introduction to tst online

Betray the Sales ProcessAn introduction to Tactical Sales Training

What we do

We’re experts in selling. Both on the phone, in the field, and we’ve

a strong record in building high performance sales teams. To say

the least, we’re very passionate about what we do. We’ve helped

hundreds of businesses and individuals to increase their general sales

effectiveness using modern business to business selling techniques.

In part, our success has come from having a uniquely refreshing

approach to sales with interactive and engaging training yielding real

world results by allowing people to think freely and get beyond ‘the

process’ to creatively overcome sales challenges.

We’re specialists in providing:

Open sales training courses

On-site, bespoke sales training courses

On-going Sales Development programmes

Our training is designed and delivered by our team of successful

business owners and Sales Directors / VP’s with distinguished careers

in senior sales roles. This means not only can we bring with us a

wealth of industry relevant knowledge and expertise but we’re likely

to have faced and overcome the same challenges as you in our own

sales careers.

Our BackgroundTactical Sales Training was formed in January 2011 and since then

we have worked with clients of varying sizes both in the UK and

Internationally. We’ve delivered training solutions on 5 continents

and helped hundreds of organisations and their people to increase

their sales effectiveness and confidently overcome the challenges

they face in their market place.

People choose us because…Tactical Sales Training is about getting beyond the “sales process”.

Those little details which turn into big deals. We can help you and

your team in lot’s of ways with flexible solutions that best suit your

requirements. We provide our delegates with cutting edge skillsets

for getting ahead of the curve in modern day selling combined with

unrivalled post course support ensuring they retain what they learn

and maximise the longevity of your investment.

Most training organizations run courses that are about the science of sales and very process centric. Tactical Sales training offered a fresh take on the subtle art of sales and worked with our team on live prospects and customers.Chris McManus, VP EMEA Sales AVG

TST delivered a first class session for my team. The message was refreshingly clear and honest and he really identified the critical areas you need to understandIan Girling, Operations Manager, Business Link

So many positive changes in our team. More urgency, more directness and honesty about deals that in the past were never going to happen.Richard Dare, Owner, Ward Goodman Study

I have been to many sales training events but Tactical Sales Training stands out as the one that has given me the best insight into how to succeed in selling.David Ashplant, Owner, Lester Aldridge

This sales training really puts a slant on the whole sales process and inspired me to analyse my sales strategy and make significant changes in how I work my leads and opportunities. Brilliant Course - Would recommend to anyone in Sales!!!Jamie Davies, Sales Manager, Software Box Ltd

Betray the Sales Process - An introduction to Tactical Sales Training

www.tacticalsalestraining.co.uk 02

About Us

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Tactical Sales Training offer a fresh take on the art of sales. It’s time to get beyond ‘the process’ and truly differentiate your sales performance.

For full details check us out online or call

01202 606010.

Who’s it for?If you need to make your first cold call, get through to more

decision makers, generate more leads, make more appointments

or close more business on the telephone then this really is a must

attend.

Perfect for all Telesales Staff, Telemarketers, Inbound & Outbound

Call Handlers, Account Managers, Business Development

Managers, Fund Raisers, Commercial Managers, Appointment

Setters and those in need of a refresher.

Course OverviewThis high impact course is designed specifically to generate instant

measurable results and challenge the thoughts of even the most

experienced sales people. In a nutshell this course will provide

you with the skills required to identify, attract, engage and close

business on the telephone.

What’s covered?Differentiating ourselves from the stereotypical salesperson

With 800,000 sales professionals in the UK, you need to be

different.

Effective prospecting - Make sure you’re making the best of

your time off the phone.

Cherrypicking your data - Optimising you calling strategies.

Leaving Effective Voicemails - Should we leave

voicemails? Best practices.

6 ways to get the e-mail response you want - Simple

guidelines to increase your reply rate

Qualify opportunities - Qualify hard and qualify early.

Understand the full implications of weak qualification. Eye-

opening Qualification workshop

Intelligent Questions - Ask very tough questions in a very

subtle way.

Get past the gatekeeper - Learn to cut through to decision

makers and communicate via meaningful, high value

conversations.

