The ICE Sales framework course is ideal for those new to B2B selling, experienced sales staff seeking a structured and solution based approach and marketing professionals looking to improve commercial excellence and sales alignment.
This course has been developed over many years in the B2B environment and has proved to be immensely successful in delivering consistent sales growth and reduced customer churn. Solutions based, the course starts by considering the ICETM Sales Framework in the context of candidates’ own commercial situation and illustrates how to effectively allocate time and resources whilst ensuring flow of knowledge and information. These principles are applied to researching, validating and progressing their own commercial prospects.
Candidates go on to learn effective questioning techniques in order to discover the real customer needs, how to handle objections throughout the buying journey and how to present their offer in terms of the value it brings, and win the contract. All elements of the training emphasise the importance of trust and relationships to sustain loyalty and reduce customer churn.