Sales Skills Training Course

An intensive four days sales skills training course designed for sales professionals who want to increase market share, improve conversion rates and increase customer retention.

Prospect & Lead Generation

  • What can we learn from existing customers?
  • Market Segmentation
  • Market Research
  • Planning and Business Positioning
  • Increasing Brand Awareness
  • Making the Internet work for you e.g. Web Statistics, Search Engine Optimisation
  • How to write ‘call to action’ sales pitches?
  • Making winning sales presentations
  • How to measure customer satisfaction?
  • Learning from Competitors
  • Implementation of Customer Relationship Management (CRM)

Developing Sales Leads & Prospects

  • How to prepare for a sales call
  • How to manage questions, objections and difficult people
  • Researching your Prospects
  • How to make a cold call – increase the ratio of leads from calls
  • What is the ‘best’ telephone manner?
  • How to get an appointment – tips, tactics, getting past the gatekeeper etc
  • Do you leave a message or voice–mail, Yes or No?
  • When is the right time to call?
  • Active Listening
  • Knowing when to move on
  • Recording data efficiently – what, how much etc
  • Key Performance Indicators (KPI)s

Converting Leads into Orders

  • Understanding your products or services – their benefits and features
  • Understanding your client’s immediate requirements
  • Telesales Skills – It’s not always what you say but how you say it
  • How to empathise but still get your message across
  • Developing rapport
  • How to close a call on a positive note
  • Active listening – using your eyes as well as your ears
  • Identifying Up-Selling and Cross-Selling Opportunities
  • When and how to apologise and when to acknowledge a grievance
  • Turning Negative situations into ones with Positive outcomes
  • Creating Customer Loyalty

Closing the Deal

  • Introduction to Negotiation – The four stages of a negotiation
  • Negotiation Strategy (Integrative or Distributive)
  • Negotiation Tactics
  • Getting into the ‘head of the buyer’
  • A buyers procurement strategy – how it affects negotiation strategy
  • The competitive tendering process – How it works
  • How to recognise ‘buying’ signals
  • How to recognise a deal is close
  • How to close

The course focuses on the practical aspects of selling via a series of interactive tasks and role plays. At the end of the training course each delegate should be able to prepare a structured sales plan based on the needs of their own business.

Courses are limited to a maximum of twelve delegates. Cost: £1,180 plus vat per delegate. Course costs cover the training session, a comprehensive set of course notes, lunch and refreshments.

This is a non-residential training course. This course can be delivered in-house if required. For further information contact Aster Training on 01296 720281 for a Free Consultation to discuss your training requirements.

Our Reviews


Review by Richard Barker, ECA Group

"Superb course, all 4 sessions were great."

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Customer Reviews

Items 1 to 10 of 5 total


Review by Richard Barker, ECA Group

"Superb course, all 4 sessions were great."

Great Fun

Review by Fraser McGown, Account Manager

"Very good, enjoyed it and got a lot from it. Hope to do more courses with Aster in the future."

Suitable for any business

Review by John Wright, ECA Group

"The course explained sales & marketing in simple terms. These techniques can be used by any business."

I would recommend this course

Review by Jane Thwaites, Account Manager

"I have discovered that one of my clients is a prospective customer for Aster. I will be recommending Aster and I will continue to do so to other clients. Paul ticks every box."

Very Beneficial

Review by Liam Hibberson, Sales Executive

"For someone with no formal sales training before I found this course very beneficial and interesting."