June 26 - 09:30 am


July 10 - 04:30 pm

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Penn Central

Poole, BH14 9NB

Poole, England, GB, BH14 9NB

Suitable For:

 This course is suitable for anyone responsible for negotiating and closing sales.

 Course Objectives

  • Explain what sets the best sales people apart

  • Follow set personal goals to sales success

  • Use a series of practical sales skills to increase their selling potential

  • Practically apply these skills to their sales role

  Course Content

 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 you individually compare?

Goal Setting – Why and how to set personal performance 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.

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 your 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 to your 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 yourself in order to maximise sales through product knowledge.

Develop a Competitive Advantage – A series of questions that will put you 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 you 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 you understand your responsibilities with regards to creating an exceptional customer experience.

Apply the Skills in Your Role – A session on ensuring the learning from the session is practically applied to your role.


This is a free course but we do require you to complete registration to check eligibility.