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Updated: 19 Jun 2021

21 Best Sales Training Courses

10 Best Sales Training Courses

 

 

Summary

We tasked eight sales training experts with agreeing on this updated list of the best sales training courses in 2021 for both classroom and online. We hope that their research will save you time and help you to choose the best sales classes.

Effective sales training has a direct correlation to business results. According to McKinsey, stronger sales training relates to stronger performance across key skill areas. Undertaking sales training often results in higher opportunity win rates, claiming maximum value through pricing and volume, and an increase in the ability to fill pipelines and grow accounts.

Sales training defined: Sales training is the process of developing the skills and tools of your sales force to create more and better sales opportunities and close higher profit deals.

1. Negotiation Experts – Sales Negotiation Training

The Negotiation Experts offer a highly experiential sales negotiation course to sharpen your sales force’s skills and avoid losing deals from being commoditized. The Negotiation Experts’ public access course is unique in combining sales and procurement negotiators, using real-life commercial buyer-seller simulations. Teams learn to coordinate effectively in roles, and to use complexity to their advantage. The sales seminar guides sales reps to exceed targets via multiple indirect routes to control the sales cycle, including tools to build and claim value, and to combat buyers’ tactics and gain leverage, all while strengthening relationships.

The sales training courses go beyond event training by providing post-graduation reinforcement. A key tool used in the skill development courses is their online negotiation sim.

Key Lessons and Value

  • Create value by leveraging customer needs.
  • Learn how to shorten the sales cycle by closing larger deals faster.
  • Know how to claim more value and discount less.
  • Master persuasion and influence to win more “yeses.”
  • Practice handling objectives and keeping control of meetings.

Certification: Certificate of completion, plus an optional LinkedIn certificate

Delivery Method: Classroom and virtual facilitator-led online sales training

Duration: Three days for classroom, or six 4.5-hour online remote delivery sessions

Format: Customized to match client’s commercial challenges or multi-industry library of buyer-seller role-playing with expert feedback, video content, lectures, group exercises & discussions, polling, pre-diagnostic & post-assessment reports, and panoramic or split-screen videotaping for classroom delivery

Fee: From $2,700 for classroom (12 max) and $2,410 for online (before early bird & group discounts, 20 max)

Location: Onsite classroom delivery in over 35 countries, online delivery for the Americas, EMEA, and APAC. Open enrolment classroom sales training programs in major American cities, and online for the Americas and EMEA time zones

Rating: 4.7 out of 5 

Customization Level: High 

Maximum Class Size: 20 for the facilitator-led online sales training course and 12 or 28 for classroom

Practical Exercises: Role-playing with instant feedback, online simulation, and wide-screen videotaping feedback for classroom

Clients: Honeywell, Netgear, Glencore, Cisco, Shell, Toyota, PepsiCo, ABB

2. Sandler Training – Certified Sales Associate

The Sandler Selling System focuses on training reps to uncover client pain points. Follow-up sales reinforcement training is also offered by this training provider. The classroom and online sales training programs aim to empower professionals to change behaviors, develop new attitudes, and improve sales techniques.

Sandler trainers encourage participants to question belief systems and long-held assumptions. The sales training program aims to empower learners to replace nonproductive habits and to build sustainable action plans, leading to consistent sales mastery.

Key Lessons and Value

  • Learn how to determine value for individual clients.
  • Understand client pain points with a desire to resolve problems.
  • Practice selling skills to increase win rates, revenue, and margins.
  • Develop a common sales approach and process for the organization.

Certification: Certified Sales Associate (CSA)

Delivery Method: Classroom, virtual facilitator-led, online self-paced 

Duration: Two days 

Format: Lectures, role-playing, and instructors can accompany your reps in the field 

Location: Baltimore

Rating: 4.6 out of 5 

Customization Level: Medium

Practical Exercises: Role-playing   

Sales Courses: Negotiating Mastery, Sandler Sales Foundation, Sandler Enterprise Selling, Sales Certification

Clients: Aberdeen Group Research, LinkedIn, British Airways, Indeed, New York Life, Evernote

3. Action Selling – The Action Selling Process

Since 1990, Action Selling has conducted training to help professionals improve the quality of their sales culture. The Action Selling certification program aims to train sales professionals to improve revenue, grow margins, and become effective sales coaches.

