top of page
Untitled design (12).png

Channel Sales Academy

Channel Sales &
Business Development

Designed Specifically for Telecom & ICT Sales Success

Channel Sales & Business Development

Having the sales basics is one thing but having specific industry sales mastery will put your team on a different level. Now add 15 years of experience in training, coaching and mentoring some of the channel's most prolific and award-winning companies and you have the perfect recipe for sales supremacy over your competitors.

Whether you have a single sales professional or a team of 80, prefer virtual learning or in-house training, here at the Channel Sales Academy we have an ideal training and development programme to suit every size and situation.

Sales & Business Development
Training & Coaching Programme

Unlock Sales Excellence with the Channel Sales Mastery Programme
 

An intensive, proven framework designed by industry experts. Equip your team with insider techniques to target high-value prospects, build rapid expertise, and negotiate win-win deals. Our program blends ideal mindset, practical techniques, and industry-specific knowledge, ensuring your team excels in telecom & ICT sales. From mastering sales psychology to flawless sales cycle orchestration, your team will dominate the industry. Join top-performing teams who have completed the training and elevate your telecom sales today with this practical, channel specialist program!

Channel Sales Mastery Content

What's included? 

Module 1: Creating an Irresistible 'Brand You' In sales, it's often said "People Buy From People." But has your team been equipped with the essential strategies and psychological tools to become someone others feel compelled to buy from? This exceptional module explores crafting a persuasive and compelling 'Brand You.' We examine the significant impact of various elements like appearance, posture, tonality and crucial aspects of empathy, genuine interest and commanding presence. By honing these key components, your team can build a captivating personal brand that intrigues and influences others, ultimately driving greater sales success.

Module 2: Elite Non-Verbal Techniques for Sales Professionals Module 2 underscores the critical importance of non-verbal communication in sales. Sales professionals learn to interpret and project body language effectively, gaining valuable insights into client emotions and interests. Additionally, psychological strategies for seating, positioning and spatial anchoring, along with leveraging phenomena like right ear advantage, pacing and leading, are explored. Mastering these advanced non-verbal techniques enables sales professionals to foster a conducive environment, establish trust and guide clients towards favourable purchasing decisions, boosting their sales success.

Module 3: The Ultimate Sales Mindset Sales Mindset Mastery is vital for sales professionals as it focuses on cultivating the ideal mindset for sales excellence. By developing the right mindset, sales professionals can overcome challenges with resilience and determination. The module provides strategies for unwavering motivation and strategic confidence, essential drivers that push individuals to extend their limits and reach their sales goals. Moreover, techniques for sustaining energy, even in adversity, are explored, empowering sales professionals to sustain peak performance. Beyond conventional metrics like conversion rates and profit, the module emphasizes gauging true performance with customer satisfaction, long-term relationships and overall impact. By honing their sales mindset with these strategies, professionals can elevate their performance, exceed targets and achieve remarkable success.

Module 4: Fundamentals of Sales Psychology & The Science of Influence & Persuasion Fundamentals of Sales Psychology, Influence & Persuasion are tremendously important for sales professionals, revealing the keys to advancing from good to phenomenal in sales. By comprehending the core laws of influence and persuasion, like reciprocity, contrast, expectancy and authority, professionals gain the power to apply scientifically proven strategies for effective selling. The module enables them to delve deeply into prospects' thinking and decision-making. Grasping prospect psychology allows professionals to evaluate their position in the sales process, determine the optimal approach to guide prospects toward favourable decisions, and effectively differentiate themselves from the competition. Armed with this knowledge, professionals can establish deeper connections with potential clients, tailor their sales approaches accordingly and achieve unparalleled success.

Module 5: Buying Psychology and Decision-Making Theory Appreciating Buying Psychology and Decision-Making Theory further elevates the importance of decision theory in sales. This module examines the factors that compel buying decisions, drawing insights from principles like rational choice theory, bounded rationality and prospect theory. Recognizing that decisions are not purely rational, professionals learn about the profound emotional impact on decision-making, highlighted by prospect theory and the framing effect. Moreover, the module explores different buying scenarios and their varying decision-making influences, considering principles like confirmation bias and ordering. By grasping the psychological intricacies, professionals can adapt their strategies to resonate with customers, connect emotionally and navigate diverse buying scenarios successfully. Understanding buying psychology and decision theory empowers professionals to craft compelling pitches and build lasting customer relationships, driving sales success.