Pitch in a persuasive and engaging way - Captivate your

audience with cutting edge presenting skills.

Objection handling workshop - As a group, discuss the

objections that effect you the most and under expert guidance

unveil the most effective solution for handling specific

objections.

Develop superb listening skills - Make sure you’re hearing

everything that is and isn’t said.

Value the importance of being honest and direct - Mention

the unmentionable, acknowledge roadblocks, admit uncertainty

and clear a path to closing your deal.

Creative closing - Learn excellent and alternative skills that

enable you to control the account and get the results you need

Client Comments about this course:

I would highly recommend TST as I found their telesales course to be thoroughly engagingEllie MacDougal, The Change Organisation

I can safely say that all of his hints and tips put into practice have given me instant results in achieving my sales targetHannah Caslin, Talent Fizz

Great course. I've been selling for over 26 years and this course really cuts through the fluff giving every sales person more time to make more money.John Webster, Pathways UK

I found TST’s straight forward approach & style of training to be thought provoking and a breath of fresh air. Paul Tedore MCIOB, Interserve Interiors

I would suggest that anyone involved in sales or sales management contacts Tactical Sales Training. 'Essential' training for any serious sales professional.

Julian Beer, Concurrent Engineering



Tactical Telesales: 1 Day Course

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01202 606010.

Who’s it for?Perfect if you need to find better prospecting methods, book more

sales meetings, generate more leads, qualify your accounts more

effectively or close more business in the field.

This is a must attend course for Account Managers, Business

Development Managers, Field Sales People, Commercial

Managers, those making the transition into the field and those in

need of an eye opening refresher that cuts to the quick and gives

them more time to make money.

OverviewWith a strong focus on optimising your sales conversion rates, the

course will take your sales expertise to the next level. Promising to

challenge the thoughts of even the most experienced sales people,

we’ll provide you with a cutting edge skill set and some really smart

techniques that will help you re-focus your efforts and advance

through your career.

What’s covered?Effective prospecting - Make sure you’re making the best of

your time off the phone.

Get past the ‘Gatekeeper’ and make that appointment

Learn effective methods for cutting through to decision makers

and align your expectations with them when you book your

meeting.

Qualify hard and early - Qualify earlier, smarter and harder.

Qualifying out is just as important as qualifying in. Eye opening

qualification workshop

6 ways to get the e-mail response you want - Increase your

reply rate with simple guidelines

Leaving Effective voicemails - Should we leave them and best

practices

Intelligent questioning - Ask very tough questions in a very

subtle way.

Value the importance of being honest and direct - Mention

the unmentionable, acknowledge roadblocks, admit uncertainty

and be a better sales person because of it

Objection handling workshop - As a group, discuss the

objections that effect you the most and under expert guidance

unveil the most effective solution for handling specific

objections.

Develop exceptional listening skills - Learn how to know

exactly what’s going on with your prospects all the time

Solve challenges - Use creativity and flexibility to overcome

obstacles

Creative closing - Learn excellent and alternative closing

techniques with anecdotal examples form the course leaders

professional career


TST gave a creative and insightful look at the real roots of tactical selling and how to truly qualify an opportunity and in turn increase conversion rates. Highly recommended.Paul McKeown, Cleardata Document Management

I recently attended TST’s 2 day course and found that the refreshingly direct approach both relevant and worthwhile. Their recent ’Real World’ experience added particular value to the course.Ian Challand, Epaccsys Ltd

We’ve an experienced team who generally perform well but their performance since their session with TST has yielded some of our best results on record..Stephen Spendlove, Colliers International

I highly recommend TST to those who are not only new to sales but also to those who have been in the role to remind yourselves of the basics and learn new techniques. It’s worth it!!!Audrey Geanga, Sutherland Global Services



Tactical Field Sales: 2 Day Course

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01202 606010.

Who’s it for?The course is essential for Sales Managers, Team Leaders, Channel

Managers and Business Owners who want the skills to increase the

performance of their sales teams.

Your sales team are amongst the most important people in

your business and it’s your job to make sure they deliver the

numbers. They’re all individuals, perhaps at varying skill levels,

so you already know that a rigid management structure is not the

answer. This is good, because that’s NOT what we do.

