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Established 1976 - Over 40 Years in Business

Tel: 01992 633882

Sales Training Course: Principles & Practises of Selling

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


Course Overview

There are no prizes in selling for coming in as runner-up. Winning is the key ambition. This sales training course aims to give all delegates the tools to win and to stay ahead of other sales people in their market place by increasing sales performance.

The first aim of the Principles and Practices of Selling course is to clear away the myths of selling and show delegates how a structured approach to each call or meeting can bring success more often. It covers each stage of the selling process in a logical sequence moving through each sales technique at a pace to suit the audience. As well as general selling skills, the course also covers Communication Skills, the course tutor is skilled in helping each delegate identify words and phrases suitable for their business and industry enabling them to improve their questioning and listening skills.

A key approach to this sales training course is to develop a sense of ownership. Each sales person should feel that their territory is their own company and that everything that goes on in that territory is their responsibility. The course could also be entitled "Persuasive Selling Skills". At every stage, delegates will see how to achieve each objective more quickly and more often.

Role-plays and exercises are used throughout to enable delegates to practice their new 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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Training Courses

Tel: +44 (0) 1992 633882

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