An Introduction to Selling

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 us on 0115 9849940 for more details.

Who will benefit: This course is suitable for individuals new to the sales function or moving across from other disciplines within the company, as well as people with some sales experience but who have had no formal training.

Objectives: By the end of the course participants will be able to:

  • Appreciate the need for gaining new business
  • Apply the stepping stones to a successful sale
  • Carry out the preparation required for a successful call
  • Use questioning and listening techniques effectively
  • Identify both verbal and non-verbal buying signals
  • Handle and overcome objections
  • Close the sale

Module One – The psychology of selling

  • Selling myths and realities
  • The reasons people buy
  • Different styles of selling
  • Adopting a positive approach

Module Two - The pattern of the sale

  • The stepping stones to a successful sale
  • Preparation skills
  • Opening the sales call
  • Getting the approach right
  • Gaining the customer’s attention
  • Exploring customer needs
  • Information is strength
  • Active listening skills
  • Building customer desire for your products and/or services
  • Selling the benefits
  • Recognising buying signals
  • Handling and overcoming objections
  • Closing the sale
  • Sales role play


Upon completion of the course, delegates will receive a certificate from Associated Training & Consultancy



Scheduled Dates & Locations

Unfortunately this course is not currently scheduled. 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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