Sales Fast Track Programme - June 2021
The Sales Fast Track is an ISM (Institute of Sales Mgt) accredited programme which can be run virtually or face to face.
Introduction
The Sales Fast Track is an ISM (Institute of Sales Management) accredited programme designed for all people within Sales who want proven techniques and skills to leverage their sales performance. The programmes kudos will ensure sales is recognised as a profession in its own right, supported by industry knowledge and award winning experts.
The ‘Fast Track’ approach will provide you with the sales tactics and behaviours to:
- Achieve the sales goals you set from the outset
- Deliver added value solutions for your Customers
- Apply proven sales tactics in a competitive changing market
- Communicate more effectively using the language of colour
- Understand the principles of ‘people buy from people’
- Deliver a 30-Day Sales Plan with tangible results
The programme will result in you stopping at various stations (as pictured) validating your knowledge and skills against six key elements of a generic sales process along the way.
For example, a stop-off at the ‘Manage Objections’ station will provide you with the learning topics including:
- Handling Objections
- Clarifying Techniques
- Objection Prevention
To view the complete training brochure, please click here.
Behavioural Profile (Clarity4D©)
Included within the programme is a behavioural profile which allows Commercial people to acknowledge their own personal strengths, as well as recognise their future potential as they follow a simple ‘best practice’ Commercial process.
The simple Sales process has been designed to be used where there is no existing process in place currently, or is used in conjunction with an existing Commercial process and includes the following:
- Prospecting - Before the Sale Begins
- Identifying Needs - What the customer wants
- Present Offer – Proposing solutions
- Manage Objections - Handling Resistance
- Close Sale - Secure the Business
- Follow Through - Follow Up Ask for Referrals
WIIFM? (What’s In It For Me?)
- Apply different techniques to maximise your sales performance
- Discover the Art of Selling using a proven six step sales process
- How to manage and maintain a Sales Dashboard
- Adjust your style and approach to meet the needs of your customer
- Successfully manage your Growth Mindset to achieve results
- Benchmark your current sales approach to deliver industry best practice
- Demonstrate to ISM your applied learning to achieve academic certification
Scheduled Development Timeframe
Pre-Work
- GiraffePad Learning Set-Up
- Commercial Tactics Behavioural On-Line Questionnaire (80 Tactics) *
- Commercial Dashboard
- Set up a meeting with your line manager to jointly agree your objectives for attending the programme. It is recommended you jointly agree your sales growth target to be achieved during this programme
- Prepare to present in 5 minutes “Day in the life of ” (in a format of your choice)
*link sent separately
Pre-Launch Zoom
- Programme Events
- Day in the Life of
- GiraffePad Learning Management System
- Welcome Box
Week One - Welcome to your Commercial Dashboard and 80 Commercial Tactics
Week Two - Welcome to your Colour Profile © - Pre-work Clarity4D Profile
Week Three - Prospecting – Before the Sale Begins
Week Four - Identify Needs – What the Customer wants
Week Five - Present Offer – Proposing solutions
Week Six - Manage Objections – Handling resistance
Week Seven - Close Sale – Secure the Business
Week Eight - Follow Through – Follow Up Ask for Referrals
Week Nine
- 60 Day Commercial Plan
- ISM Academic Certification Criteria
- Week Ten to Nineteen
- Applied learning including 60 Day Commercial Sales Enablement Plan and academic certification criteria
- 60 Day Commercial Plan Draft Presentation to Sponsor (week Nineteen)
Week Twenty
- Applied learning results Judging Presentation
Delegates are required to attend all events. To view the schedule for this programme, please click here.
Academic Accreditation
The entire programme has purposely been designed to build on your ability and behaviours in sales through:
- Personal effectiveness – managing self
- Organisational performance – delivering results
- Interpersonal excellence – developing relationships
When you have completed the programme in full and successfully presented the outcomes of your 30 day sales plan to the ISM Quality Management Team, you will be awarded Executive EISM (Equipped to Excel) by the Institute of Sales Management.
In recognition of this achievement, you will receive both a certificate awarded by the ISM and also have the credentials of EISM after your name.
To book your place, please make sure you are logged in.
The price of this course is £1,400.00 + VAT, the price below is inclusive of VAT.