Our Sales Programmes

Our programmes are…

Tailored to your requirements

Highly practical – everything linked back to your reality

Interactive – group discussions, role-plays, presentations

Different – provocative, light-bulb moments, get you thinking

Collaborative – learning from each other, growing together

Behavioural focus – transfer to action & embedding habits

Life skills - not just sales skills

Holistic – mindset, influence & skills – delivering results

Sales Excellence

Content Overview

  • Visions for selling​

    Being authentic​

    Attitude to customer & offering​

    Attitude to time & priorities​

    Courage in difficult situations

  • Laws of influence​

    Personal energy & relationships​

    Influencing senior stakeholders - externally and internally

    Enhanced questioning and listening for more effective communication​

    Memorable presentations​

  • Prospecting​ and pipeline development

    Discovery and understanding needs

    Building & leveraging a referral our network​

    Price & value​ conversation

    Closing & gaining commitment​

    Handling complaints and difficult conversations

  • The onion - building our value proposition​

    The true elevator pitch

    Rhombus and spider - discovery question framework

    Method for impactful presentations

  • Increased proactivity in generating opportunities

    Enhanced understanding and articulation of our value proposition

    Better influence on customers through the sales cycle​ to increase conversion rates

    Stronger customer relationships with increased retention and referrals​

    Shared experience & language for stronger team dynamic and collaboration​

Sales Excellence - What it looks like:

  • Preparation and support (before, between days and post programme) including reading, videos, questionnaires, practical activities and presentations coordinated through our digital learning platform - HansenBeckEXP.

  • Report back to peers on what you have used and the results you have generated

  • Using your learning professionally and personally between training days

  • Linking the training to practical initiatives to drive improvements in revenue and profitability

  • Ongoing development plans, memory aides, internal ways to keep the learning alive, further potential follow-up and advanced workshops

Sales Excellence 2

Content Overview

  • Visions for successful strategic selling and account management​

    Self-awareness

    Understanding and acceptance of difference in others

    Dealing with self-limiting beliefs

  • Understanding perception - own and others’

    Deeper insight into personal preferences– with individual psychometric report

    Strengths, weaknesses and effective communication

    Effectively understanding, connecting with, and influencing customers (external and internal)

  • Strategic sales planning

    Understanding objectives and drivers on a deeper level - company and individual

    Establishing the customer’s real need, value and​ catastrophic point

    Differentiating by challenging customer preconceptions and adding insight

    Navigating buying influencers for complex opportunities

    Adapting our approach to different personalities and preferences

  • Ideal customer ​

    Buying Influencer analysis

    Opportunity analysis​

    Account plan

    Strategies to adapt to different preferences

  • Increased willingness to question and challenge customers thinking

    More intelligent approach to prospecting and account growth

    Methodology for complex opportunities​ and bigger deals

    Increased conversion rate through more consistent approach

    Higher quality collaboration and learning through sharing of best practice

    Shared experience & language for more effective collaboration​

Sales Excellence 2 - What it looks like:

  • Preparation and support (before, between days and post programme) including reading, videos, questionnaires, practical activities and presentations coordinated through our digital learning platform - HansenBeckEXP.

  • Report back to peers on what you have used and the results you have generated

  • Using your learning professionally and personally between training days

  • Linking the training to practical initiatives to drive change

  • Ongoing development plans, memory aides, internal ways to keep the learning alive, further potential follow-up and advanced workshops

Advanced Negotiation

Content Overview

  • Vision for successful Win:Win negotiations ​

    Vision of how to effectively recognise, connect and influence others​

    Positive understanding of how to utilise the strengths of others to motivate and inspire​

    Dealing with limited visions​

  • Recognising negotiations styles and how to most effectively influence others before, during and after negotiations.​

    Understand how to move into a collaborative negotiation style which produces win:win outcomes​

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  • Deep insight into your natural negotiation style and that of your negotiating partner​

    Full understand of your approach and style in different negotiation environments​

    How to create value rather than haggle based on the power dynamic​

  • Having a robust negotiation planning and tracking process​

    Broad range of resources to draw upon when negotiating​

    Behavioural toolkit which can be actively used during negotiations​

  • Increased confidence & resilience​

    Best practice toolkit to influence others in sales or internal organisational negotiations​

    Practical methodology for preparing for and implementing their negotiation strategy​

    Deep personal learning from practise sessions and feedback​

    Shared experience & language for more effective collaboration​

Advanced Negotiation - What it looks like:

  • Preparation and support (before, between days and after programme) including reading, videos, questionnaires, practical activities and presentations coordinated through our digital learning platform -HansenBeckEXP.

  • Report back to peers on what you have used and the results you have generated

  • Using your learning professionally and personally between training days

  • Linking the training to practical initiatives to drive change

  • Ongoing development plans, memory aides, internal ways to keep the learning alive, further potential follow-up and advanced workshops

Contact Us

For more information on any of our Sales programmes talk to us today.