport?
  • Techniques for Building Rapport Over the Phone

Module 3: Rapport Building Questions

  • What are the Questions of Building Rapport with Clients?
  • Questions to Virtually Build Rapport

Module 4: Building Rapport in Specific Situations

  • Call-Closing Statements
  • Create Rapport in a Customer Chat Interaction
  • Build Rapport by Email
  • Rapport Building with Angry Customers
  • Maintain Rapport when Delivering Bad News to Customers

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Who should attend this Building Rapport with Customers Course?

This Building Rapport with Customers Training Course is designed to provide individuals, especially those in customer-facing roles, with the skills and techniques needed to establish strong connections and positive relationships with customers. This Sales Course will benefit the following professionals:

  • Customer Service Representatives
  • Sales Representatives
  • Technical Support Representatives
  • Telemarketers
  • Human Resources Professionals
  • Account Managers
  • Team Leaders and Managers

Prerequisites of the Building Rapport with Customers Course

There are no formal prerequisites for this Building Rapport with Customers Training Course. However, prior experience in customer service or related roles is recommended but not mandatory. Also, familiarity with problem-solving skills might prove to be beneficial for the delegate.

Building Rapport with Customers Course Overview

Rapport is a connection or interaction with another person, and it is a state of mutually beneficial understanding with another person or group. The process of making a connection with any individual is known as rapport building.

Studying this Building Rapport with Customers Training Course helps learners to gain skills for maintaining a relationship with clients. It helps organisations to increase their sales, reduce client churn, and lead to priceless client referrals. It assists individuals to empathise with clients by sharing personal experiences, mirroring their feelings back to them, and normalising their problems. Adding building rapport as a skill in your profile will certainly help you to undertake a variety of tremendous job opportunities.

This 1-day Building Rapport with Customers Training Course covers all the essential topics by which delegates become fully familiar with rapport. During this training, they will learn about how to build rapport in specific situations. They also learn about the benefits of rapport, creating rapport in a customer chat interaction, rapport building with angry customers, the importance of rapport, and many more.

Course Objectives

  • To define what rapport is and why it is important in customer service
  • To learn how to build rapport with customers in different situations
  • To identify the key techniques for building rapport, such as active listening, mirroring, and empathy
  • To practice building rapport with customers through role-playing and other exercises
  • To develop a personal rapport-building style that is authentic and effective

After attending this Building Rapport with Customers Training Course, delegates will be able to effectively build rapport with customers. They will also be able to maintain rapport when delivering bad news to customers.

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What’s included in this Building Rapport with Customers Training Course?

  • World-Class Training Sessions from Experienced Instructors
  • Building Rapport with Customers Certificate
  • Digital Delegate Pack

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Online Instructor-led (1 days)

Classroom (1 days)

Online Self-paced (8 hours)

Retail Fundamentals Training Course Outline

Module 1: Fundamentals of Retailing

  • Retailing Defined
  • Retailer within the Distribution Channel
  • Vertical Marketing System
  • Consumer-Led Approach to Retailing
  • Retail Industry - Its Contribution to the Economy
  • A Global Viewpoint
  • Employment in the Retail Sector
  • A Retailer's Position in Society

Module 2: Structure of Retail Industry

  • Retail Industry Structure and Trends
  • High Provision and Market Saturation
  • Concentration Aspects of Retailing
  • Diversity of Retailing
  • Adoption of New Technology

Module 3: Retail Organisations and Formats

  • Introduction
  • Retail Ownership
  • Independent Retailer
  • Multiple Retailers
  • Voluntary Retail Group
  • Retail Conglomerate
  • Franchises in Retailing
  • Co-Operative Retailers
  • Retail Formats
  • Non-Store Formats

Module 4: Sales Associate Services to Customers

  • Concept of Customer
  • Difference Between Customer and Consumer
  • Concept of Customer Service
  • 4Ps of Customer Service
  • Customer Service Functions
  • Customer Satisfaction
  • Importance of Customer Satisfaction

Module 5: Skills for Handling Retail Business

  • Introduction to Skill
  • Essentials of Skill Development
  • Skills for Sales Associate: Customer Services

Module 6: Duties and Responsibilities of a Sales Associate

  • Duties of a Sales Associate
  • Responsibilities of Sales Associates
  • Special Activities of Sales Associate

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Who should attend this Retail Fundamentals Training Course?

