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Established 1976 - Over 40 Years in Business

Tel: 01992 633882

Sales Training Course: Principles & Practices of Selling

A Sales Training Workshop providing the essential skills to turn leads into sales, improve selling techniques and beat targets


Course Overview

For someone new to sales or who hasn't had any formal sales training, following a sales process and being successful can be quite daunting. Likewise, for those who haven't had any formal sales training for some time, we all get in to a rut of doing what we do in the same way and could benefit from refreshing our skills. Even as a seasoned sales person, sometimes it is good to 'relearn' or refresh what we know and try something different, as we know we don't always follow the process in the best way all the time.

This 1 or 2 day workshop develops an individual's confidence and sales skills through a structured and logical sales process. Delegates identify the core skills and attributes of a successful sales person and work through the sales process learning and building skills through exercises, live play scenarios and group facilitation as they go.

This course isn't just a process, it provides the delegates with the skills, understanding and ability to apply those skills at different stages of the sale to be more effective and successful. Unlike many sales courses, this course considers the skills needed not just from a sales persons perspective but from the perspective of the customer they are trying to sell to.

By the end of the course delegates feel confident they can approach any sales scenario, whether face-to-face or over the phone and be able to rely on their skills.


Course Content
  • Prospect and Identify Key Decision Makers
  • Successfully obtain Appointments by Telephone
  • Plan and Prepare for the Sales Call or Meeting
  • Recognise different Buyer Types and adapt your style and manage accordingly
  • Ask Questions to establish needs and buying criteria
  • Sell the Benefits of your products or services
  • Handle objections and core negotiation principles
  • Close the Sale - closing and commitment techniques which achieve results
  • Use the Principles of Territory Management



"The team feedback on the sales theory and role-play training from Marcus Bohn has been excellent - our most experienced sales person commented 'it was the best training he has ever had'. Keep up the good work!"

"I was very sceptical at first having been on several courses with previous employers - but the day was very relaxed and I know I have come away with better knowledge."

"Gained a greater understanding of what is best sales service to provide and techniques associated."


Further Courses to Consider


Who would benefit from this course

  • New salespeople
  • Salespeople requiring a refresher or a top up
  • Anyone in a customer facing role
  • Anyone wanting to develop their sales skills


Course Duration

This workshop is run in-house over 1 or 2 days, subject to the number of delegates and depth of course content agreed. We can also take a detailed brief of your needs and develop a programme to meet your specific objectives.

All our In-Company training programmes offer a flexible approach and can be tailored to incorporate your Company's terminology, culture and products using roleplays, case studies and exercises designed to reflect your business and training needs.

All course materials are supplied.



To be run in-house either at your premises or venue of your choice.
Click here for details of a Free Venue Finding Service.


For further details please contact us by
email or call us on 01992 633882.

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Tel: +44 (0) 1992 633882

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