Core Sales Skills – Level 1

Course schedule

Classroom Training:
DateVenueDurationPrice
28 Oct - 1 Nov 2024London5 days£4,250

Please note: prices shown above are exclusive of VAT (20%).

Course Overview

Establish a strong foundation in sales with this course, covering essential sales techniques, customer engagement, and the sales cycle from prospecting to closing deals.

Who Should Attend

  • Sales Executives and Sales Representatives
  • Sales Team members
  • Sales Account Managers
  • Employees working as sales support staff and/or sales admin
  • Customer Services Staff moving into a sales role

Course Outcomes

  • Develop the key skills of successful sales people
  • Understand the sales process and improve their sales performance and results
  • Understand features and benefits of their products/service
  • How to identify and relate that to client/customer needs
  • Explore buyer motivation and discover how psychology affects winning or losing a sale
  • Tailor their selling style to meet any situation and becoming more client/customer focused
  • Overcome objections and win over sceptical buyers
  • Improve communication and influencing skills

Course Topics

Selling – An Art or a Science

  • Through interactive learning delegates will explore the factors that make excellent sales people
  • How to raise personal standards in order to encourage profitability
  • Do you use a ‘hunter’ or a ‘farmer’ selling style?
  • The background of selling and defining your role as part of the organisation’s mission
  • How to use persuasion without crossing boundaries

Effective Planning and Prioritising

  • Account analysis planning and time management
  • How to plan your territory more productively
  • Prioritising prospects well to ensure more consistent sales conversion ratio
  • Meeting and diary management and increasing opportunities for new business
  • Strategies for hitting and surpassing your targets
  • Researching into client the global market and customer spheres
  • Identify key trends in the marketplace

Making Lasting Impressions

  • Tuning in to your client’s mindset and building trust
  • Generate influence through matching body language and increased personal credibility
  • Apply the ‘Aristotle Principle of Persuasion’
  • Becoming a positive reference top your client and building more loyalty and sales compared to your competitors
  • Becoming a better communicator using positive unconditional regard (Rogers and Carnegie)
  • Personal psychometric profiling

Overcoming Objections

  • How to deal with client objections and still get the sale
  • 7 steps to maintain calm in adverse selling situations
  • How to use objections as a basis to develop the sale into a mutual beneficial outcome
  • Maintaining professionalism during the sales process to create a long term focus while gaining short and mid-term wins
  • Dealing with client excuses of not buying and delaying strategies

Winning the business

  • 10 closing styles to suit your personality and clients buying style
  • Overcoming any fear or asking for the business
  • Dealing with delayed sales proposals
  • Practical exercises to practice getting the sale with confidence
  • Creating a clear vision for yourself using positive psychology

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