Essential Selling Skills

This is a 2 day course

1. See bottom of page for scheduled course dates.

2. If you have 4 or more delegates we can schedule a course for you, or run it in-house. Please contact us online or call 0115 984 9940 for more details.

Course Overview:
Sales is an experience; whether it's face to face, over the phone or via a website. That's why we've created a highly interactive experiential sales course for you to sink your teeth into. You'll find our course to be practical, commercially effective and will deliver tangible improvements by linking the learning to your specific job roles and situations.

If you enjoy lots of slides, all theory and no application then please do not book this course BUT if you want to learn by doing, be engaged and apply the theory then read on.

The experience will take you into how to sell in a consultative, influential way whilst avoiding buyers' remorse.

Who's it for?
Suitable for sales professionals who need to use a consultative sales approach to identify and respond to customer's needs. Additionally, this workshop is suited to business professionals who act in an advisory capacity and whose role requires developing positive relationships with their customers.

What will I learn?

  • Appreciate the need for preparation before a sales appointment
  • Effectively identify and meet the needs of the customer by using advanced questioning     techniques
  • Identify verbal and non-verbal buying signals
  • Construct professional answers to questions and possible objections
  • Present your products and/or services with the buyer in mind
  • Identify and use a selling style appropriate to capture and maintain the buyer's attention,     enthusiasm and interest
  • Recognise and overcome major objection types
  • How to apply effective confirmation techniques with the buyer in mind


    • Pre-course activity
    As part of the investment you're making by signing up to this course, we're inviting you to complete our Paradigm FiT In psychometric. Paradigm is based on 100 years of psychological research. The Paradigm assessment reports were developed, tested, refined and validated over an extensive period. This will provide, what we believe, to be the most practical and purpose built psychometric report available in the market today.

    What will it cover?
    The Essential Selling Skills course syllabus comprises the following modules:

    Module One– Understanding the customer

    • The importance of good customer care
    • Selling vs selling attitude
    • The reasons people buy
    • Adopting a positive approach

    Module Two – Self awareness

    • Understanding your selling style
    • Adapting your selling style to your customer
    • Understanding your customers buying style

    Module Three – Effective communication and rapport building

    • Why does communication need to be effective?
    • Actively listening to your customers needs
    • Right question at the right time
    • The impact of positive and emotive language

    Module Four – Taking a consultative approach

    • Different styles of selling
    • Taking a consultative approach to selling
    • Preparation techniques
    • Buyer behaviour and motivation
    • A selling approach to match the buyers mind

    Module Five – Presenting the solution

    • Selling the benefits
    • Sales tool kit
    • Unique sales points
    • Advanced questioning techniques

    Module Six – Gaining commitment

    • Recognising and acting upon buying signals
    • Dealing with customers concerns
    • No means no?
    • How to cope in stressful situations

    Module Seven – Confirming the sale

    • Confirming or closing?
    • Effective confirming techniques
    • Going the extra mile

    Scheduled Courses:
    Unfortunately the Essential Selling Skills course is not currently scheduled as an open course. If you have a need for this course, please call us on 0115 984 9940 or contact us online as we may be able to schedule it for you, or run it in-house.


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