Key Lessons and Value

  • Learn to communicate and reinforce expectations and behaviors within the sales team.
  • Practice the complete Action selling system for continuous improvement of sales and service operations.
  • Analyze sales skills throughout the entire sales process.
  • Develop proactive communication processes that treat buyers with respect, leading to repeat business and lasting relationships.

Certification: Certified Action Selling Professional

Delivery Method: Onsite classroom and online self-paced

Duration: Two days

Format: Pretraining benchmark assessment, videos, role-playing, instructor materials, and field-based homework

Fee: From $895 for online sales training

Rating: 5 out of 5

Customization Level: High

Practical Exercises: Group exercises and role-playing facilitated by two moderators and eight role-play actors, demonstrations of selling scenarios

Clients: Stearns Bank, CHS, Supply Chain Services, Veolia Environmental Services

4. Richardson Sales Performance – Consultative Selling

The Richardson Sales Performance training company has been offering corporate sales training courses for over 40 years. Consultative Selling is Richardson’s flagship sales seminar, established in 1978. This course is run as a blend of sales workshop learning, a digital learning platform, and post-training reinforcement.

Key Lessons and Value

  • Understand the science of cognitive dissonance and how to handle client objections.
  • Learn the Consultative Selling Framework to engage buyers in customer-centric dialogue.
  • Develop and expand relationships to increase sales results.
  • Identify customer needs and communicate in a compelling way to close profitable business.

Certification: Available on request

Delivery Method: Classroom and online 

Duration: One-day sales workshop, four 4-hour facilitator-led virtual online sessions, and ongoing online self-paced sales learning 

Format: Video content, chats, on-the-job assignments, polling, role-playing, and group drills

Location: North America (Philadelphia), UK (London), Belgium, Australia, and Shanghai

Rating: 4.7 out of 5  

Customization Level: Medium

Maximum Class Size: Classroom (instructor-led) sessions have between 15-25 participants. Virtual instructor-led (VILT) sessions have between 12-28 participants

Practical Exercises: Prework, role-playing, group drills, breakout groups

Form of Practical Follow-up: Richardson Sales Performance QuickCheck™, Coaching Advisors, Manager Coaching Toolkits, Real Deal Coaching Services, Online Sales Training Platform

Sales Courses: Consultative Selling, Solution Selling®, Virtual Selling, Opportunity Pursuit, Consultative Prospecting, Consultative Negotiations, Six Critical Skills, Consultative Inside Sales, Major Account Strategy, Solution Messaging, High-Stakes Dialogues, Evidence-Based Solution Selling®, Channel Partner Management, Storytelling, Presentation Skills Developmental, Sales Coaching, Sales & Pipeline Management, Behavioral Interviewing, Leaders Leading Change®, Coaching the Coach

Course Calendar: Does not offer public courses. Training for organizations is available throughout the year as needed by the client

Clients: The Home Depot, The World Bank, Chevron, S&P Global, KPMG, Northwestern Mutual, Goldman Sachs

5. Dale Carnegie – Winning With Relationship Selling

Carnegie’s sales training process follows five critical steps. With its customer-first approach, the selling process aims to develop a strategic vision and determine your specific organizational needs. Working with employees at all levels of your organization, the training sessions focus on modeling long-term behaviors to drive your organization toward its sales goals.

Key Lessons and Value

  • Learn ways to build a confident attitude in customer interactions.
  • Develop active listening skills to discern customers’ needs.
  • Discover how to establish credibility.

