Selling Skills for Results

This programme is designed to remove the fear that many people feel when making pro-active telephone calls. The course will benefit anyone who has to pro-actively sell or those who need to make effective follow up calls.

It is also an excellent introduction for companies moving from the traditional order taking, towards the more dynamic order telephone sales skills making.

The course is applicable to people who are either new to a position, or for existing people wishing to refresh and update their telephone and face to face skills and techniques. 

This course will teach you how to plan, research and undertake proactive sales and prospecting without falling into the negative sales stereotypes which haunt so many of us. 



To develop a client need approach to secure agreement, creating trust and long term sustainable customer revenue.



By the end of the programme you will be able to:

  • understand the Selling process and the Sales cycle

  • introduce yourself so that prospects want to spend time talking to you

  • engage and build rapport quickly

  • investigate your client’s situation so you really do understand what they want

  • sell your capabilities memorably with their benefits not just features

  • match your pitch to your client’s needs so the value shines through

  • understand objections and answer professionally

  • ensure you are always advancing the sale and gaining further commitment

  • close with confidence



What makes a good salesperson?

  • The behavioural side of sales


Knowledege = power

  • Researching your key clients


Sales Process - AIMS

  • The Approach

  • Using Value statements to create interest

  • Building rapport over the telephone


The Benefits of asking Questions

  • Investigating your customers needs

  • Open & closed/specific questionning techniques


The Matching stage

  • Linking your customer’s needs to the benefits that your products & services provide


Securing the sale & Handling Objections

  • Effectively dealing with Smokescreen, Cost & Capability Objections

  • Gaining commitment


Action Planning

All training courses will follow government guidelines, including social distancing rules – further details will be provided prior to the date of the course.


Please Note:  A minimum of four delegates is required to run this course.  Should bookings not reach the minimum number this course may be rescheduled.

09:30 AM - 16:30 PM
The King's Church
The King's Centre 33-35 Victoria Road Burgess Hill RH15 9LR GB

Please see our terms and conditions for our cancellation policy. You must agree to these conditions before continuing to book.

Prices (excludes VAT)






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