The Retail Fundamentals Course is tailored for individuals interested in or currently involved in the retail industry. This comprehensive training provides essential knowledge and skills for a diverse range of professionals, including:

  • Retail Managers
  • Sales Associates
  • Visual Merchandisers
  • Inventory Managers
  • Customer Service Representatives
  • Store Planners
  • Retail Entrepreneurs

Prerequisites of the Retail Fundamentals Training Course

There are no formal specific prerequisites required for the Retail Fundamentals Course. This Sales Training is suitable for individuals at various stages of their retail careers, from entry-level to experienced professionals.

Retail Fundamentals Training Course Overview

The Retail Fundamentals Course introduces participants to the foundational aspects of the retail industry. It covers many topics including retail operations, customer behavior, inventory management, merchandising, and sales strategies. In today's dynamic and competitive market, having a strong understanding of these fundamentals is crucial for individuals looking to thrive in retail roles.

Understanding retail fundamentals is imperative for professionals across various domains within the industry. Retail managers need to grasp these concepts to efficiently oversee store operations and drive profitability. Sales associates benefit from understanding customer behavior and effective sales techniques to maximize revenue.

This 1-day training by the Knowledge Academy equips delegates with practical knowledge and skills to enhance their performance in retail environments. Through interactive sessions and real-world examples, participants will gain insights into effective retail strategies and best practices.

Course Objectives

  • To learn the basics of the retail industry, such as its different types, channels, and business models
  • To develop delegates' understanding of key retail concepts, such as product mix, pricing, merchandising, and customer service
  • To help delegates develop the skills and knowledge they need to be successful in a retail role
  • To prepare delegates for advancement in the retail industry
  • To improve customer interactions and satisfaction by equipping employees with the skills to provide excellent service

After attending this course, delegates get familiar with the retail industry and its contribution to the economy effectively. They learn to adopt new technologies in the retail industry structure successfully to get the desired outcomes in their organisations. Delegates will also be able to implement a customer-led approach to retailing for handling retail business efficiently.

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What’s Included in this Retail Fundamentals Training Course?

  • World-Class Training Sessions from Experienced Instructors
  • Retail Fundamentals Certificate
  • Digital Delegate Pack

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Online Instructor-led (1 days)

Classroom (1 days)

Online Self-paced (8 hours)

Sales Analytics Training Course Outline

Module 1: Introduction to Sale Analytics

  • What is Sale Analytics?
  • Importance of Sales Analysis
  • Challenges of Sales Analytics
  • Benefits of Sale Analytics
  • Sales Analysis Techniques for Businesses

Module 2: Types of Sale Analytics

  • Market Research
  • Prescriptive Analysis
  • Diagnostic Analytics
  • Sales Effectiveness Analytics
  • Product Sales Analytics
  • Sales Pipeline Analytics
  • Predictive Sales Analytics

Module 3: How to Measure Sales Performance?

  • Estimating Efficiency of Sales Productivity
  • Keeping a Record of Lead Response Time
  • Using Opportunity Win Rate Statistics

Module 4: How to Perform Sales Analysis?

  • Select the Data for Analysation
  • Identify Tangible Sales Targets
  • Decide Analysis Frequency
  • Collect Data Manually or Use a Sales Analytics Tool
  • Visualise the Data for Deeper Understanding
  • Analyse the Data and Monitor the Trends
  • Prepare a Future Action Plan

Module 5: Sales Analytics Tools

  • HubSpot Sales Hub
  • Power BI
  • MaxG
  • Zoho Analytics

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Who should attend this Sales Analytics Training Course?