Certification: Dale Carnegie Badge (Trusted Advisor Certificate)

Delivery Method: In-person and virtual online facilitator-led

Duration: In-person – three days, online – two-hour weekly sessions for eight weeks

Format: Lectures, demonstrations, and role-playing with live feedback

Fee: $1,995 per participant for in-person training, $1,795 per participant for live online sales training

Location: Select cities in the Americas, EMEA, and APAC

Rating: 4.9 out of 5 (Facebook reviews)

Customization Level: Medium

Maximum Class Size: 40

Practical Exercises: Role-playing, situational coaching, real-world assignments

Sales Courses: How to Sell Like a Pro, Virtual Selling, Winning with Relationship Selling, Precision Cold Calling

Clients: John Deere, Coburg, Santa Clara Valley Bank, Connolly Consulting, Green Mountain Coffee, Delta Dental

6. JBarrows Driving to Close 2020

JBarrows’ signature sales training program, Drive to Close, aims at engaging your sales force and maximizing sales skill sets. To customize the training, JBarrows offers a pretraining session with the organization’s managers. Additionally, the JBarrows sales portal provides post-onsite training to reinforce each of the training topics.  

Key Lessons and Value

  • Learn to efficiently manage the full sales cycle.
  • Know how to improve the quality of interactions throughout the sales process.
  • Prepare for your meeting and sell the right solutions to your prospect.
  • Learn objection-handling techniques.
  • Practice sales closing techniques.

Certification: JBarrows Sales Certification for LinkedIn Profile

Delivery Method: Onsite classroom training, online self-paced, and virtual facilitator-led

Duration: One day for onsite, three 2-hour sessions over two weeks for virtual facilitator-led, one year’s access to the online portal for self-paced online

Format: Lectures, discussions, role-playing, video content, actionable exercises, and progress reporting

Fee: $10,000 for onsite, $420 per year per person for online self-paced

Customization Level: Low

Maximum Class Size: 30

Practical Exercises: Role-playing

Sales Courses: Filling the Funnel, Driving to Close, Driving Results for Customer Success

Clients: Google, DocuSign, LinkedIn, Okta, Marketo, Zendesk

7. The Brooks Group – IMPACT Selling

The Brooks Group’s flagship program, IMPACT Selling, focuses on building customer relationships. Through six learning steps, the IMPACT Selling course aims to guide your sales force on building credibility and maintaining alignment with client needs. The course equips salespeople to connect with the target corporate buyers and to understand business challenges.

Key Lessons and Value

  • Practice asking the right open-ended questions and using active listening styles.
  • Understand how to use positioning, prospecting, and pre-call planning to attract qualified buyers.
  • Create the best and most targeted solutions for your clients’ needs.
  • Practice asking for commitments, negotiating, and finalizing the sale to perfect your closing process.

Certification: Certificate of participation 

Delivery Method: In-person instructor-led 

Duration: Six 2-hour sessions 

Format: Personal assessment, course workbook 

Fee: $1,990 

Rating: 3.4 out of 5 (Facebook reviews

Customization Level: None

Practical Exercises: Qstream gamified app

Sales Courses: IMPACT Selling Sales Training, Virtual Selling with IMPACT, Sales Territory Planning Workshop, Strategic Account Management, Sales Leadership Accelerator, Brooks Talent Index Certification, Virtual Bootcamp Workshop

Clients: Carlton Scale, Volvo Construction Equipment, Diamond Equipment, K-Flex USA

8. RAIN Group – RAIN Selling: Foundations of Consultative Selling

The RAIN Group’s consultative selling program is designed to guide sales professionals to lead effective sales conversations. The sales training program is tailored to the common sales scenarios your sales force likely faces regularly.

Key Lessons and Value

  • Identify additional opportunities and sell broader solution sets.
  • Practice communicating your value proposition and key benefits to the client during the development process.
  • Learn how to connect with buyers and build strong relationships.
  • Develop rapport, needs discovery, collaborations, and presentations to lead masterful sales conversations.

