Sales Training for Industrial Teams | Total Group

Total Group Sales Training helps teams improve customer conversations, sales communication, negotiation, and closing practice. The program is presented as tailored training for B2B and B2C sales, with live coaching and interactive role-playing based on your industry and sales process.

Build a sales process your team can use

Industrial sales often involve technical services, site conditions, risk controls, budgets, and several decision-makers. Training should help people explain value clearly, ask better questions, record customer needs, and move a discussion to a specific next step. Total Group’s training page identifies sales strategies, persuasion, negotiation, relationship building, customer engagement, coaching, and role-play as the focus areas for this offering. [1]

Useful practice can include opening a discovery conversation, confirming the customer’s operational problem, explaining a service without overpromising, responding to objections, and agreeing on follow-up ownership. Teams can also work through a proposal review or a renewal conversation using their own terms, service boundaries, and approval steps.

What participants can practise

• Plan a customer conversation around the customer’s work, constraints, and decision process.
• Use clear questions to separate the stated request from the operational need.
• Explain scope, assumptions, exclusions, timing, and next steps in plain language.
• Negotiate with care while protecting service quality, safety expectations, and agreed limits.
• Handle objections through listening, clarification, evidence, and a documented response.
• Use role-play and coaching to turn feedback into a repeatable sales behaviour.

Any performance claim used in a sales conversation must be accurate and supportable. The Competition Bureau states that materially false or misleading representations are prohibited under the Competition Act and that the general impression of a representation matters, not only its literal wording. It also advises businesses to ensure their sales force knows the advertising requirements because advertisers may be responsible for employee representations. [2]

Apply the learning at work

Managers can reinforce the training by choosing a small set of real conversations for practice. For example, a team might rehearse a first call with a plant manager, a scope-change discussion with a contractor, or a service renewal where the customer has raised a price or delivery concern. After each exercise, the participant should identify the customer need, the evidence used, the commitment made, and the follow-up date.

Training is one part of performance. A workshop or coaching session does not by itself establish technical, legal, or occupational health and safety competence for a particular job. CCOHS explains that competence depends on the work and can involve knowledge, training, experience, hazard awareness, and the ability to perform safely; organizations must determine the requirements for each position or task. [3] Sales staff who enter or work around industrial sites must still follow the host employer’s orientation, access, PPE, and site rules.

Choose the right training level

Start with the team’s role and the sales problem to solve. An introductory program suits new representatives or staff who need a shared process for customer discovery, communication, and follow-up. An applied workshop suits an established team that needs practice with proposals, objections, negotiation, or account conversations. A coaching-focused engagement suits managers who need to observe calls, give structured feedback, and support consistent use of the process.

Before selecting a format, confirm whether the group sells technical services, equipment, training, emergency response, or another offering; whether the team sells to businesses, consumers, or both; which parts of the sales process are causing delay; and what customer conversations should be used for practice. Total Group’s public listing describes the offering as customized to the industry and sales process. [1]

Prepare your team

Bring a current sales process, a sample proposal or quote, common customer objections, and examples of conversations that did not move forward. Managers should also identify the behaviours they want to observe, such as discovery questions, accurate scope explanations, clear commitments, and timely follow-up.

If your team uses email or text for commercial outreach in Canada, include the communication rules in your internal process. The CRTC states that commercial electronic messages generally require consent, identification information, and an unsubscribe mechanism under Canada’s Anti-Spam Legislation. [4] Confirm the facts and jurisdiction for your organization before relying on any legal guidance.

Questions to discuss before booking

• Which customer conversations should the team practise?
• What service, technical, safety, or scope information must representatives explain accurately?
• Where do opportunities stall: first contact, discovery, proposal, negotiation, or follow-up?
• Who needs foundational instruction, applied practice, or manager coaching?
• What workplace examples, policies, approval steps, and customer language should shape the exercises?

Frequently asked questions

Is this sales training for B2B or B2C teams?

The public Total Group listing describes the offering as suitable for B2B and B2C sales. Contact Total Group to confirm the fit for your customer type, industry, and sales process. [1]

Does the program include practical exercises?

The listing identifies live sales coaching and interactive role-playing exercises. Ask Total Group how the exercises can be built around your real proposals, objections, customer roles, and approval process. [1]

Will this course provide a sales certification?

Discuss the learning objectives, assessment and any completion record with Total Group before booking.

How do we request this training?

Use the verified Total Group contact option on this page to discuss your team, sales process, customer conversations, preferred training level, and workplace context. Total Group can confirm the current delivery arrangement and next steps.

References

1. Total Group, Training hub, Sales Training listing.
2. Competition Bureau Canada, “False or misleading representations and deceptive marketing practices.”
3. Canadian Centre for Occupational Health and Safety, “Health and Safety Legislation in Canada - Competent.”
4. Canadian Radio-television and Telecommunications Commission, “Frequently Asked Questions about Canada’s Anti-Spam Legislation.”

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