In this Sales Analytics Course, delegates are introduced to various tools and platforms for Sales Analytics and will get hands-on experience in analysing sales data, visualising results, and generating actionable insights. This Sales Course can help various professionals, including:

  • Sales Managers
  • Sales Analysts
  • Business Development Managers
  • Marketing Analysts
  • CRM Administrators
  • Product Managers
  • Business Intelligence Professionals

Prerequisites of the Sales Analytics Training Course

There are no formal prerequisites required for the Sales Analytics Course.

Sales Analytics Training Course Overview

Sales Analytics Course holds paramount importance as it serves as the backbone of informed decision-making processes within organizations. Sales analytics entails the systematic analysis of sales data and related metrics to uncover valuable insights that drive strategic initiatives and enhance overall performance.

Mastering the intricacies of sales analytics is imperative for professionals across various domains, particularly those involved in sales, marketing, and business development roles. Sales professionals can utilize analytics-driven insights to identify potential leads, prioritize sales opportunities, and tailor their approach to meet the specific needs of clients effectively

In this 1-day training by The Knowledge Academy, delegates will delve into key concepts of sales analytics, learning to leverage data for strategic decision-making. Through hands-on exercises and case studies, participants will gain practical skills in data interpretation, visualization, and reporting.

Course Objectives

  • To understand the importance of data and analytics in sales
  • To learn how to collect and analyse sales data
  • To use data to make better decisions
  • To develop data-driven sales strategies
  • To communicate insights to stakeholders

At the end of this training, delegates learn to make effective decisions about prospects and customers, product lines, market opportunities and improve sales team performance. They also learn to successfully use various tools and techniques of Sales Analytics within an organisation.

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What’s included in this Sales Analytics Training Course?

  • World-Class Training Sessions from Experienced Instructors
  • Sales Analytics Certificate
  • Digital Delegate Pack

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Online Instructor-led (1 days)

Classroom (1 days)

Online Self-paced (8 hours)

Sales Funnel Training Course Outline

Module 1: Introduction to Sales Funnel

  • What is a Sales Funnel?
  • Why is the Sales Funnel Important?
  • Stages of Sales Funnel
  • How to Create a Sales Funnel for Business?

Module 2: Building the Perfect Customer Journey

  • Psychology of the Customer Journey
  • Stages of the Customer Journey
  • How to Create Customer Journey Map
  • Customer Journey Map Templates

Module 3: Building a High Converting Marketing Funnel

  • How to Map Marketing Funnel
  • How to Craft Top of Funnel
  • How to Craft Middle of Funnel
  • Steps of Marketing Funnel Template

Module 4: Growth Hack Business Through Funnel Hacking

  • Funnel Hacking
  • Funnel Hacking Tools
  • How to Use Funnel Hacking to Growth Hack Business?

Module 5: Conversion Rate Optimisation

  • Essential Conversion Rate Optimisation Terms Need to Know
  • How to Conduct a CRO Audit?
  • Conversation Rate Optimisation Examples

Module 6: How to Use Google Analytics with Funnels

  • Set Up Google Analytics
  • Measuring Analytics on Campaigns
  • Tools for Measuring Analytics

 

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Who Should Attend this Sales Funnel Training Course?

In this Sales Funnel Course, delegates are introduced to strategies for optimizing and managing the sales funnel effectively. This course can benefit various professionals, including:

  • Sales Managers
  • Sales Analysts
  • Business Development Managers
  • Marketing Analysts
  • CRM Administrators
  • Product Managers
  • Business Intelligence Professionals

Prerequisites of Sales Funnel Training Course

There are no formal prerequisites for attending this Sales Funnel Course.

Sales Funnel Training Course Overview

Sales Funnel Course is designed to provide participants with a comprehensive understanding of the sales funnel concept and its significance in driving business growth. In today's competitive market, optimizing the sales funnel is crucial for maximizing revenue and achieving sustainable success.

Professionals across sales, marketing, and business development domains should aim to master the sales funnel concept to streamline their sales processes, identify bottlenecks, and capitalize on opportunities effectively. This training equips delegates with the knowledge and skills needed to analyze, optimize, and manage sales funnels efficiently, leading to improved sales performance and revenue generation.