Delivery Method: Classroom and virtual online facilitator-led

Duration: From 90 minutes for the online sales training course to a year-long advanced sales curriculum

Format: Onsite sales training workshops, role-playing, interactive virtual sessions, email reinforcement, and coaching

Fee: $299 for online sales courses 

Location: Boston, Toronto, London, Sydney, and other major global cities

Customization Level: Low 

Sales Courses: Virtual Selling Imperatives, Strategic Account Management, Winning Major Sales, Sales Prospecting, Sales Negotiation, Sales Management

Clients: Lenovo, Citibank, Bright Horizons, BDO

9. ValueSelling Associates – Value-Based Sales Training

Since 1991, ValueSelling Associates has supported B2B professionals in increasing their sales productivity. With its flagship ValueSelling Framework, the company promotes question-based selling with a focus on customer value. Value-Based Sales Training uses a six-step process to customize and ultimately transfer ownership of the methodology to your sales leaders.

Key Lessons and Value

  • Analyze the root causes of your organization’s sales issues.
  • Train your sales force to effectively use the program as a team.
  • Practice how to efficiently prepare for sales calls.
  • Understand how building insightful prospect files can increase credibility.
  • Learn how to engage, qualify, advance, and close sales opportunities.

Delivery Method: Onsite classroom and virtual online facilitator-led 

Format: On-demand e-learning, facilitator-led sales workshops, video reinforcement, activity-based exercises

Customization Level: Medium

Sales Courses: Vortex Prospecting™, ValueSelling Framework®, Sales Account Planning

Clients: Avaya, YouTube, CISCO, Deloitte, Cardinal Health, Motorola

10. GP Strategies – Custom Product Sales Training

GP Strategies provides organizational learning and development solutions in various corporate industries. The company’s talent management solutions aim to support companies in aligning organizational goals, increasing collaboration, and leading companies in becoming high-performance businesses. The Custom Product Sales Training program is designed to integrate product knowledge, sales skills, and brand advocacy.  

Key Lessons and Value

  • Learn how to increase sales by changing sales rep behaviors.
  • Practice advocacy for company products, services, and brands.
  • Develop sales skills for warranty administration and information handling.
  • Train managers on visioning, vision-sharing, and operational analysis.
  • Develop management techniques to impact sales and improve bottom-line profits.

Delivery Method: Onsite classroom and virtual facilitator-led  

Duration: Two live training sessions and continuing virtual training for one year 

Format: Instructor-led training, videos, mobile learning, and performance support tools

Rating: 5 out of 5 (Facebook reviews)

Customization Level: Medium

Sales Courses: Product Launch and Knowledge, Sales and Customer Experience

Clients: Ernst & Young, MasterCard, Paycor, San Francisco 49ers, Barnes & Conti, INERCO Energy Technologies

11. Challenger – Activation 

Challenger offers sales transformation and training programs designed to help win complex sales. The Challenger Activation program helps sales and marketing teams develop the foundational Challenger selling skills that allow them to influence buyer decision-making. The program is supported by Challenger’s best-selling books – The Challenger Sale, The Challenger Customer, and The Effortless Experience.

Key Lessons and Value

  • Develop foundational Challenger selling skills.
  • Embed and reinforce key Challenger seller behaviors. 
  • Learn on-demand diagnostics and assessments to measure effectiveness, track progress, and inform learning.
  • Undertake dynamic virtual coaching to reinforce learning.

Delivery Method: Virtual instructor-led and online self-paced

Format: Blended learning sequences that combine dynamic virtual content, deal-based exercises for real-world application, and virtual coaching with live Challenger Advisors

Location: USA (San Francisco, Chicago, Washington), UK (London), Germany (Hamburg), Singapore, and Australia (Sydney)

Practical Exercises: Group workshops, scenario-based exercises, post-session application exercises 

Sales Courses: Foundational Selling Skills, Complex Deal Management, Demand Creation, Pipeline Acceleration, Storytelling, Foundational Coaching Skills, Deal Innovation, Disruptive Commercial Messaging, Building Commercial Insight

Clients: Ericsson, DocuSign, Fujitsu, GM, Microsoft, Nokia, GitHub, Xerox

12. Sales Readiness Group (SRG) – Comprehensive Selling Skills

Sales Readiness Group (SRG)Sales Readiness Group (SRG) is a sales training company focused on helping companies develop the selling and sales management skills that are pivotal to creating top-performing teams. SRG’s Comprehensive Selling Skills course is built around understanding a five-stage customer buying process and how sales professionals can apply appropriate selling skills and techniques to advance their customers’ buying process. 