Module 6: Elite Level Questioning Techniques Elite Level Questioning is invaluable for sales professionals, unlocking powerful strategies to elevate their approach. By understanding emotions in buying decisions, professionals gain insights into the drivers for purchases. The module introduces two unique questioning techniques to uncover hidden objections, allowing professionals to address concerns effectively and establish trust. Moreover, mastering specific, mind reading and predictive answer questioning empowers professionals to ask targeted, persuasive questions that garner desired responses and guide prospects to say "yes." By honing these elite techniques, professionals can navigate conversations confidently, gain deeper customer insights and ultimately enhance their ability to close successfully.

Module 7: The Art and Importance of Persuasive Storytelling & Metaphor The Art of Persuasive Storytelling and metaphors is paramount for sales professionals, revealing the transformative power of storytelling. By leveraging storytelling, professionals can captivate audiences, forge emotional connections and profoundly influence buying decisions. The module provides effective techniques for constructing compelling, memorable presentations that resonate at deeper levels. Mastering persuasive storytelling ensures pitches are vividly remembered and shared, amplifying reach and impact. Moreover, applying metaphors becomes a game-changer, offering clear, relatable ways to communicate complex concepts that enhance understanding and confidence. By embracing persuasive storytelling, professionals can elevate their communication abilities, establish powerful brand narratives and drive unprecedented success.

Module 8: Psychological Pricing Strategies & Techniques Psychological Pricing reveals powerful techniques to increase average order values by over 30%. Strategies like charm pricing and the decoy effect, swaying customers toward higher-priced options, can boost sales. Additionally, professionals learn priming to influence perceptions and using price conditioning to prevent excessive haggling. The module also introduces persuasive bundling, strategically packaging products or services into irresistible value propositions that entice customers. Applying these principles provides a competitive edge, enabling heightened sales performance and profitability.

Module 9: Art of Negotiation - Creating the Win-Win Situation The Art of Negotiation is vital for sales professionals, equipping indispensable skills for successful negotiations. Understanding principles from both perspectives before negotiating grants significant advantage, allowing professionals to anticipate outcomes and strategically plan approaches. This comprehensive perspective enables greater preparedness and increases the likelihood of positive results. The module further guides professionals on ensuring they get what they want in any negotiation, offering valuable techniques to assert positions effectively. Additionally, it addresses knowing when to walk away, as this can achieve desired outcomes by strengthening bargaining positions or maintaining profitability. An essential aspect covered is the psychology of exacting discounts and steering prospects toward desired endpoints. By adeptly navigating negotiations, professionals can create perceived win-win situations that satisfy both parties whilst maintaining profit margins. Mastering negotiation engenders stronger partnerships, advantageous deals and greater success.

Module 10: Selling vs. Seducing - If You're Not Seducing Prospects Your Competitors Will Selling vs. Seducing highlights a crucial sales distinction, exploring the power of seduction. Understanding seduction empowers professionals to create irresistible allure, captivate potential customers and foster strong connections. The module introduces the Differentiation Blueprint Model with powerful techniques to outperform competitors. By leveraging this model, professionals can articulate unique value propositions to stand out in competitive markets, ultimately driving greater success. Moreover, the module emphasizes generating referral and word-of-mouth business through seduction. Satisfied, seduced customers tend to share positive experiences, leading to organic growth and credibility. Seduction in sales harnesses human desire for captivating experiences, leaving lasting impressions on potential customers. By mastering seduction, professionals can cultivate devoted customer bases, enhance loyalty and achieve remarkable success. Recognizing and leveraging this power can catalyse professionals to new heights of influence and prosperity.

Module 11: Eradicating Buying Objections - Omega Strategies Omega Strategies presents an invaluable opportunity to advance sales approaches. Pioneered by Dr. Eric Knowles, Omega Strategies offer ground-breaking breakthroughs for sales teams. For the first time, professionals gain precise understanding of prospects’ buying resistance - the causes, occurrences and timing. Armed with this knowledge, they can identify the specific resistance type, whether Reactance, Resistance or Inertia. Employing these critical strategies enables professionals to skilfully overcome objections before even asking for orders, never having to hear “NO!” These cutting-edge strategies propel teams lightyears ahead of competitors relying on outdated methods. By eradicating objections with Omega Strategies, professionals can adopt laser-focused approaches that effectively address and overcome resistance, fostering successful outcomes and unrivalled Channel sales success.

Module 12: Legendary & Unique Closing Strategies Legendary Closing Strategies are paramount for sales professionals seeking excellence. Backed by thorough research, this module presents evidence-based strategies generating sales success. It challenges traditional theory, exposing hindrances to past success. The module advocates an approach emphasizing that professionals who ethically know they can help prospects should readily close deals, as they are obligated to assist and provide solutions. It unveils one of the most unique and successful closing methods ever created, boasting a 97% success rate. Professionals acquire powerful techniques to seal deals and close sales confidently. Mastering these legendary strategies enables exceptional results, customer trust and elevated performance in competitive landscapes.

