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Essential Selling Skills
 Essential Selling Skills
 

ESSENTIAL SELLING SKILLS

The best source of Sales Training Courses

A hands-on one-day course with free e-learning revision after your training and pre-course online skills testing. Free bespoke course design is also available for private classes if the content needs to be adjusted
See Our Latest Reviews on TrustPilot:
CPD CERTIFIED COURSE
CPD accredited course

Note: this Essential Selling Skills course is CPD certified.
It is delivered as a classroom course with FREE post-course ONLINE revision.
This means that not only has it been rigorously assessed in terms of content and quality, but it comes with a FREE CPD Certification certificate, as well as an Activia diploma of completion.
We are a corporate member of the CPD: the highest level of association available.

COURSE OUTLINE

Full details of modules and topics covered in this one-day course

Blended learning
FREE E-LEARNING REVISION

Note: Free e-learning revision is available with this course: 12 months of access for each delegate on scheduled public (open) classes and standard on-site/private classes (not available for bespoke courses) .

DURATION

This is a one-day training course structured into 12 modules

COURSE AIMS

This intensive, hands-on one-day sales training course has been designed to provide a thorough introduction to the basic concepts of sales, and some basic skills to make salespeople more productive, and more aware of the processes thet are following.

TARGET AUDIENCE

The course is intended for people who are either starting in sales, who have a role with a selling element (especially in Customer Service or Support) or who want a structured refresher to recharge their existing skills and experience.

Want to see prices and options for delivery of your training?

MODULE 1:  Introduction and Course Overview
MODULE 2:  Why Do We Contact Our Customers?
Learning outcomes:
Understand the benefits of contact from the company's perspective, the customer's perspective and the benefits to you.
Topics covered:
  • How Your Company Benefits From Customer Contact
  • How Your Customer Benefits From Contact With You
  • How You Benefit From Customer Contact
MODULE 3:  Starting Out in Sales
Learning outcomes:
A great introduction to sales with a discussion centred on this unique study of two different styles.
Topics covered:
  • Case Study: Jackie the Sales Newcomer
MODULE 4:  The Sales Process
Learning outcomes:
Learn how the sales cycle works and the dynamic seven step processes involved from establishing need to deliver and evaluate.
Topics covered:
  • The Four Steps of a Sale
  • How the Sales Cycle Works
MODULE 5:  The Fear Factor in Sales
Learning outcomes:
Overcome the myth and discover the most common reasons that hold salespeople back from opportunity.
Topics covered:
  • Defining the Fear Factor
  • The Myth of the Fear Factor
  • Overcoming the Fear Factor
MODULE 6:  Attributes of a Good Sales Person
Learning outcomes:
Realise the opportunity that skills development provides by reviewing the key attributes that define the successful sales professional.
Topics covered:
  • Core Attributes You Need to Succeed
MODULE 7:  The AIDA Sales Model
Learning outcomes:
Understand the four key components in closing every sales opportunity: attention, interest, desire and action.
Topics covered:
  • Outline of the AIDA Model
  • Attention - Getting Your Customer
  • Interest - Creating Interest in Your Customer
  • Desire - Motivating Customers to Buy
  • Action - Closing the Sale
MODULE 8:  Core Selling Skills
Learning outcomes:
Know the essential skills that can develop exceptional communication practises into clearly defined methods using listening, questioning and organisational procedures.
Topics covered:
  • Communication Skills in Sales
  • Questioning Skills
  • Listening Skills
  • Getting Organised for Sales
MODULE 9:  Handling Objections
Learning outcomes:
Learn how an objection can become an opportunity to develop sales from the customer's point of view through listening and asking the right questions.
Topics covered:
  • Types of Objection
  • Good and Bad Practice when Dealing with Objections
  • Objection Handling with the LAAC Process
MODULE 10:  People Buy From People
Learning outcomes:
Know and understand the real secrets behind what encourages people to buy. From the twelve rules of likeability to understanding the skills of influence.
Topics covered:
  • The Rules of Likeability
  • The Importance of Empathy
  • Preparing to Influence Others
MODULE 11:  Making Action Plans
Learning outcomes:
Start your successful journey into sales by using a template to enable a step by step approach.
Topics covered:
  • Your Plan for Sales Success
MODULE 12:  Your Personal Action Plan

Want to see prices and options for delivery of your training?

NEXT CLASS DATES
Sales Skills: Essential Selling Skills
Oct 7, 2019
Manchester Piccadilly
£249
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Oct 15, 2019
London Victoria
£249
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Oct 23, 2019
Bristol Easton BS5
£249
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Oct 29, 2019
Leeds West One
£249
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Nov 4, 2019
Tower Bridge
£249
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Nov 5, 2019
Birmingham Queensway
£249
Book Now

Don't see a date you want?