Key Lessons and Value

  • Learn how to get more qualified appointments and improve win rates. 
  • Increase influence with buyers and create motivation to take action. 
  • Identify seller power sources in a sales negotiation.
  • Overcome challenging objections that block sales.
  • Develop sustainable selling skills.

Delivery Method: Onsite classroom, online virtual instructor-led, and blended

Format: Assessment, customization, training, and ongoing reinforcement

Customization Level: High

Practical Exercises: Pretraining consultation, customized case studies, scenario-based learning, business-specific exercises, role-playing

Sales Courses: Customized Sales Training, Value-Driven Selling, Value-Driven Negotiating, Virtual Selling Skills

Clients: AIG, MoneyGram, FactSet, Lee Hecht Harrison, NCO Group

13. Miller Heiman Group – Professional Selling Skills

Miller Heiman GroupMiller Heiman Group has provided organizations with sales methodology training and technology to drive revenue for over 40 years. The Professional Selling Skills course is one of the company’s core sales training programs. The research-based course shows sales professionals how to structure customer interactions for long-term success. Included in the training program is a review of customer collaboration, discovery, resolution, and closing techniques. 

Key Lessons and Value

  • Better manage sales opportunities.
  • Identify buyer pain points.
  • Develop stronger buyer-seller relationships.
  • Recognize and resolve customer concerns.

Delivery Method: Virtual instructor-led, online self-paced

Fee: $1,950 

Sales Courses: Professional Selling, Foundational Sales, Advanced Sales, Account Management, Channel Management, Sales Coaching, Customer Experience Strategies 

14. Aslan – Other-Centered® Selling: Inside Account Manager Training

AslanSince 1996, Aslan Training has helped inside sales organizations understand the unique challenges of selling over the phone. The Other-Centered® Selling for Inside Sales training program equips Insides Sales reps with a new approach to account management centered around selling holistic solutions. 

Key Lessons and Value

  • Know how to eliminate customer resistance.
  • Learn how to leverage existing relationships to gain access to business leaders.
  • Establish how to follow a strategic process for growing accounts and managing their account base.
  • Learn to distinguish three different levels of needs: Product needs, project needs, and account/business needs.

Certification: “Train the trainer” certification, four-week rep certification program

Delivery Method: Onsite classroom and virtual instructor-led

Duration: Two days

Customization Level: Customized case studies

Sales Courses: Other-Centered® Selling: Inside Account Management, Other-Centered® Selling Business Development Access (inside and field sales), Experience+™ – Customer Service Selling, INTelegence™ Inbound Selling Skills, Telegence – Outbound Selling Skills, Access™ Prospecting Program

Clients: Hewlett-Packard, Yahoo, FedEx, American Airlines, Blue Cross Blue Shield

15. Pareto – Basic Sales Training – Sales Fundamentals

Pareto Pareto’s Sales Fundamentals course provides an introduction to sales for reps who are just getting started. The course covers basic selling skills as well as critical elements of the sales process such as lead generation and cold calling.

Key Lessons and Value

  • Identify the attributes of a successful seller.
  • Demonstrate the nine steps of the buying process.
  • Effectively and professionally get past gatekeepers.
  • Demonstrate how to make a winning cold call.
  • Handle objections confidently and professionally to improve levels of client commitment.
  • Lead a productive meeting to achieve specific objectives.

