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Course Outline

Practical Sales Skills

Practical Sales Skills

Course Contents

Introduction, the 80:20 Rule
Why 20% of salespeople produce 80% of the business
The Perfect Salesperson
What makes a perfect salesperson and how do the participants individually compare? An exercise which helps the participants appreciate that they need to develop further
Goal Setting
Why and how to set personal performance goals. Followed by an exercise on setting these goals
Build Trust
Developing trust and rapport with a prospect and understanding why this is crucial to their success.
Ask the Right Questions
Developing questioning skills and realising that it is often questions that will develop sales rather than a just a good pitch. With example questions
Engage the Customer
Understanding the life time value of a customer, serving them better and ensuring they perceive the value of the relationship
Be Specific
Adapting their approach to suit the individual customer with an activity related to identifying the specific benefits to the customer
Make Your Customer Smarter
Realising that customers are now more willing to be educated on products and services and often have already researched prior to the sales conversation. How to deal with this with regards the participants specific products/service
Maximise Your Efficiency
Learning from missed sales and developing further skills to overcome this
Catch Yourself Doing it Right
You can learn from good stuff too!
Know Your Products
An in-depth look at specific products and how to educate themselves in order to maximise sales through product knowledge
Develop a Competitive Advantage
A series of questions that will put the participants one step ahead of the competition
Handle Objections
Identifying typical objections and preparing responses to them in order to practice until they are welcomed with open arms. Also includes set techniques to overcome objections
Ask for the Business
Ensuring the participants can spot buying signals and know how to respond to them in order to lead the prospect to close. Specific advice on closing questions
Follow Up After the Sale
Ensuring that the complete sales process is seamless and the participants understand their responsibilities with regard to creating an exceptional customer experience
Apply the Skills in Your Role
A session on ensuring the learning from the session is practically applied in the participant’s role.

Price per delegate


Scheduled Classes

Remote Access:

29 Jan 2024
25 Mar 2024
27 May 2024

Please complete the contact form below or call 0141 221 5676 for further course information and available dates.
Alternatively you can email us at

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