Module 13: Role Projection Mastery - Exclusive to CSA Role Projection is critical for sales professionals, unravelling the powerful dynamics of human behaviour in sales interactions. Understanding that people gravitate toward praise and shy from criticism, professionals can leverage this knowledge advantageously. They learn prospects go to great lengths to avoid embarrassment, rejection and wounded pride. The module provides effective strategies for designing and projecting roles onto prospects, guiding them to logical conclusions. By adeptly utilizing role projection, professionals can lead prospects to recognize offerings’ value and benefits, increasing acceptance and closed deals. Furthermore, it addresses overcoming common “I want to think about it” hesitations by revealing techniques to reduce these responses by over 42%. Professionals learn to overcome objections and hesitations, paving the way for more decisive buying. By mastering role projection and appreciating behavioural intricacies, professionals can create persuasive, engaging approaches that build trust, encourage action and drive remarkable success.

Module 14: Prospect Chasing Elimination - Have Prospects Chasing You Prospect Chasing Elimination highlights a critical aspect of sales, underscoring strategic prospecting's importance. Rather than chasing prospects, the module reveals how pursuit can inadvertently lead to rejection. Professionals gain profound understanding of psychological principles that enable prospects to chase them instead. By leveraging principles like the Zeigarnik and Obziakina effects, professionals can create an alluring, compelling presence that captivates prospects. Furthermore, the module examines comprehending prospects’ timeframes and working effectively within them. By aligning with their timing and preferences, professionals can build rapport and trust, fostering positive, receptive buying experiences. Eliminating chasing and adopting persuasive attraction approaches positions professionals as valuable resources, enabling more successful conversions and sustainable business relationships. Mastering these strategies equips professionals with tools to achieve remarkable success, attracting prospects and elevating performance.

Module 15: The Fundamentals of Remote Selling - How the Game Has Changed The Fundamentals of Remote Selling are indispensable in today's digital era. The module equips professionals with key knowledge of differences between remote and face-to-face selling, enabling adaptation and success in virtual environments. Understanding remote communication nuances, professionals can adjust styles effectively for virtual meetings, promoting engagement and connection. Moreover, the module emphasizes designing successful virtual selling environments. Creating professional, organized virtual spaces builds credibility and professionalism, contributing to positive experiences. Professionals gain insights into leveraging body language and nonverbal communication, including powerful techniques like steeple postures and eye contact illusion. Controlling and directing remote meetings is another crucial aspect covered. Professionals learn strategies to maintain focus, guide conversations and steer prospects toward favourable outcomes virtually. The module also explores the art of remote deal closing, providing invaluable techniques to seal deals virtually with confidence and finesse.

What others have said...

There are many sales trainers in the mar
There are many sales trainers in the mar
There are many sales trainers in the mar
There are many sales trainers in the mar
There are many sales trainers in the mar
There are many sales trainers in the mar
“Gary_provides_the_most_innovative_app
“Gary_provides_the_most_innovative_app
“Gary_provides_the_most_innovative_app
“Gary_provides_the_most_innovative_app
“Gary_provides_the_most_innovative_app
“Gary_provides_the_most_innovative_app
Untitled design (12).png

Channel Sales Academy

Programme Formats

Best Format for Immediate Performance Gains

On-Site Face-to-Face
Training Programme

Format:

This is our Signature Programme presented in-Person and On-Site this programme is for those who want to put on a memorable face-to-face elite sales training event for their team. Located either at your premises or a venue of your choice this is an intensive, fast-paced and fun format ensuring immediate impact and maximum performance gains.

Duration: 

It is recommended this programme is run for a minimum of 2 full days up to 4 days for maximum and immediate results.

 

Who should attend:

Ideal for teams of 4 or more occupying roles

such as:
 

Sales Exec

Business Development Manager

Account Manager

Sales Manager

New Business Sales

Company Exclusive 'Live Virtual' Training

Format:

Conducted via MS Teams this programme is for remote teams where it is difficult to assemble in one geographical place or prefer the virtual training environment.

Duration: 

It is recommended this programme is run for a minimum of 2 full days up to 4 days for maximum and immediate results.

 

Who should attend:

Ideal for teams of 4 or more occupying roles

such as:
 

Sales Exec

Business Development Manager

Account Manager

Sales Manager

New Business Sales

bottom of page