Marketing - Foundation in Sales

Venue: Broomfield Hall
Hours: 7.00
Cost (£): 325.00

Course Overview

Aimed at boosting performance in both telephone and face-to-face sales-based roles, this course focuses on building relationships with new prospects via practical and proven systems and processes. It offers a comprehensive, detailed introduction to the theory and practice of sales, drawing on real-world examples of best practice, predominantly from the business-to-business (B2B) sector.


Course Content


    • The difference between an average sales person and a highly successful one

    • Preparing for sales presentations and calls, including techniques for getting past the gatekeeper

    • Create a positive first impression and build credibility and rapport

    • How to elicit your prospect’s needs and read buying signals

    • Enhance your questioning and listening skills

    • Using body language and non-verbal communication to your advantage

    • Identifying your own and your company’s USPs, then identifying your client’s specific needs to match them with what you are selling

    • How to get your point across without the ‘waffle’

    • Identifying and overcoming objections in a positive and influential manner

    • Demonstrating a variety of closing techniques while learning the importance of practice


    Benefits for the individual

    • A formal insight into a key business skill

    • Confidence in an area sometimes seen as a ‘dark art’

    • Practical ideas to help in real-time situations

    • A starting point for self-managed financial enhancement


    Benefits for the organisation

    • Immediate improvements to Return on Investment (ROI)

    • Shorter bedding-in periods for sellers to achieve the benchmark

    • Greater staff retention through achievement of targets

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