Learning Objectives

We’ve created a very practical set of sales training content. It focuses on all the things needed to help staff to sell more. Use the content explain what is selling. And, then discuss sales as a process. Finally, you can outline a range of sales techniques.

Plus, you’ll get content to teach others to:

  • Identify the main obstacles that can block sales.
  • Understand the nature of selling viewed as a process.
  • Understand a range of sales techniques.
  • Use these techniques to build an effective sales process.
  • Deliver better sales results.

Course Outline

What is Selling?

  • What Are Professional Services?
  • Reasons Why Clients Don’t Buy!
  • The Selling Equation
  • Attitude Managing
  • First Impressions
  • Influencing The Buying Decision
  • Behavior
  • Influencing The Buying Decision
  • Stages Of A Sales Call
  • The AIDA Formula
  • Presentation Essentials
  • Believability

Communication Skills – Using Your Voice

  • Giving Information
  • Getting Information
  • Questioning Skills
  • Powerful Words For Questions
  • Pitfalls In Questioning
  • Listening Skills
  • Active Listening
  • Client Expectations
  • Client Questions
  • Wants And Needs
  • Features And Benefits
  • Handling Objections By Using Transitions


  • Client Record Card
  • The Proposal
  • Buying Signals
  • Price In Its Place

Closing the Sale

  • Effective Closing Techniques
  • Non-Verbal Communication
  • Eye Contact
  • Personal Space
  • Losing the Sale

What’s Included

  • 106 Powerpoint Slides.
  • 70 Page Participant Manual.
  • 14 Expert Training Guides.