How to to Sell Corporate Training Programs

If you are into the business of selling Training Programs to Corporate companies, then you have stumbled upon a right blog post.

In this post, let me tell you stuffs you need to know in order to effectively engage the prospects in selling Corporate Training programs.

• Your Buyers within the Organization would be mostly Human Resources, CEO, Project Managers, Procurement Team, Sales Managers, and Organizational Learning & Training Department.

• Most of the Organizations invest in training programs around the following focus areas:

1. Finance & Accounting training,
2. Sales and Marketing Training,
3. Customer Service training,
4. Health, Wellness and fitness  programs,
5. Management & Leadership development programs,
6. Innovation and Creative Thinking,
7. Team Work, Team Building & Development,
8. Information Technology related Training programs

• In order to win Corporate Training contracts or deals, you may try out following tips:

1. Create a Professional looking website with a few marketing collateral, brochures, etc. if you are going to train corporate staffs, your website should also resonate in line with those staffs and your website’s look and feel should be of highest quality standards.
2. While meeting the Client’s decision makers for the deal, try to demonstrate your credibility by sharing some glimpse of past training programs with other Clients in similar sector. You may to cite a few feedback & testimonials from Client & training attendees.
3. If you have an active mailing list of subscribers, you may send out some periodic invitations of free introductory webinars ever fortnight or every month in order to gain some marketing traction, so that you can get more leads who can be potential buyers at some point of time in future.
4. Put up the webinar recordings on public video sharing platforms like Youtube or Vimeo. It shall add more credibility for your training programs for such clients who might be apprehensive in buying your program without getting a taste of it. The number of views and likes on your videos shall give a clear indication to them on the quality of the work your trainer does and they can take a clear call on the purchase decision if it matches their expectations.

• Sometimes while trying to sell the training programs, you may face Client demands on some customized training programs. Most of the times it may happen that you have not conducted any training on that topic in the past but you or your trainer have the required skill or expertise to take up that customized training program. In those cases, you may be required to do pre-sales of the training package.

1. In Pre-sales of your training package, you do not actually prepare the full content of the training programs since you are very well aware that the discussion with Client is in initial stages and spending huge amount of time on full content preparation doesn’t guarantee deal closure.
2. Hence, instead of preparing full training content, ask your trainer to give a course structure or the topic outline of the training content which can be reviewed by the Client if it matches their needs or if they would like to customize it further with some topic addition & deletion.
3. This way after the complete course structure is defined clearly, it can give you more clearer guidance on the price quotation which you can put forward in their RFQ or RPF.

I hope, the readers in Corporate Training sales would find this blog post useful. Do comment below and let me know your thoughts.

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