Sales and Business Development

JFR Training is a well-established corporate training company, providing bespoke solutions to increase the performance of individuals, groups and teams.

building better businesses

We specialise in Sales and Business Development…

Sales: Core Elements

  • Collaborative sales
  • Key sales competencies
  • Managing sales pipeline
  • The value proposition
  • Presenting with impact
  • Objection handling

Business Development: Core Elements

  • Customer retention
  • Building an Account Plan
  • Gaining incremental sales
  • Negotiating ‘Win-Win’
  • Presenting to groups
  • The Fundamentals of Finance

Illustration of course content

  • Collaborative Selling: The different sales philosophies: Product Centricity to Customer Centricity to Collaborative Selling
  • Building a sales pipeline: Direction, Quantity and Quality of activity
  • The Collaborative Selling process: MATCH
  • The core sales competencies: Skills and Knowledge
  • Managing the meeting including the Elevator Pitch
  • Assessment of customer needs: Key questioning skills and active listening
  • Tailoring the presentation: Linking needs, features and benefits/the value proposition
  • Closing: Gaining customer commitment to time, action or money
  • Handling objections: Overcoming customer resistance
  • The criteria for an effective sales call: measuring sales efficacy

Jamie has helped us over all the years in the business and been the backbone of training our sales teams. He will give you an honest view on how they are performing against the sector norm as well as getting to know your company to speed growth.

Sales and management training is always a difficult area to find experts but Jamie is as good as you can get in the UK in my opinion.

Ben Moss

Founder, Investor & Business Advisor

Jamie is an exceptional sales professional. Perceptive, enquiring and incredibly thorough he plans and executes projects with greater focus and expertise than any other consultant I have come across in the 22 years. Many consultants tell you WHAT to do and WHY.

Jamie shows you exactly HOW to do it with a level of skill and replicability that consistently deliver powerful results

John Gotting

Coach and Consultant, PeopleFocus

JFR Training Limited is an organisation specialising in the design and delivery of bespoke corporate training programmes in:

Sales & Business Development

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Leadership & Management Development

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One-to-One Coaching & Mentoring

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Cognitive Diversity

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Meet the Facilitators…

Jamie Johnson

Jamie Johnson

Coaching and Mentor, Sales Training, Leadership and Management Development

Jamie has worked in the UK and internationally in USA and across Europe for a wide variety of ‘Blue-Chip’ organisations working primarily on assisting organisations improve sales performance.

Jeff Downs

Jeff Downs

Coach and Mentor, Sales Training

Jeff has worked with UK-based organisations of all sizes ranging from micro-businesses through to multi-national organisations helping them to improve sales performance. His focus is behavioural change in selling operations and making sure that programmes are designed and sequenced to drive the change process.

Phil McCormack

Phil McCormack

Business Development and Customer Relationship Management

Phil has worked in the UK and Europe with a number of Civil Engineering, Aviation and Renewable Energy companies.

As well as working as a consultant and trainer Phil lectures at the Toulouse Business School on the Bachelor and Masters’ Program.

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