Sales Training For Colleges & Universities | Building Your Sales Engine

Building a strong commercial presence as an academic organisation is not without it’s challenges.

Whether your Business Development team are selling Apprentice Schemes, Work Programs or Full Cost Training, the space is saturated, competitive and complex.

That’s why, at Morton Kyle, we’ve designed a business development and sales growth program that cuts through the noise and confusion, giving your team the skills and insights to help them achieve consistent growth and enhanced focus

Data-Driven Sales Improvement | The Morton Kyle Sales Audit

Using a structured process based on a detailed sales audit – we’ll identify where your team can have the biggest impact, the highest levels of success, and the best chances of converting at scale.

Based on those findings, and having completed a full assessment on your teams sales skills, mindset, ways of selling and territory management, we’ll build a sales program that fits perfectly to help you achieve your financial and outcome goals.

Your sales audit findings will guide your growth now and for the next 12 months…and help you build your sales engine, improving scalability, forecasting and sales performance.

To summarise – 

Sales Insights – More Sales, Shorter Sales Cycles, Higher Margins, More Referrals, Stronger Pipelines

Sales Training or Colleges, Universities, Further Education Sales and Business Development Teams

Highly consultative – these are some of the sales modules we cover in your bespoke sales growth program, all 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 Improvement Program Outcomes

Having attended this program your sales team will be able to understand how to run a successful sales territory, act as their own sales trouble shooter by understanding how to successfully manage their sales pipeline, build a strong sales engine, forecast accurately, maximise their average order value and sell in such a way as to create a credible and value laden sales proposition.

In addition they 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 Improvement Campaign | Duration

This is a structure program that’s delivered over 4 – 8 weeks depending on your needs, and is fully inclusive of a full sales audit, skills delivery and full knowledge transfer.

Price on application based on attendee numbers and program structure (onsite/online)

Your Sales Improvement Journey | What’s Next? 

Do discuss your specific sales challenges book in a free consultation with one of our team – use the calendar link here

You can also download a free copy of 100 Ways to Improve Your B2B Sales Results

Or sign your sales team up to a free webinar we run – Fixing Your Leaky Sales Pipeline – you can find more details when you click on the link