Selling is the life blood of business. This course provides delegates with a structured approach to the sales process and highlights the attitudes, skills, knowledge and behaviours required for successful selling.

This course aims to assist delegates in understanding the principles of successful selling and provide them with the skills and tools to fulfil the role of a successful salesperson.

Anyone involved in sales or interested in developing his or her sales skills will benefit from this course.

On completion of the training, participants will be able to:

  • Define the sales process
  • Adopt a winning mindset
  • Build a sales “pipeline”
  • Communicate clearly with customers through a variety of effective channels
  • Handle objections and close the sale successfully
  • Identify areas for personal development and improvement

  • The Sales Process
  • Research and Preparation
  • Developing a customer base and identifying suitable prospects
  • Contacting Customers and Prospects
  • Establishing Rapport & Building Relationships
  • Setting Objectives
  • Investigating Needs
  • Presenting Benefits
  • Negotiating Skills
  • Handling Objections
  • Closing Successfully
  • Business Sales Presentations
  • Telephone Sales Skills
  • Networking
  • Managing Customer Relationships


Recommended 2-day course – A maximum number of 12 delegates is recommended

This course can be delivered:

  • to meet individual company requirements
  • within company premises
  • specifically to a group or team of staff
  • one to one for senior executives