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An Introduction to Sales and Selling

  /    /  An Introduction to Sales and Selling

If you are thinking about a sales role, or just started in your first sales role – possibly your first sales role in the UK, or maybe working in a customer services or administrative environment in which you need to get close to or understand how sales people “tick”, this course is perfect for you. Anyone needing to become familiar with the key principals of professional consultative selling will gain an excellent insight into critical success factors, pitfalls, issues and opportunities. You’ll learn the key behaviours and best practices and a full understanding of what it takes to be successful in a sales career. The course will be fun, challenging and fully interactive and supported by presentations, interactive discussions, debate, group work and individual tasks. A comment on role-plays…. everyone hates them so we don’t use them! So, don’t worry, you won’t be made to perform or made to feel uncomfortable at any time. This is about great learning with like-minded professionals in a fun environment!

At the end of the course delegates will be able to:

  • Know what selling is, and what it isn’t
  • Understand why and how people buy things
  • Understand how different personalities make buying decisions
  • Learn a professional selling approach
  • Recognise poor selling practice and bestselling practice
  • Take away key selling skills and behaviours
  • Leave with a clear understanding of critical success factors in a sales career
  • Learn how to influence people in a range of situations – not just sales
  • Understand the relationship between marketing and selling
  • Learn the golden rules of professional, consultative selling
  • What is and isn’t selling
  • Why people buy
  • The psychology of purchasing and selling
  • How sales people can influence buying decisions
  • Selling with respect
  • Poor practices versus best practice
  • What is professional, consultative selling
  • Achieving ‘Trusted Advisor’ status
  • How marketing feeds into selling
  • Influencing a range of personality types
  • Working with convincer patterns
  • The golden rules of selling with integrity
Course Overview

If you are thinking about a sales role, or just started in your first sales role – possibly your first sales role in the UK, or maybe working in a customer services or administrative environment in which you need to get close to or understand how sales people “tick”, this course is perfect for you. Anyone needing to become familiar with the key principals of professional consultative selling will gain an excellent insight into critical success factors, pitfalls, issues and opportunities. You’ll learn the key behaviours and best practices and a full understanding of what it takes to be successful in a sales career. The course will be fun, challenging and fully interactive and supported by presentations, interactive discussions, debate, group work and individual tasks. A comment on role-plays…. everyone hates them so we don’t use them! So, don’t worry, you won’t be made to perform or made to feel uncomfortable at any time. This is about great learning with like-minded professionals in a fun environment!

Course Objectives

At the end of the course delegates will be able to:

  • Know what selling is, and what it isn’t
  • Understand why and how people buy things
  • Understand how different personalities make buying decisions
  • Learn a professional selling approach
  • Recognise poor selling practice and bestselling practice
  • Take away key selling skills and behaviours
  • Leave with a clear understanding of critical success factors in a sales career
  • Learn how to influence people in a range of situations – not just sales
  • Understand the relationship between marketing and selling
  • Learn the golden rules of professional, consultative selling
Course Outline
  • What is and isn’t selling
  • Why people buy
  • The psychology of purchasing and selling
  • How sales people can influence buying decisions
  • Selling with respect
  • Poor practices versus best practice
  • What is professional, consultative selling
  • Achieving ‘Trusted Advisor’ status
  • How marketing feeds into selling
  • Influencing a range of personality types
  • Working with convincer patterns
  • The golden rules of selling with integrity

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