Boosting Sales with a Game Changing Selling Strategy
About This Course
This course is designed for professionals involved in sales, business development, or client engagement roles who are looking to sharpen their strategic selling skills in today’s competitive B2B environment. Whether you're new to the sales profession or seeking to refresh your approach with modern techniques, this course will equip you with practical tools to identify ideal customers, build long-term relationships, and close high-value deals with confidence.
Participants will explore proven frameworks such as SPIN Selling and Challenger Sales, and learn how to apply these techniques in real-world contexts. Through hands-on activities, role-plays, and case studies, learners will enhance their ability to prospect effectively, manage pipelines, handle objections, and deliver persuasive presentations.
Ideal for professionals in marine, manufacturing, engineering, or services sectors, this course also focuses on digital outreach, CRM usage, and after-sales strategies—ensuring learners are ready to grow customer value throughout the sales lifecycle.
What You'll Learn
1. Apply structured sales and business development frameworks (e.g. SPIN Selling, Challenger Sales) to identify potential customers, qualify leads based on client needs and readiness, and develop tailored engagement strategies that align with specific industry requirements.
2. Develop the ability to conduct prospecting and relationship-building activities using digital platforms such as LinkedIn Sales Navigator and Customer Relationship Management (CRM) systems. They will demonstrate effective communication, critical thinking, and digital fluency in customizing outreach strategies for different buyer personas.
3. Analyse sales funnel performance data, interpret conversion metrics and pipeline forecasts, and propose data-informed action plans to enhance sales effectiveness. They will practice problem-solving and decision-making by identifying patterns and proposing improvements for higher deal closures.
4. Apply their negotiation and presentation skills using structured techniques such as BATNA (Best Alternative to a Negotiated Agreement) and value-based storytelling to present compelling solutions, handle objections, and close deals with confidence.
Entry Requirements
• Able to read, write, speak and listen to English at WSQ WPL level 5
• Able to operate a computer with keyboard, mouse and basic windows apps