This 1-day training by The Knowledge Academy offers practical insights and strategies for mapping out the sales funnel, identifying key stages, and implementing targeted sales tactics at each stage. Delegates will learn how to leverage technology and data analytics to track customer interactions, nurture leads, and enhance conversion rates, ultimately driving business growth and profitability.

Course Objectives

  • To understand the concept and significance of the sales funnel in the sales process
  • To learn how to map out and analyse the different stages of the sales funnel
  • To explore strategies for optimizing and managing the sales funnel effectively
  • To gain insights into leveraging technology and data analytics for sales funnel optimisation
  • To develop skills for lead nurturing, prospect engagement, and conversion optimisation
  • To apply practical tools and techniques for maximizing sales funnel performance

Upon completion of this course, delegates will have the knowledge and skills to analyze, optimize, and manage sales funnels effectively, leading to improved sales performance, increased revenue, and sustained business growth.

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What’s included in this Value Based Selling Training

  • World-Class Training Sessions from Experienced Instructors
  • Sales Funnel Training Certificate
  • Digital Delegate Pack

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Not sure which course to choose?

Speak to a training expert for advice if you are unsure of what course is right for you. Give us a call on 01344203999 or Enquire.

Sales Training FAQs

This is a structured course designed to enhance the skills, knowledge, and techniques of sales professionals. It aims to improve their ability to sell products or services effectively, covering aspects like communication, negotiation, customer understanding, and sales strategies.
The prerequisites for each course vary. Please refer to the respective course pages for more specific details.
The key aims of Sales Certifications are to verify and improve the sales skills and knowledge of individuals, ensuring their ability to successfully sell products or services, achieve sales targets, and deliver exceptional customer service.
The Sales Courses provided by The Knowledge Academy come with lifetime validity, meaning that once you complete the course, the certification or completion status does not expire.
Sales Courses are essential because they address skill gaps, improve team performance, and establish consistency within sales teams.
The Sales Courses include modules on effective communication skills, sales techniques and strategies, customer relationship management, negotiation tactics, and product knowledge enhancement.
Sales Training Courses typically include modules covering sales techniques, negotiation skills, customer relationship management, product knowledge, and effective communication strategies.
Yes, training with Sales Courses significantly boosts a company's revenue potential. It equips the sales team with the expertise to effectively promote products and services, make professional presentations, and differentiate themselves in the market.
Upon completing the Sales Training Course, a wide array of job opportunities become accessible. Professionals can look forward to roles such as Sales Consultant, Account Manager, Business Development Representative, Sales Manager, Customer Success Manager, and Territory Sales Professional.
Delegates can easily register for our Sales Training Courses by visiting The Knowledge Academy's website and following the straightforward registration process provided there.
Sales Courses can range from basic sales techniques to advanced negotiation skills, covering areas such as prospecting, communication, objection handling, closing, and account management.
Sales Training can adapt strategies and techniques to align with market trends and evolving customer preferences, ensuring sales teams remain agile and effective in meeting changing demands
Online courses and webinars offer continuous learning opportunities, while CRM software provides practical tools for tracking sales activities and customer interactions.
Yes, industry-specific considerations are crucial for designing effective sales training programs as each industry has unique customer demographics, sales processes, and product/service offerings that require tailored approaches to maximize effectiveness.
Leadership plays a pivotal role in reinforcing and supporting the outcomes of sales training by providing ongoing guidance, motivation, and resources, and by setting a positive example through their own actions and commitment to continuous improvement.
The Knowledge Academy in the United Kingdom is a leading training provider which offers multiple courses, comprehensive course content, experienced instructors, flexible learning options, and industry recognition, making it a reliable choice for attending this course.
Please see our Sales Training courses available in the United Kingdom
The Knowledge Academy is the Leading global training provider for Sales Training.
The training fees for Sales Training in the United Kingdom starts from £995.
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"Really good course and well organised. Trainer was great with a sense of humour - his experience allowed a free flowing course, structured to help you gain as much information & relevant experience whilst helping prepare you for the exam"

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