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Putting Selling Skills Into Action

A hands-on one-day course with free e-learning revision after your training and pre-course online skills testing. The course is intended for anyone involved in a process where sales opportunities exist. The concepts apply to both telephone and face-to-face environments, and while the course has been developed with salespeople in mind, it can also be applied to other people, such as Customer Service or Support staff, who often have the chance to turn situations into sales opportunities.


Learning Objectives

This hands-on one-day sales training course has been designed to give delegates a solid understanding of good selling practices and to enhance their ability to be effective. Introducing popular concepts, delegates are taken through simple but essential selling techniques, in a structured and proven way that will enable them to make instant changes to their working practices and achieve sustained improvements in their performance.

Course Content

MODULE 1:  Introduction and Course Overview

MODULE 2:  The Right Approach to Sales

Learning outcomes: Analyse the right and wrong way of approaching customer sales calls from the use of a telephone.  

Topics covered:

•Case Study: Danny's First Day in Sales  

MODULE 3:  Questioning Skills for Sales

Learning outcomes: Learn how to control the process of conversation. Develop the tools for effective understanding and get the information you want first time.  

Topics covered:

•What Information Do We Need?

•Types of Questions

•Closed Questions

•Open Questions

•Leading (Assumptive) Questions

•Summary Questions

•Probing (Excavating) Questions

•Reflective (Mirroring) Questions

•Exercise: Questioning Practice

•Powerful Words for Questions

•Types of Question to Avoid

•The Funnel Technique

•The Inverted Funnel Technique  

MODULE 4:  Listening Skills for Sales

Learning outcomes: Why do we listen badly? Rate your ability to listen and learn the processes for active listening and discover how to understand others.  

Topics covered:

•Benefits of Good Listening

•Why We Listen Badly!

•Exercise: How Do You Rate Your Listening Ability?

•Active Listening

•Listeners Control Conversations!  

MODULE 5:  Maximising Productivity in a Sales Role

Learning outcomes: Discover the difference between an Influencer and a decision maker and get to the heart of the sale by talking to the right person.  

Topics covered:

•Deflective Tactics -- Time Wasters

•Six Habits of Successful Sales People

•Talking to the Right People  

MODULE 6:  Attention - Getting your Customer's Attention

Learning outcomes: Learn how to ask the right questions and build on introductions. This module explains those precious first steps.  

Topics covered: 

•The 4 Ws

•Exercise: Questions Using the 4 Ws  

MODULE 7:  Interest - Creating Interest in your Customer

Learning outcomes: Understand the expectations of your customers their wants and needs, and then identify the signals. This module will give you the tools to understand situation and problem questions.  

Topics covered: 

•Customer Expectations, Wants and Needs

•Buying Signals

•Keeping Price in Its Place


MODULE 8:  Desire - Motivating Customers to Buy

Learning outcomes: Learn how to sell the right benefits and show your expertise. From handling objections to selling advantages, this module will support those critical points that can make or break the process.  

Topics covered:

•Understanding the Customer

•Features, Advantages and Benefits (FABs)

•Selling the Right Benefits  

MODULE 9:  Action - ABC: Always Be Closing

Learning outcomes: "Always be closing" (ABC) is the key to any productive conversation with a customer. Discover the 6 types of closing techniques, the frames and the pitfalls of that crucial last step.  

Topics covered:

•Asking for the Business

•Effective Closing Techniques

•Types of Close

•Framing the Close

•Pitfalls When Closing the Sale

•Trial Closing

•Aiming For Repeat Business

•Maximising Profit  

MODULE 10:  Your Personal Action Plan

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