Delivery Method: Classroom (including onsite) and online virtual facilitator-led

Duration: Five days for classroom, five 3-hour virtual sessions for online

Location: Cheshire HQ and UK client offices

Rating: 4.4 out of 5 (Facebook)

Sales Courses: Online Basic Sales, Selling Skills, Negotiation Skills, Key Account Management, Sales Presentation Skills, Telesales, Sales Management, Professional Selling Skills, Online Sales Fundamentals, Online Sales Management, Online Account Management, Online Telesales, Online Negotiation Skills, Online Powerful Pitches, Online Sales Excellence, Online Professional Selling Skills, Effective Virtual Meetings, Managing Remote Sales Teams, Pitching Virtually, Social Selling

Clients: Adobe, Verizon, Oracle, Viktor, Hitachi, Blackberry, Autotask, Mimecast

16. Sales Training Consultancy – Essential Selling Skills

Sales Training ConsultancySales Training Consultancy specializes in open and in-house sales training programs for sales professionals of all levels and experience in the B2B, B2C, and retail sectors. The Essential Selling Skills program is designed to equip first-time sales reps with fundamental sales knowledge and strategies to build a successful career. All of the company’s sales training courses are formally endorsed by the Institute of Sales & Marketing Management (ISM).

Key Lessons and Value

  • Identify the specific needs of your client and how to match these with what you are selling/offering.
  • Prepare for sales presentations and calls.
  • Overcome objections and excuses in a positive and influential manner.
  • Build up credibility and “likeability” from your prospect.
  • Make a positive first impression.
  • Learn how to generate business over the telephone.

Certification: Selling Skills Professional certificate from the ISM

Delivery Method: Classroom

Calendar: Courses available to the public – check the schedule for availability

Duration: One day

Location: UK

Fee: £495 + VAT

Sales Courses: Essential Selling Skills, Sales Management Skills, Advanced Selling Skills, Telephone Selling Skills, Key Account Management, Sales Management Skills

Clients: BMW, Gerber Foods, Exxon Mobil, Ministry of Defence, Unilever, Twinings Tea

17. The Knowledge Academy – Sales Bootcamp

The Knowledge AcademyThe Knowledge Academy delivers various training solutions to corporate, government agencies, public sectors, multinational organizations, and private individuals. The Sales Bootcamp training program is aimed at giving new or inexperienced salespeople a structured approach to the sales process.

Key Lessons and Value

  • Understand your role as a salesperson.
  • Anticipate objections, understand why they occur, and learn how to work up strong answers.
  • Understand what your buyer buys and their motives.
  • Learn how to use visual aids and demonstrations to create successful presentations.
  • Develop positive closing techniques for success.

Certification: Yes

Delivery Method: Virtual facilitator-led, online self-paced, classroom (including onsite)

Calendar: Courses available to the public – check the schedule for availability

Duration: One day for classroom and virtual facilitator-led, 90-day access for online self-paced 

Fee: Starts from £495

Location: Select cities in the Americas, EMEA, and APAC

Customization Level: Courses can be adapted to meet individual project or business requirements regardless of scope

Sales Courses: Sales Bootcamp, Bid and Tender Management, Meeting Skills, How to Develop Your Key Accounts, Essentials of Innovative Thinking, Telephone Sales Training

Clients: Aston Martin, Barclays, British Airways, Google, Harrods, Unilever, Vodafone, Tesla

18. Work Better – Art of Selling – Pro

Work Better Work Better offers soft skills, sales, and behavior training for professionals in various industries. The Art of Selling Pro program helps sharpen the real skills, behaviors, and mindset needed by sales teams to win and retain new clients.

Key Lessons and Value

  • Understand the criticality of the sales role in today’s business context.
  • Develop a winning sales attitude.
  • Understand the criticality of planning and organizing skills in a salesperson’s role, and learn the tools and techniques to master the same.
  • Learn to identify sales opportunities.

