The Successful Selling one-day training programme provides participants with the opportunity to gain essential selling skills and to turn potential customers into loyal ambassadors. It is a flexible course that can be tailored to meet specific business needs. 

Successful Selling will help participants to:

  • be an exceptional rather than an average sales person
  • understand buyer behaviour
  • refine their sales techniques face-to-face and on the telephone
  • overcome objections in a positive way
  • close sales conversations with confidence
  • create, manage and maintain profitable customer relationships
  • develop effective plans to maximise sales revenue
  • develop an action plan to win more sales.


Successful Selling is a highly practical sales training course, which uses varied training techniques to give participants the skills and knowledge they need in the workplace. Interactive learning, group exercises, personal action planning and a host of great tips, all equip participants to make a real difference to sales performance.

Successful Selling covers:

  1. Achieving sales success
    • What will you gain?
    • The sales process
    • Sales success
    • Where are you now?
  1. Preparing to sell
    • Understanding your buyers
    • Who is buying?
    • Buyer motivations
    • The buyer decision making and evaluation process
    • Preferred buying styles
    • Acquiring product knowledge
    • Structuring your sales pitch
    • Making your pitch
  1. Using effective sales techniques
    • Six steps to sales success
    • Getting off to a great start
    • Asking productive questions
    • Making the buyer feel comfortable
    • Identifying constraints and ‘must haves’
    • Listening and learning
    • Showing confidence
    • Selling the benefits
    • Overcoming objections
    • Closing the sale
    • Negotiating and discounting
    • Link, cross and up selling
    • Using effective sales techniques: top 10 tips
  1. Selling on the telephone and via email
    • Preparing to receive sales calls
    • Converting enquiries into sales
    • Cold calling
    • Initiating sales calls
    • Sales emails
  1. Creating profitable relationships
    • Earning your reputation
    • Building your brand
    • Your website
    • Data harvesting
    • Capitalising on customer data
    • Key account management
  1. Planning to increase sales
    • Preparing a sales plan
    • Setting SMART objectives
    • Developing your sales plan
    • Lead times
    • Planning to succeed
  1. Improving your performance
    • 20 ways to improve your performance
    • Developing an action plan

Open courses
Open courses are organised according to demand around the region.  These courses are ideal for smaller businesses or for larger businesses only requiring training for a small number of staff.  One advantage of attending an open course is the opportunity to meet and discuss ideas with other participants from a variety of backgrounds.

In-house courses

In-house courses can be run for a company or several companies, colleges, associations or groups.  In-house courses offer a great opportunity to tailor the content to a specific business.

Trainer Training

It is also possible to deliver training through your own team by participating in the ‘train the trainer’ scheme.  This can give you extra flexibility as well as making sure the training is totally geared to your own business needs. Successful participants receive full trainer support materials and a trainer certificate.

‘Informative, interactive and extremely useful.  Great trainer.’

‘Beneficial for all members of staff.  Would recommend to other employers’

‘The training provided fresh thinking towards customer service’

‘I didn’t really want to go on this course, thought that it was irrelevant for my job role, but I thoroughly enjoyed it, learnt a lot and think it is relevant for all of us.’

‘I think everyone should attend at least every 2 years to maintain consistency of standards.  Trainer was very professional and interesting.’

‘The whole programme was very interesting and enjoyable’

‘Good delivery, lots of audience participation, fun and informative’