Our dedicated graduate training program is an integral part of our graduate recruitment process. It develops the necessary professionalism, confidence and skills in our graduates so that they can become immediately effective in any organisation.
Every Celsius graduate, once placed, has the opportunity to work towards gaining the Celsius Diploma in Professional Sales which is recognized and endorsed by the Institute of Sales and Marketing Management who are the only dedicated UK sales body accredited by the Qualifications and Curriculum Authority (QCA).
The diploma is exclusive to Celsius and can only be awarded following successful completion of modules 1-3.
Completion of all three modules is usually spread over 12 month period as experience and results in the workplace also form part of the assessment.
All three modules have been written by and are delivered by our trainer, Alun Graves. Alun is an experienced sales professional and ISMM accredited trainer and member.
Celsius training has proven so successful that many of our clients send their experienced sales teams onto our modules as a refresher or to iron out any bad habits.
Each module is delivered in our dedicated training suite. The Celsius training suite is fully equipped with multi-media facilities and a full telephone training system. This system helps make all role plays and activities to be as close to the real situation as possible. Activities are videoed and telephone role plays recorded to allow for play back during group debrief sessions.
The modules are as follows:
Module One –An Introduction to Professional Sales :4 Days
Module Two –Negotiation and Influencing Skills :2 Days
Module Three –Solution Selling and Key Account Development :2 Days
New Celsius Refresher Workshops – Having complete all three modules, all Celsius graduates are now able to attend our refresher days 3 – 6 months after competing their sales diploma.
Module One – An Introduction to professional sales
Module One provides a basis and framework from which to build a successful sales career. The course begins by challenging attendees to consider basic questions such as ‘what is sales?’ and ‘why do people buy?’.
All attendees are shown the importance of setting objectives that stretch them from their comfort zones and aid their development.
The following topics are covered over the four-day period:
- Understanding the sales process – Rapport, Credibility and Information.
- The importance of trust.
- Powerful communication.
- Understanding and adapting your own personality style and identifying others.
- The power of rapport and body language.
- What motivates our customers to buy?.
- Effective questioning and active listening.
- Open, closed, probing and challenging questions.
- Getting past the gate keeper.
- Preparing for the sales call/visit.
- The sales introduction.
- Questioning models and qualification.
- Managing objections effectively without wasting valuable time.
- The use of positive language.
- Preparing for and delivering a powerful presentation or meeting.
- Research, structure and agendas.
- Closing the deal - why it shouldn’t be such a big challenge.
Module Two – Negotiation and Influencing
Understanding how to effectively influence and negotiate with decision makers is key to successful sales. You need to be aware of your client’s position and understand the difference between what they want to achieve and what they need to achieve. This is what really gives you the control to negotiate a good deal.
Whether you decide to use ‘negotiation tactics’ or not, Module Two demonstrates those which are used by decision makers and buyers. It will also show how to spot them and how you can use them effectively to strengthen your position.
This module covers the following topics over the two days:
- Introducing Negotiation.
- The difference between Adversarial and Cooperative bargaining.
- The 5 Steps of Negotiation.
- Adding Value.
- Preparing to win
- Body Language, Attitude and Style.
- The three rules of effective negotiation.
- Understanding the Negotiation WEB and positions.
- Needs, wants and motivation.
- The psychology of the decision maker.
- Information really is power.
- Analysis using SWOT.
- What are and when to use concessions.
- The right strategy.
- Spotting, countering and using negotiation tactics.
- Win/Win in the short and long term.
Module Three – Solution Sales and Key Account Development
This is a two-day module designed to structure the ‘consultative’ or ‘solution’ sales process, as well as strengthening the development of key accounts. The module highlights the need to be more than just a ‘sales person’ but someone who strategically becomes a Business Consultant, Long-Term Ally and Strategic Co-ordinator.
The following topics are covered over a two-day period:
- The difference between ‘sales’ and ‘solution sales’.
- The hierarchy of needs.
- Review of the sales process – Rapport, Credibility and Information.
- Applying a structure to the sales process [PINBOC].
- Advanced questioning using the SPECIFICS model.
- Understanding the way people process information.
- The Strategic Sales Process.
- Keeping your finger on the pulse.
- Identifying and understanding the key buying influencers.
- Highlighting and responding to weaknesses in your sales position.
- Learning to understand influencer’s response modes and when they are ready to buy.
- The Win/Win Matrix– Objective business wins and subjective personal wins.
- Managing the sales pipeline.
- Understanding and mapping the decision making process.
- The psychology of a decision maker.
Our training has proved so successful that many of our clients send their experienced sales teams on them as a refresher course or to iron out any bad habits. Each module is delivered in our dedicated training suite which is fully equipped with multi-media facilities and a full telephone training system.
This allows the role plays and activities to be as close to the real situation as possible. Activities are videoed and telephone role-plays are recorded to allow for play back during group debrief sessions. In some instances training can be organised in-house with suitable numbers. Modules are held three times a month to accommodate the completion of the course within the 6-month period.
Refresher Workshop
The Celsius refresher workshop means that Celsius’ support now lasts for up to two years ensuring we provide the right level of support for each graduate through those essential first 2 years. These refresher sessions provide a great forum for graduates to discuss their successes and failures since attending the training and look at practical ways to overcome common problems and issues in the sales environment as well as giving a good all round recap of material covered throughout all three modules. These days are essential in helping to reinforce learning in a practical and interactive way.
Bespoke Graduate Training
Many of our client partners have specific requirements for their sales training which are unique to their particular business needs.
Because of this we offer bespoke training programmes in the following areas:
- Time Management.
- Effective Team Management.
- Strategic Sales Management.
- Business Presentation Skills.
- Selling Excellence.
- Appointment Booking.
- Telephone Selling Skills.
- Consultancy Selling Skills.
- Major Account Management.
- Negotiation Skills.
- Business Writing Skills.
- Copywriting Skills.
- Personality Profiling.
- Persuading & Influencing.
- Problem Solving & Decision Making.
Our Trainer
Alun Graves Dip.H.Ed. FInstSMM is an experienced sales trainer and business development coach, with over 12 years experience in sales, in areas as diverse as IT, Telecoms, recruitment, and advertising.
Alun’s sales and management experience have been developed both in the UK, US and Latin America; in the private and public sectors within organisations such as BT, Saint Gobain, Jewson, Logicalis.
Having studied Business Management and Software Systems at University, he is recognised nationally as a Fellow of the Institute of Sales and Marketing Management, the National Association of Sales Professionals, the Associate of the Chartered Institute of Marketing and the Chartered Institute of Personnel and Development.
He has recently been asked to join the prestigious judging panel of the British Excellence in Sales and Marketing Awards 2008.
We believe so much in his ability as a business development coach and trainer he is also involved in the training and coaching of our own internal sales staff. For more details regarding training and coaching sessions, please contact Alun with the details below:
Tel: 0161 905 8315
Email: alun@celsiusrecruitment.co.uk
Where Do Our Courses Run?
Our Training Suite is located at our Head Office in Sale and comfortably fits groups of 12-15. The courses run over a ‘working day’ schedule of 9:00am – 5:30pm, allowing time for homework and group work. Candidates are asked to attend the course in smart business dress, which accents the professionalism and focus required during the course.
Bespoke graduate training courses can run at times to suit you and can be held in-house, at our offices (subject to availability) or even at local hotels or business venues.
Celsius are more than happy for clients to visit our courses as they run to get an idea of what they entail. Meetings can also be arranged with our Sales Trainer for an in-depth look into our training.
We also encourage graduates and their managers to return to the courses at any time as guest presenters.