RELATED COURSES

Selling Skills Fast Track

COURSE OUTLINE
[Duration: one day]

Selling Skills Fast Track

  • Introduction and Course Overview
  • The Sales Process
  • The Fear Factor in Sales
  • Attributes of a Good Sales Person
  • Core Selling Skills
  • People Buy From People
  • Questioning Skills for Sales
  • Listening Skills for Sales
  • Maximising Productivity in a Sales Role
  • Building Profitable Relationships

Beyond the Basics of Sales

COURSE OUTLINE
[Duration: one day]

Beyond the Basics of Sales

  • Introduction and Course Overview
  • The Right Approach to Sales
  • Questioning Skills for Sales
  • Listening Skills for Sales
  • Maximising Productivity in a Sales Role
  • Attention - Getting your Customer's Attention
  • Interest - Creating Interest in your Customer
  • Desire - Motivating Customers to Buy
  • Action - ABC: Always Be Closing
  • Your Personal Action Plan

Advanced Selling Techniques

COURSE OUTLINE
[Duration: one day]

Advanced Selling Techniques

  • Introduction and Course Overview
  • Building Profitable Relationships
  • Advanced Objection Handling
  • Advanced Selling Techniques
  • Controlling the Conversation
  • Advanced Questioning Skills
  • Negotiation Tactics
  • Writing Effective Proposals
  • Your Personal Action Plan

Success in Telephone Sales

COURSE OUTLINE
[Duration: one day]

Success in Telephone Sales

  • Introduction and Course Overview
  • The Sales Process
  • The Fear Factor in Sales
  • Maximising Productivity in a Sales Role
  • The Importance of Voice
  • The Telephone as a Business Tool
  • Outbound Calls: Developing Your Script
  • Setting SMART Goals for Yourself
  • Pre-Call Planning
  • Generating Appointments
  • Dealing with Gatekeepers
  • Incoming Calls
  • Voice Mail Messages
  • Action - ABC: Always Be Closing
  • Your Personal Action Plan

Effective Field Sales

COURSE OUTLINE
[Duration: one day]

Effective Field Sales

  • Introduction and Course Overview
  • Maximising Productivity in a Sales Role
  • Meetings and Your Time
  • Generating Appointments
  • Successful Customer Meetings
  • Creating a Good Impression in Sales Meetings
  • Making Great Sales Presentations
  • Interest - Creating Interest in your Customer
  • Desire - Motivating Customers to Buy
  • Action - ABC: Always Be Closing
  • Your Personal Action Plan

Profitable Sales Account Management

COURSE OUTLINE
[Duration: one day]

Profitable Sales Account Management

  • Introduction and Course Overview
  • Identifying Key Accounts
  • Building Profitable Relationships
  • Writing Effective Proposals
  • Managing Customer Expectations
  • Planning Customer Contact
  • Developing Your Key Account Strategy
  • Negotiation Tactics
  • Meetings and Your Time
  • Successful Customer Meetings
  • Your Personal Action Plan

DELEGATE FEEDBACK FOR OUR
ESSENTIAL SELLING SKILLS COURSE

AVERAGE REVIEW: 4.5 out of 5  BASED ON 21 REVIEWS

Julia Zardecka
, Jun 25 2019
"Very Good course. Great tutor. Very happy with the results.I shall be looking to book more courses again. Very satisfactory."


 
Course rating of 4 stars
Becky Fletcher
, May 21 2019
"Course was worth the money. Learned quote a lot, enjoyed the day and got along very well with the trainer who was very knowledgeable and helped a lot with my concerns and queries."


 
Course rating of 4 stars
Luke Marsh
, Feb 25 2019
"Trainer was fantastic. Kudos to her!"


 
Course rating of 5 stars
Emma Santer
, Aug 14 2018
"The instructor (Katrina) was excellent. Knowledgeable, interesting and helpful. Tailored the course to our individual needs. "


 
Course rating of 4 stars
Elliott Sowden
, Apr 24 2018
"I thought that the trainer provided for this day was excellent at delivering the material. He was very sharp and able to answer any questions myself and the other delegates had in thorough detail. "


 
Course rating of 5 stars
Warren Lewis
, Jan 5 2018
"The trainer was very attentive and professional. Had a good grasp on relevant concepts, with great examples."


 
Course rating of 4 stars
Oliver downham
, Dec 5 2017
"Teacher was good"


 
Course rating of 5 stars
Amanda Thompson
, May 8 2017
"I would recommend this course to people who are new to a sales job, and also people like myself who have entered into a new field of sales. (I was in an internal sales role and I'm now out on the road)."


 
Course rating of 5 stars
Dawn Hesson
, Jan 11 2017
"The trainer was enthusiastic and engaging. I was pleased with the way she adapted the course material, in tailoring the training for our particular business of academic publishing."


 
Course rating of 4 stars
Jane Chapman
, Jan 11 2017
"the trainer/teacher was affable, accommodating and listened to what people were saying. Very good"


 
Course rating of 4 stars
Jenni Shackleton
, Jan 11 2017
"Very useful day and the trainer was extremely good at tailoring the course to our job roles."