Certification: Members of the Work Better Club (B2C offering) receive a certificate upon successful completion of each session

Delivery Method: Classroom, online instructor-led

Duration: Two days (six hours each day)

Customization Level: On most projects, Work Better works with the client to create modules. A diagnostic audit is completed before training that includes telephone/video calls, field visits, and mystery audits

Maximum Class Size: Minimum 12-15, maximum 25-30

Practical Exercises: Brainstorming, role-playing, case studies

Form of Practical Follow-up: Email Insights, practice plans, coaching calls, learning assessments, OJT

Sales Courses: Art Of Selling- Pro, Art Of Selling- ProPlus, Sell Like A Consultant, Selling To HNIs & UHNIs, Maximizing Inside Sales Success, Strategic Account Management & Development, Account Management & Cross-Selling, Managing Channel Partners, Mastering Negotiation Skills – Pro, Mastering Negotiation Skills – ProPlus, Influence To Win, Grooming For Sales, Networking For Business Growth, Leadership Excellence In Sales

Clients: BMW, Tata Motors, Kohler, KPMG, Roche, Sony, Philips

19. Mercuri International – Essential Selling Skills  

Mercuri InternationalSince 1960, Mercuri International has trained sales professionals locally and globally on how to achieve sales excellence and stay competitive in complex and fast-paced markets. The Essential Selling Skills program shows participants how to lay the foundation for successful sales conversations and how to apply relevant selling techniques.

Key Lessons and Value

  • Discover the DAPA sales method.
  • Learn how to prepare for a sales meeting.
  • Understand how to convince customers. 
  • Learn how to formulate questions to define your customer’s needs.
  • Discover a seven-step technique for understanding and handling objections.
  • Train in how to speed up customer decisions and close the deal.

Delivery Method: Classroom, virtual facilitator-led, and online self-paced

Duration: 4h 30 min

Location: Select cities in the Americas, EMEA, and APAC

Customization Level: Customized case studies

Practical Exercises: Interactive scenario-based module with gamification, peer-to-peer activities

Sales Courses: Remote Selling, Value-Based Selling, Essential Selling Skills, Opportunity to Order, Better Negotiator, Effective Leadership, Sales and Negotiation, Impact Training, Key Account Management

Clients: Huawei, Honeywell, Maersk Line, Virgin Holidays, Festool, BASF, Kramp

20. Afpa – Close a Sale

AfpaAfpa (National Association for Adult Vocational Training) has offered vocational training since the late 1950s. The Close a Sale program is designed to help anyone involved in commercial exchanges where they need to close deals. 

Key Lessons and Value

  • Understand the different phases of the sale.
  • Calculate the financial impact of a sales visit.
  • Discover the importance of sales negotiation.
  • Train to close a successful sales deal.
  • Learn how to build customer loyalty.

Certification: Yes, after demonstration of professional skills in front of a jury

Delivery Method: Classroom

Duration: Two days

Fee: €590 

Location: France

Practical Exercises: Role-playing

Calendar: Check the schedule for availability

21. Cegos – Sales Techniques – Level 1

Cegos Cegos is a global training and professional development company based in France. The company uses the Cegos 4REAL© (Real Efficient Adapted Learning) approach to create engaging courses that transform the learning experience. The Sales Techniques Level 1 course helps lay a foundation for sales professionals, including understanding the sales process and how to create a remarkable customer experience.

Key Lessons and Value

  • Understand new customer journeys.
  • Integrate the different stages of the sales process.
  • Question the customer: Techniques and good practices.
  • Build and present hard-hitting arguments.
  • Lock in follow-up and mutual commitments.
  • Continue the customer experience after the sale to build loyalty and resell.

Certification: Yes, after assessment via an online questionnaire incorporating scenarios (40 minutes)

Delivery Method: Classroom and virtual facilitator-led

Duration: Two days

Fee: €1,340 tax excl

Location: France, Germany, Spain, China, Portugal, and Czech Republic

Practical Exercises: Live polls, online Q&A sessions, brainstorming, individual exercises to apply learning, group work using virtual breakout rooms

