Don't lead with product knowledge, lead with business knowledge

High Performance Sales Training

Individuals who attend the complete HPST Programme will be introduced to the following areas:

Improve your sales process

  • Manage effective customer meetings
  • Analysis of customer visits
  • Deconstruction and analysis of the intuitive and impulsive
  • Analysis of why things work
  • Setting and using meeting objectives
  • Developing business beyond personal relationships
  • Planning sales in a difficult environment and making the plan work
  • Planning to deal with a wide range of different customers

Develop a more strategic approach to selling

  • Understanding markets and their trends
  • Develop a more organised, structured and planned approach
  • Understanding customer need
  • Understanding customer brand, portfolios and strategies

Improve negotiation

  • Effective preparation and planning
  • How to gather information for negotiations
  • Understanding what constitutes a good deal 
  • Understanding of the negotiation process
  • Effective management of face to face negotiations
  • Negotiation tips and techniques

Further Outcomes

  • Understanding teamwork
  • Developing a sense of team within work groups

Following the training all participants construct an action plan in SMARTER format which will be shared with their line manager. 

Further information on each of the four workshops can be found on the left hand side links.