This three-day course with a webinar based follow up will include the basic skills and knowledge required to begin a successful career in sales. Starting by understanding your own motivation, drive and self-awareness as a salesperson, this programme will cover identifying customer need, dealing with objections, how to present your offer in terms of its contribution to business goals, and how to justify the investment. The sales psychology module will help you to understand your customer’s personality type and what motivates them to buy, enabling you to build more rewarding relationships.

Who should attend?

If you are a new or inexperienced sales person who wishes to become more successful by gaining a structured approach to the sales process this course will send you back to the workplace with a complete plan. If you have sales experience already you will benefit from the disciplined approach encouraged in the course.

Learning outcomes

This course will include the basic skills and knowledge required to lay the foundation for a worthwhile career in sales, including:
• Sales appointments or selling products on the phone
• The psychology of the powers of influence that make people buy
• Effective questioning and listening skills
• Writing sales proposals
• Negotiating and ‘closing’ skills

Course Dates

Start Date Days Location
29 Oct 2019 3 London
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Please select course type: Residential: Non-residential:
28 Apr 2020 3 Cookham
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Course Director

Jon Pope

Jon Pope has worked in sales and marketing for most of his career, spanning the media, pharmaceutical industry, consulting and HR services. He has run businesses, managed budgets, led sales teams, and worked for large and small organisations, including the Virgin Group and the BBC. He’s bought, sold, negotiated and debated contracts with legal teams and accountants. He’s developed sales proposals and presented to hostile audiences. He’s smashed sales targets and missed them by miles. He’s also dressed up as a furry alien creature in a bid to encourage children to pester their parents for a long-forgotten fantasy toy from the 1980s…


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