– Selling the NCAB Way
lessons
videos
quiz
exercises
hours to complete
Welcome to this course on HEED the NEED, selling the NCAB Way!
In this course, we will talk about how we sell in NCAB Group, what we can do to increase our results, and how to build strong relationships with our customers.
Do you work with outside sales? Please complete the whole course.
Don’t you work with outside sales? Then only “Lesson 1: Sales basics” is mandatory (but you are of course very welcome to do the whole course too!).
This course is quite long, so I recommend that you do several breaks or split up your learning sessions into smaller pieces. See more tips for a successful learning journey below.
You can download all video transcripts below (for printing or translating), and when you have completed the course, you can always re-do the course or just re-watch all the videos as many times as you want.
Welcome to HEED the NEED!
Best regards,
Michael Larsson, VP Sales NCAB Group
LESSON 1: Sales basics (20 min)
The basics on how we sell in NCAB!
Tutor: Michael Larsson, VP Sales
- Introduction
- ABC
- Open or closed questions?
LESSON 2: 5 Ps for better meetings (1 hour)
In this lesson we will discuss how we can improve our meetings with the 5 Ps.
Tutor: Howard Goff, VP Europe
- Exercise: Before we start…
- Introduction & Personality
- Passion
- Preparation
- Quiz
- Presentation
- Exercise: Presentation roleplay
- Professional
- Conclusion
- Quiz
LESSON 3: SPIN selling (1 hour)
How to get information from customers so that we can pitch our business in the most effective way.
Tutor: Howard Goff, VP Europe
- Introduction – Why SPIN?
- Opening & Investigating: Situation questions
- Quiz
- Investigating: Problem questions
- Investigating: Impact questions
- Quiz
- Investigating: Needs questions
- Demonstrating capability
- Quiz
- Obtaining commitment
- Quiz
- Exercise: SPIN questions
Tips for a successful learning journey
- Put your phone on silent
- Close your e-mail and all unnecessary tabs
- This course takes approx 2,5 hours, so it can be good to split it into smaller parts
- Study in intervals (“Pomodoro”-style): study 25 min, rest 5 min, stydy 25 min, etc.
- Make it comfortable: sit in a nicer chair, bring a cup of tea/coffee, a fruit. What do you need to make it into a nice experince?
- Have good headphones
- Do the course together or at the same time as a colleague, and then discuss the topics throughout the course
- Have a translation app open if you need it
- Decide how you will celebrate when you have completed the course
VIDEOS will give you new knowledge.
QUIZZES will help you remember your new knowledge. “Repition is the mother of knowledge”
EXERCISES will help you practice your new knowledge.
Click here to donwload all video transcripts from this course, for translating or printing.
I’ve gotten more and more positive to the tought that I also will be a good sales man and customer support throughout this course
Well presented and thought provoking and managed to make me feel I was actually creating a real life scenario. PS – I reckon I won an RFQ at least
Really excellent material. Very clearly explained and quite relevant. Well done to the training staff who put this together!
The course was interesting and very useful for understanding the sales process.