SALES TRAINING FOR COLLEGES
Business Development and Sales Training for Colleges Selling Apprentice Schemes, Work Programs, Apprenticeships and Full Cost Training
Sales Success – More Sales, Shorter Sales Cycles, Higher Margins, More Referrals, Stronger Pipelines
Sales Training For Colleges: Aims:
Highly consultative – this program is designed to increase sales performance over a very short period by simply focusing on the key sales points that have a direct relationship with success.
- What Does Sales Success Look Like?
- Identifying Ideal Prospect Targets
- Dealing with Sales Prevention Staff
- What Are You Selling?
- Why Should The Buyer Listen To You?
- Psychology Of Buying – The Buyers Perspective
- What Is The Buyer Looking For?
- Sales Call Structure – The Holistic View To Consultative Selling
- The Objection Free Pitch – Selling The Solutions
- Meaningful Questioning Techniques – Questioning To Understand Their Needs And Motivation
- Responding To Different Resistances To Change
- Creating Urgency In The Sales Process
- Checking and Reinforcing Commitment To Buy
- Understanding The Money Question
- Cross Selling And Up Selling
- Active Listening Skills
- Testing The Pitch
- Create And Use The Buying Signals
- Summarising Your Understanding
- Selling Their Motivations Back To Them
- Handling Prospect/Customer Questions
- Trial Closes
- Gaining In Principal Decision To Commit
- Selling The Price
- Asking For The Order
- Price Negotiation
- Using Influence and Persuasion Skills
- Building Referral Networks
- Using The Sales Pipeline Model
- Gaining Success With Different Buyer Types
- Creating Certainty In The Sales Cycle/Forecast
- Self Motivation/Goal Setting
- Creating Winning Sales Proposals
- Getting The Purchase Order Signed
Sales Training for Colleges: Course Outcomes
Having attended this program you will be able to:
- Quickly establish common ground with key influencers and decision makers
- Have a compelling, persuasive and logical sales presentation
- Conduct a commercial sales based conversation with any targeted prospect
- Quickly establish if there are any commercial opportunities, when, budget, process
- Move from sales person to trusted industry expert
- Build rapport and gain the confidence of the key buyer(s)
- Structure logical and relevant questions
- Work with the buyer(s) to establish and explore the scope of their current service provider
- Identify points of weaknesses in their current provision
- Guide the buyers(s) thinking towards blue sky solutions
- Explore the cost and impact of the current weaknesses and gaps
- Structure relevant solution(s)
- Challenge the buyers thinking
- Use influencing skills to trial close
- Deal with the budget question without causing a negative impact
- Sell your propositions based on the value delivered
- Speak knowledgeably about the life value of the product or service, not just the cost
- Explore costs and value as part of the same conversation
- Fluently establish the costs of remaining with the current provider
- Sell the price
- Handle objections
- Deal professionally with incumbent relationships
- Ask for the business
- Gain an in principal decision to buy before you leave
- Create urgency in the sales process
- Build networks
- Seek referrals from all prospects/customers
- Build, maintain and account manage a sales pipeline
- Create certainty in your sales forecast
- Design and deliver sales proposals that will make it easy for the buyer to say yes
Sales Training for Colleges: Duration
This is a 1 day program delivered on site at your offices.
Price on application
0114 236 3658 or carol@mortonkyle.com
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Who am I?
I’m Carol Griffiths, and I’ve spent the last 30+ years in the trenches of sales—fixing broken pipelines, rebuilding underperforming teams, and helping businesses close more deals at higher margins.
I’ve worked with global brands, challenger firms, and fast-growth sales teams, helping them:
✔ Fix underperforming pipelines – turning ghosted leads into closed deals.
✔ Increase win rates – without discounting or chasing bad-fit prospects.
✔ Build sales systems that actually work – so you don’t waste time on ‘busy work’ that doesn’t convert.
I’m not another ‘sales trainer.’ I don’t teach theory. I fix sales problems – fast. And if you’re still reading, it means you’ve got a problem that needs fixing.
I know how sales leaders think because I’ve been one. I know what the board wants because I’ve sat in those meetings.
And I know what works – because I’ve done it, tested it, and proved it across industries, markets, and economic downturns.