Course curriculum

  • 1

    Module One: Introduction and Sales Mindset

    • Introduction to the Highbourne Way of Selling Programme

    • Welcome to the Highbourne Way of Selling from John Vaughan

    • Darren Redwood: Programme Content

    • Activity: What's Changing in our Industry

    • Adam Foy: Regulation and Changing Markets

    • Discussion Activity: Regulation and Changing Markets

    • Great Salespeople: Mindset and Behaviours

    • Further Resources

    • Highbourne Way of Selling Guide
  • 2

    Module 2: Understanding your Customer

    • Introduction from Tim Chapman, Sales EQ

    • Who are your ideal customers?

    • Seeing their World through their Eyes

    • Activity: Analysing your Customers

    • Buying Behaviour

    • The ABC of Sales

    • Further Resources
  • 3

    Module 3: Opportunity Management

    • Introduction from Tim Chapman, Sales EQ

    • The Buying and Selling Process

    • Qualification

    • Activity: Qualifying an Opportunity for Fault Finder

    • Making your Number

    • Fault Finder Sales Enablement Materials
  • 4

    Module 4: Buying Centre and Competition

    • Introduction from Tim Chapman, Sales EQ

    • Who makes the decision to buy?

    • Activity: Profiling your customer's buying centre

    • Understanding your Competition

    • Discussion: Competitive Analysis

    • Further Resources
  • 5

    Module 5: The Customer Conversation

    • Introduction from Tim

    • Questioning

    • Questioning Part 2

    • Activity: Developing impactful questions

    • Objection Handling

    • Activity: Handling Objections

    • Listening

    • Further Resources
  • 6

    Module 6: Selling Value

    • Introduction from Tim

    • Value Selling

    • Developing a Value Proposition

    • Activity: Developing a Value Proposition for a Highbourne Solution

    • Preparing to Pitch

    • The Perfect Pitch

    • Activity 2: David Brent Video

    • Further Resources