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Essential Selling Skills

Bound and printed (hard copy) version
Price ex VAT: £95.00
Price inc VAT:£114.00

Professional Sales Skills to Match the Needs of Your Customers

Professional selling skills are not a luxury in today's competitive business world, they are essential.

You do not become an excellent sales person by accident, or overnight change into a super salesperson. You must have a process and skill set that can be used and adapted in any situation.

This manual provides sales people with all the fundamental selling skills and techniques they need to become successful sales people.

It can be read and used as a book, a self-learning tool, or a reference guide. It can be used by individuals to increase their skills and knowledge, trainers to help produce training sessions or by managers for meetings and staff training. It is a mixture of information, practical exercises, self analysis questionnaires and case studies.

Below is a summary of this 131 page training manual.

Essential Skills for Selling

  • What Makes a Successful Salesperson
  • Your Strengths and Development Areas

Human and Business Interaction

  • The need to balance these two levels of interaction with a customer and why

Effective Communication Skills for Sales People

  • The Communication Cycle
  • Listening Skills
  • Definition of Listening
  • Hearing v Listening
  • Barriers to Effective Listening
  • Active Listening Skills
  • Listening Responses and Acknowledgement
  • Using Positive Language
  • What Words Work
  • Controlling Your Voice
  • Jargon
  • Types of Questions (Invite)
  • Open Questions
  • Asking Questions
  • Negative Use of Questions

Essential Sales Preparation

  • Sales Planning
  • Key Ratios
  • The Pareto Principle
  • Preparing a Sales Plan
  • Planning for Sales Success

Key Activities for Salespeople

  • Getting Organised
  • Breaking Down the Job into its Constituent Parts
  • Planning
  • Prospecting
  • Selling
  • Administration / Other
  • Territory Planning

Organising and Managing a Sales Territory

  • Territory Planning

Prospecting for New Leads

  • Prospecting Plan
  • Producing a Prospecting Plan

The Principles of Appointment Booking

  • The General Principles
  • The Telephone Call
  • Call Structure
  • Open the Call
  • Set the Agenda for the Call
  • Ask Questions
  • Gain Commitment
  • Close the Call
  • Structuring the Approach - The Mail Shot

Essential Sales Interviews

  • Preparing for the Sales Interview
  • The Buying and Selling Processes
  • The Sales Process
  • The Buying Process
  • The Golden Rules of Selling
  • Establish Rapport
  • Finding Out
  • Understanding Buyer Behaviour
  • Presenting the Solution/Match
  • Features, Advantages and Benefits
  • FAB Statements
  • Dealing with Objections
  • Closing the Sale
  • Good and Bad Closing Techniques

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