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An Introduction to Successful Selling

A hands-on one-day course with free  e-learning revision after your training and  pre-course online skills testing. Free bespoke course design is also available for private classes if the content needs to be adjusted.

This is a one-day training course structured into 12 modules.

Target Audience:

The course is intended for people who are either starting in sales, who have a role with a selling element (especially in Customer Service or Support) or who want a structured refresher to recharge their existing skills and experience.


Learning Objectives

This intensive, hands-on one-day sales training course has been designed to provide a thorough introduction to the basic concepts of sales, and some basic skills to make salespeople more productive, and more aware of the processes thet are following.

Course Content

MODULE 1:  Introduction and Course Overview
MODULE 2:  Why Do We Contact Our Customers?
Learning outcomes:
Understand the benefits of contact from the company's perspective, the customer's perspective and the benefits to you.
Topics covered:
  • How Your Company Benefits From Customer Contact
  • How Your Customer Benefits From Contact With You
  • How You Benefit From Customer Contact
MODULE 3:  Starting Out in Sales
Learning outcomes:
A great introduction to sales with a discussion centred on this unique study of two different styles.
Topics covered:
  • Case Study: Jackie the Sales Newcomer
MODULE 4:  The Sales Process
Learning outcomes:
Learn how the sales cycle works and the dynamic seven step processes involved from establishing need to deliver and evaluate.
Topics covered:
  • The Four Steps of a Sale
  • How the Sales Cycle Works
MODULE 5:  The Fear Factor in Sales
Learning outcomes:
Overcome the myth and discover the most common reasons that hold salespeople back from opportunity.
Topics covered:
  • Defining the Fear Factor
  • The Myth of the Fear Factor
  • Overcoming the Fear Factor
MODULE 6:  Attributes of a Good Sales Person
Learning outcomes:
Realise the opportunity that skills development provides by reviewing the key attributes that define the successful sales professional.
Topics covered:
  • Core Attributes You Need to Succeed
MODULE 7:  The AIDA Sales Model
Learning outcomes:
Understand the four key components in closing every sales opportunity: attention, interest, desire and action.
Topics covered:
  • Outline of the AIDA Model
  • Attention - Getting Your Customer
  • Interest - Creating Interest in Your Customer
  • Desire - Motivating Customers to Buy
  • Action - Closing the Sale
MODULE 8:  Core Selling Skills
Learning outcomes:
Know the essential skills that can develop exceptional communication practises into clearly defined methods using listening, questioning and organisational procedures.
Topics covered:
  • Communication Skills in Sales
  • Questioning Skills
  • Listening Skills
  • Getting Organised for Sales
MODULE 9:  Handling Objections
Learning outcomes:
Learn how an objection can become an opportunity to develop sales from the customer's point of view through listening and asking the right questions.
Topics covered:
  • Types of Objection
  • Good and Bad Practice when Dealing with Objections
  • Objection Handling with the LAAC Process
MODULE 10:  People Buy From People
Learning outcomes:
Know and understand the real secrets behind what encourages people to buy. From the twelve rules of likeability to understanding the skills of influence.
Topics covered:
  • The Rules of Likeability
  • The Importance of Empathy
  • Preparing to Influence Others
MODULE 11:  Making Action Plans
Learning outcomes:
Start your successful journey into sales by using a template to enable a step by step approach.
Topics covered:
  • Your Plan for Sales Success
MODULE 12:  Your Personal Action Plan

Exams & Certification

Note: this Introduction to Successful Selling course is CPD certified.
It is delivered as a classroom course with post-course e-revision.
This means that not only has it been rigorously assessed in terms of content and quality, but it comes with a FREE CPD Certification certificate, as well as a diploma of completion.

With your Sales training course , you get a free workbook, so you can review and revise afterwards to reinforce your knowledge.   With all Sales courses, you are also given 12 months access to free e-learning revision which will further help you to reinforce the lessons you have learned.

Every delegate on a Sales course also gets a Training Attendance Certificate.

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