Course OverviewLearn some great techniques for recruiting, staff retention,

managing team members, motivating sales teams, pipeline

assessment and most importantly driving performance that yields

real results. The course is conducted by successful business

owners or company directors who’ve faced and overcome the

challenges that you face in building a high performance sales team.

We’ll give you the skills to lead from the front, gain the respect of

your team, coach them, give them time and space to perform and

ultimately consistently get the best from your team.

What’s covered?Recruiting great sales people and keeping them - Understand

how to attract them, retain them by driving their performance

(in turn helping them to earn lots of money for themselves, you

and your business) and implement a successful, low turnaround

recruitment structure.

Managing individuals - Channel the energy of your team

members positively, gain their respect and use your skills to

help them develop in their careers.

Development plans & KPI’s - Make sure you know where

every member of your team is in every respect and where

they are headed. Set achievable improvement targets around

appropriate timescales, achieve them and use them to develop

your team at a fast pace

Set an agenda and drive performance - Become the

architect of your teams success through positive planning and

performance drivers.

Interview Techniques - Know how to identify true professionals

and those who it’s second nature to go that extra mile with

some excellent and alternative techniques.

Qualification Workshop - An eye opening look at the smartest

way to drill down qualify both your and your sales teams

pipelines.


TST’s Sales Managent course has helped me to re-think a few aspects of managing my sales team. I have definitely walked away with a number of ideas of how I can bring a better structure to the team and make them a better performing sales force. Philip Fedosenkov, Elfab

This is something i strongly recommend and feel whatever area of work you currently work in this training will be able to help and offer you great new ideas moving forward in your careerSam King, Pitney Bowes

If Carlsberg did Sales Training . Team Cleardata area on it like a tramp on chips!Matt A, Cleardata Document Solutions

Great way to clear your head and regain focus. Inspiring training!Peter Ruis, Design Solutions

TST - in a word, WOW. I attended the sales training that TST provided and i must say it was the best training i have ever had.Luke Millar, AVG



Tactical Sales Management: 1 Day Course

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01202 606010.

Sometimes it makes more sense for us to come to you with a

solution designed specifically for you. Whether you’re an SME or

an International Organisation, we’ll listen to your requirements and

the challenges that you face and address them with measurable

solutions.

Who’s it for?On-site and bespoke training is ideal for companies with large

sales teams, multiple teams or those in niche industries. It’s the

perfect solution for companies who need an on-going training

solution to keep their sales teams performing at the highest

possible level.

You and UsWe’re serious about making money, and lots of it, for you and

your business and for us and ours. That’s why we take what we do

so seriously, always trying to make the end to end sales training

experience as enjoyable and rewarding as possible.

Our business grows naturally based on recommendation which is

why achieving measurable ROI for our clients is as fundamental

to our own growth as it is to yours. We like to employ a ‘We’re in

it together’approach based on strong, lasting relationships and

consistent results.

We specialise in… Sales Training

Sales Management Training

Sales Team Assessments

Recruiting and Building Sales Teams

Sales Structure Implementation / Review

Ongoing Sales Development

For more information about our on-site and bespoke services

enquire online or contact 01202 606010 and speak with a member

of our team.

We work with companies big and small to help them sell more including...

and hundreds more!



On-site & Bespoke Services

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Me a s u r ab l e p e r for m a c e d e l i v e re d g l o b a l l y


01202 606010.



Still Curious?Arena Business CentreUnit 23APooleDorsetUnited KingdomBH17 7FL

Tel 01202 606010E-mail [email protected] tacticalsalestraining.co.uk Search Tactical Sales Training

Training CentresHigh WycombeLane End Conference CentreHigh Wycombe Buckinghamshire HP14 3HH

ManchesterThe Studio51 Lever StreetManchesterM1 1FN

Contact Us

Thanks for taking an interest in Tactical Sales Training, if you think we might be able to help you or your business then let's talk. Connect with me on Linkedin or you're welcome to call me on 07788590629.John Perrin, Founder and MD of Tactical Sales Training.

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