Course Calendar: France, Germany, Spain, China, Portugal, Czech Republic

Clients: Total, DHL, Sanofi, Nissan, Continental, EDF, Airbus, BNP Paribas

Advice for Maximizing your Sales Training ROI

  1. Use your sales training course skills, tools, techniques, tactics, strategies, and advice immediately. If we’re honest, we are only using a small fraction of what we’ve read and been trained on. When considering which the best sales training course is, most people focus too much on the training “event,” neglecting the follow-through and follow-up. Your sales training provider should offer some practical ways to remind you and to reinforce their seminar.
  2. Take notes on your sales classes. The more of our senses we engage, the better will be our recall and follow-through. So take notes, review your notes, and complete all homework exercises.
  3. Keep the outside world… out. You’re investing precious time and money (even the low-cost courses come with an opportunity cost), so make sure you are not tired or distracted. Tell your boss or colleagues that you’re away on a course and that you’ll respond the day after the course. Set your out-of-office autoresponder to say the same. You’ll do your learning experience a disservice if you burn both ends of the candle trying to keep up with work. You need all your time and energy to build new, empowering sales training habits.
  4. Keep a diary after graduating. What to write in your diary? After every meeting or day, capture what you did well and what you would like to work more on. This discipline will massively boost your chances of not only deploying more of what you learned but also of systematically improving your sales level beyond the confines of the course, and reducing your reliance on a training company.
  5. Buddy up. Find someone you can discuss your sales progress with. Ideal is someone who thinks differently to you and who possesses at least a similar level of sales experience. Just as having a gym partner will keep you consistent, having a sales buddy will keep the spotlight on your best sales performance. Tell each other your sales stories. Ensure that your stories share lessons learned. Many sales professionals hop onto calls with their buddies for help preparing for those must-win deals.
  6. Measure results. Define your metrics and be honest with yourself about how your chosen sales training course is delivering for you. Sales is a great career for measuring results. You either:
    • Close more deals, or someone else does.
    • Win larger deals in less time, or nothing much changes.
    • Maintain or grow margins, or you discount.
    • Get past objections, or get beaten up.
    • Make it to be the last two or three vendors, or you get cast out early.

    You get the idea. Choose your most meaningful measures of success and review at regular intervals.

  7. Read the best sales training books. Nowadays, more and more sales professionals are listening to audiobooks. If you travel or have some regular downtime, audiobooks can be the perfect way to upskill. Why restrict yourself to just classes, even if they are the best sales training classes? Many top sales training companies reveal most of their sales methodology through their books.
  8. Don’t be too faithful. When you stick with the same sales training company, you’ll see diminishing returns. When you try a new sales training class, you’ll learn new skills, tactics, techniques, and tools. Take more than one sales training seminar and read more than one sales book in your sales career.
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Calum Coburn
855-980-0126
Procurement faces the double challenge of getting the best value deals from vendors, while at the same time managing internal stakeholder relationships. Cost savings initiative yields decreasing returns. Take your procurement career to the next level by learning how to consistently close the most complex of deals in less time while creating more value. Read More
Investment per participant
$2,410USD
Early Bird Special:
-$241USD
Total investment
$2,169USD
Early Bird Special: -$241USD Ends 14 Feb 2022
Delivery: Online
14 Mar, 17 Mar, 21 Mar, 24 Mar, 28 Mar, 31 Mar 2022 (Monday, Thursday)
11 am to 3:30 pm ET
8 am to 12:30 pm PST
Calum Coburn
855-980-0261
Whether you're aware of it or not, you've been negotiating your whole life. We negotiate with our colleagues, customers, suppliers, bosses, family and friends. We negotiate for business agreements, higher pay, a better job, our home or car. We only get to choose whether we negotiate better or worse than others. Read More
Investment per participant
$1,440USD
Early Bird Special:
-$144USD
Total investment
$1,296USD
Early Bird Special: -$144USD Ends 14 Feb 2022
Delivery: Online
14 Mar, 17 Mar, 21 Mar, 24 Mar 2022 (Monday, Thursday)
4 instructor-led half day sessions
11 am to 3:30 pm ET
8 am to 12:30 pm PST
Calum Coburn
855-980-0126