 
Course rating of 5 stars
Naomi Walsh
, Nov 7 2016
"i was very happy with my trainer, he was happy to discuss further and give advice on a 1 to 1 basis, which helped me greatly. "


 
Course rating of 5 stars
Jonathon Hallam
, Nov 7 2016
"very satisfied"


 
Course rating of 4 stars
Theodore Taylor
, Sep 15 2016
"Our trainer was very personable and knowledgeable in the course materials. "


 
Course rating of 4 stars
Dean Noden
, Sep 15 2016
"The Trainer Mike was very friendly and encouraging he ensured the course objectives were met and that all the course material was covered. "


 
Course rating of 4 stars
John Sambells
, Sep 15 2016
"I really enjoyed myself and found the trainer charismatic and fun. I feel I got what I needed from the introduction to this new field I am going into."


 
Course rating of 5 stars
Stacey Bownes
, Sep 13 2016
"Candy was very accommodating and gave us all what seemed like our very own tailored course."


 
Course rating of 4 stars
Alex Kirk
, Jul 4 2016
"I enjoyed the course very much and learnt a lot from it."


 
Course rating of 4 stars
Phil Yard
, May 3 2016
"Roy was a fantastic course leader. Was really willing answer any questions I had and seemed to have a genuine interest in my learning throughout the day, and giving me the tools I need to succeed in my role. "


 
Course rating of 5 stars
Richard Simpson
, Apr 20 2015
"Janet was absolutely amazing and a real credit and asset to Activia."


 
Course rating of 4 stars
Oliver Adams
, Nov 12 2014
"Teaching was of a very high standard, Keiran managed to identify and engage with my specific training needs in a friendly, professional manner."


 
Course rating of 4 stars

MORE INFORMATION FOR
ESSENTIAL SELLING SKILLS

Blended learning
FREE Online Revision

With our latest Sales courses, you get free online revision for a full 12 months after your class so you can reinforce the knowledge you have gained.

Access is simple: go to www.activia.co.uk/login/ and log in using your email address.   This will give you free access to our e-learning revision modules.

Note: These have been developed and written exclusively by Activia to maximise effectiveness, by matching the online content exactly to what you cover in class.   We hope you have fun, on the day of the course and with honing your knowledge afterwards!

General Information

All Activia sales training courses have been created, reviewed and developed to ensure up to date provision and constantly improving standards of content. Our Sales training is interactive and classroom-based which maximises learning through the ability to ask questions and discuss specific issues.

Class Sizes

Maximum class size for Sales courses is 10 delegates, which ensures that attendees get adequate time for personal attention from the instructor. At some of our centres, the maximum class size is 12 delegates.

Note that we never cancel our scheduled classes -- even if there are only one or two delegates -- so once you have booked, your place is assured.

For training at your offices, we can deliver classes of up to 15 delegates, though with bigger class sizes you must understand that there is less time for questions from delegates, and this may affect the quality of their experience.

How to book
Course, dates and delegate numbers
Decide on the Sales course you want, the date(s) you can attend, and the number of delegates involved
Training location
Also decide whether you want training at your offices or at one of our centres
Speedy course booking
You can use the Speedy Quote option to contact us for a quick price, or you can book online from the schedule on this website
Call us
if at any time you want help or advice, or you want to book on the telephone, just call us on 0333 6000 111 to speak to one of our friendly training advisors

Note: With non-credit card bookings you must sign and return a Booking Form before we can confirm your training.

Also note: If you are a private individual you must pay by credit card at the time of booking.

The confirmation process
Course places allocated
Your place is allocated, along with the trainer, workbooks and exercise files if appropriate
Booking confirmation
You receive an official confirmation, with joining instructions (and directions if it's at our centre)
Training invoice
You receive a VAT invoice

Note: Please allow 1 - 2 working days for your confirmation and invoice.

What happens on the day

If you are coming to our centre, dress code is smart casual.   Refreshments in the form of tea/coffee will be provided for morning and afternoon breaks, but please note that we do not provide lunch.   The timetable is as follows:

9:15

ARRIVAL TIME

9:30

TRAINING STARTS

11:00

MID-MORNING BREAK



1:00

ONE HOUR LUNCH BREAK

3:15

MID-AFTERNOON BREAK

4:30

WRAP UP

Note: break times can vary according to the needs of the training, and course duration for smaller class sizes are usually shorter because fewer delegates have fewer questions !

For training at your offices, this itinerary can be varied by prior arrangement.

What you get

With your Sales training course from Activia, you get a free workbook, so you can review and revise afterwards to reinforce your knowledge. With all courses, you are also given 12 months access to free online revision which will further help you to reinforce the lessons you have learned.

Every delegate on a Sales course also gets an Activia Training Attendance Certificate.



GET IN TOUCH

Call us on:
0333 6000 111

   You can Email us direct (You'll usually get a response within 2-3 working hours)
   Or fill out the details below and we'll be in touch very soon:
SEND MESSAGE

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