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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.


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. 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.

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
One Month
Two Months
Three Months
More than Three Months
PRINCE2 Foundation & Practitioner
MSP Foundation & Practitioner
APMP Certificate
ITIL Foundation
Scrum in One Day
Certified ScrumMaster
ISTQB Software Test Foundation
Microsoft Project
BCS Business Analysis Practice
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