This document discusses sales training provided by Turnstone Sales to help organizations improve sales performance. It provides an overview of several open enrollment sales training courses aimed at different experience levels and objectives, including core foundation, consultative selling, negotiation, account development, and telephone selling. The courses use interactive and engaging delivery methods to teach skills like lead generation, effective communication, questioning techniques, objection handling, and call planning. Turnstone aims to deliver lasting increases in sales performance by ensuring training is targeted to client needs. Feedback from past clients indicates the training provides a boost in confidence and skills that translate to improved results.

1. How will you improve your
teams sales performance?
Growing & Developing Successful Sales Teams

2. Why Invest in Sales Training?
 In todays competitive market place, progressive organisations are increasingly looking for their
salespeople to make more of an impact in their approach to professional selling.
 To achieve this, you need to develop high performance sales cultures within which the right people, in
the right roles are engaged and can thrive to identify new revenue streams, build strong and
consistent pipelines, protect margins and retain clients.
 Believing that people are a businesses most valuable asset, Turnstone helps organisations achieve
significant and lasting increases in sales performance by ensuring that your training investment is
targeted at the right areas to deliver optimal results.
““95% of our clients have booked further training with95% of our clients have booked further training with
us.”us.”

3. ISMM Endorsed Centre of Excellence
 Turnstone Sales are proud to work in close partnership with The ISMM, the foremost
professional body for salespeople in the UK. Founded in 1911, the ISMM has been the
authoritative voice of selling and set the bar on sales standards, ethics and best practice
for over 100 years.
 As an ISMM Endorsed Centre of Excellence, all of our market-leading sales training meets
the rigorous best practice standards set out by the ISMM. We are committed to delivering
ISMM accredited sales training and, to developing high performing sales talent and
cultures within our clients sales teams.
“Turnstone Sales are to be highly commended for the high quality of their training courses.
Uniquely, the interactive and engaging nature of the delivery methodologies are
exceptional”.

4. Delivering ROI
100
%
98%92% 94%
“We are focused on driving real change in behaviour, we know it is the only
way to effect real change and, drive meaningful increases in performance.”

5. Open Sales Training
Courses
Modular Sales Training to suit any need.

6. Core Foundation of Sales – 3 Days
Learning Objectives:
oLead Generation 2.0
oConfident Communication – Build Credibility
oEffective Gate Keeper Engagement.
oHow to Structure a Winning Call Structure.
oEffective Questioning – Develop Solution Based Sales
Approach.
oBuild Real Value to Maximise Results.
oOvercome Objections & Resistance.
Course Overview:
oDesigned specifically for newcomers to a sales role and,
those with no formal training, this engaging and challenging
course focuses on the key techniques and essential behaviours
that are imperative to excel in a sales career.
oThis 3 day course develops the confidence and structure to
identify, qualify, engage and convert sales opportunities over
the telephone.
oWe focused on developing the key techniques and structure
required and ensure that the learning is embedded via in-
depth business simulations and role plays.
oDelegates leave this course having proven that they can
book well qualified meetings, or the next steps specific to their
sales process. Delegate Feedback:
“A massive confidence booster! Far more engaging than I thought it
would be. I came away feeling more confident with both my role and
product. I now feel energised and ready to start selling”.
“Excellent content, excellent trainer, excellent 3 days! If you want to start
your career in sales on the front foot, do this course!”

7. Consultative Selling – 2 Days
Learning Objectives:
oSuccessful Meeting Preparation.
oAccelerated Rapport Building.
oIdentify & Develop Personal Selling Style.
oStructure Meetings For Success.
oAdvanced Questioning – Build The Need.
oGain Advantage Over The Competition.
oAdvance Objection Handling.
oGain Commitment – Increased Pipeline.
Course Overview:
oDesigned for salespeople al all levels looking to expand and
refresh their approach and close more business, more
effectively during face to face meetings.
oDelegates will discover how to work in partnership with clients
to consultatively explore and identify their real challenges.
oThe practical course unlocks the benefits of consultative
selling, objection handling and how to understand and
influence the buying process.
oWe provide the structure and insight to drive delegates to
deliver highly effective, sales driven meetings, ensuring a
positive outcome.
Delegate Feedback:
“Fantastic, not a moment where I felt bored. A totally different
experience where you were not just talked at, but involved, providing an
enjoyable learning environment whereby I was able to learn a variety of
key sales skills that will definitely impact my results”.

