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Principles of Selling

Comprehensive course to equip a sales person with the tools to confidently succeed in the role

Course Ref: 0081  | CPD Hours: 28  | Price: £ 2100(exc. VAT)  | Member Price: £ 1890(exc. VAT)

4 day course. Residential courses at Moor Hall include full board, tuition and materials.
London courses are non-residential - price includes lunch, refreshments and materials.

We can also train a group, or customise a training course to your specific needs, please email us for further information.

A more and more professional approach to selling is required in the competitive environment. It is essential for front-line sales staff to be able to make a telling contribution to their organisation as quickly as possible. Understanding what the customer requires and then closing and retaining are the major issues.

The course is designed to bring new salespeople rapidly up to speed and ensure that they can meet their organisation’s objectives as swiftly as is feasible.  

To be a successful sales person you will need to understand why people buy and use a structured sales framework to ensure successful prospecting and positive closing.
Your ability to read situations and people will give you extra confidence when questioning your customers. You will leave the course with a confidence in your abilities and an eagerness to put it all into practice.

• Set business and personal objectives through proper planning
• Apply a structured framework to your sales process
• Undertake pre-visit research and prospecting
• Make successful telephone appointments with prospect customers
• Get the customer meetings off to a good start with a planned introduction
• Use appropriate questioning techniques and listening skills
• Understand exactly what the customer wants to buy, matching benefits as needed
• Make good demonstrations, organise factory visits and use brochures and visual aids to maximum effect
• Anticipate objections and work up strong responses
• Read and use body language and interpersonal skills to influence the buyer
• Understand how to build better relationships and develop customer care philosophies
• Use account management philosophies with existing customers
• Close more positively, not leaving things up in the air and recognise every contact as a step towards this

•  Understanding the role of the professional sales person
•  Setting business and personal goals
•  Maximising the effectiveness of the sales person's day
•  Effective planning and preparation
•  Introductions and keeping control through effective communication
•  The use of questioning and active listening techniques
•  Understanding what it is that customers buy
•  Understanding why an objection has arisen and the need to look for the hidden  reason
•  Anticipating the objections and working up strong answers
•  Obtaining agreement or commitment.
•  Maximising opportunities by developing existing customers
•  Building a customer care strategy
•  Using interpersonal skills to influence the buyer

The course concentrates on equipping delegates with proven techniques that they can use in their work environment immediately.

Aimed at new or inexperienced sales people who wish to become more successful from gaining a structured approach to the sales process. More experienced sales people also benefit from the disciplined approach they often forget

Support/Practitioner

All of our marketing training is based on the CIM's Professional Marketing Standards framework, ensuring that marketers at all levels of seniority gain the practical skills that employers require to improve business performance. Please take your time to review our standards framework, if you have not already done so.

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