8. Win:Win Negotiation – 2 Days
Learning Objectives:
oWork Through The Negotiation Process.
oPrepare The Best Strategy & Client Options.
oPre-Empt Stalemates.
oEstablish Position Of Power & Maintain Influence.
oWork Collaboratively With Clients.
oAchieve Win:Win Outcomes Consistently.
oMaintain Integrity.
oSecure Business Effectively & Efficiently.
Course Overview:
oTodays competitive market requires salespeople to have the
ability to successfully negotiate effectively.
oOur negotiation course provide a flexible framework for
successful negotiation, delegates will learn to understand
buying psychology. Delegates will understand how to fully
understand the drivers underlying the decision making process.
oFocussing on how to prioritise concessions and their trade
value, delegates will also learn how to resolve stalemates and
protect their margin or profit, without devaluing their
proposition, achieving a Win:Win.
Delegate Feedback:
“The course helped me to have a planned strategy in place prior to
starting negotiation. It also gave me more confidence to stand my
ground as I have power over the buyer too. Good to get out of the
office and think about what I do commercially. Positive experience with
some very good models I will use going forwards”.

9. Strategic Account Development – 2
Days
Learning Objectives:
oStrategic Account Profiling.
oBuild Transformational Relationships.
oReplicate Success Across All Clients Verticals.
oOvercome Threats & Gain Commitment.
oUtilise Network To Increase Revenue Opportunity.
oEffective Cross/Upselling – Increasing Revenue.
oAccount Planning & Prioritisation – Effective Time
Management.
Course Overview:
oEnsuring that salespeople and account managers have the
knowledge and framework to achieve long-term client
retention and increased revenue generation.
oThis course focuses on how to maximise the potential of key
accounts, critical to any organisations success, whilst
protecting them from competitors.
oDesigned to support professionals at all levels to manage and
develop existing accounts more strategically, delegates will
learn how to identify and interpret the political element of the
buying process, stakeholder mapping and sales adaption
techniques to suit different clients.
Delegate Feedback:
“Again another great course! Learnt a lot, worthwhile and eye popping!”.
“Insightful, thought-provoking and stimulating. Has helped me identify areas to
develop, the importance of gaining full knowledge of accounts and
competitors. A better insight into companies full needs will give me the
knowledge to better serve the interests of the company”.

10. Experiential Telephone Selling – 2
Days
Learning Objectives:
oConsistent Motivated Mindset.
oAdvanced Lead Generation & Qualification.
oEffective Call Planning & Targeting and SMART Objectives.
oPowerful & Impactful Call Openings.
oGatekeeper Engagement.
oActive Listening Skills & Advanced Questioning.
oImpactful & Winning Call Model.
oAdvanced Objection Handling.
oLIVE Call Coaching on Active Business Development Calls.
Course Overview:
oDesigned for both newcomers to telesales and experienced
salespeople looking to refresh and advance their approach.
oThis highly interactive and practice course focuses on all
aspects of the outbound calling process, uncovering new
concepts and developing on best practice.
oUsing a blended learning approach, the course builds
through theory and best practice to ‘Live’ calling practice,
perfected and supported by our expert coaches.
oOpportunity to proactively target new business prospects and
resurrect existing dormant accounts.
oDelegates will leave this course with newly developed skills
combined with the confidence and skills to guarantee results.
Delegate Feedback:
“Exactly focused on what I need to be doing. Feel motivated to revisit
past cold calls with which I have been unsuccessful and now ready for
another bash! Time well spent, feel armed and ready to go!”.

11. Effect Positive Change Now
Call our experienced training team for a free training needs analysis.
They can be contact on 020 3667 1444 or via more@turnstone-sales.com