Selling is the most important function of any business and without it companies won't survive. In this workshop you'll learn how to improve your effectiveness at each stage of the sales process from generating leads initially to appointment making, doing a thorough fact find to understand your prospect's needs, presenting a solution that demonstrates added value and closing the sale. We also look at ways in which you can effectively account manage your customers to maximise the potential from these.


  • Features, advantages and benefits
  • Sourcing good quality leads - Know, Like, Trust and Buy
  • Use of sales tools - CRM software
  • Creating an elevator pitch
  • LinkedIn and Twitter as a sales tool
  • Telesales technique and dealing with the gatekeeper
  • Resilience
  • Structuring an effective sales presentation
  • Money, authority, need
  • SPIN selling
  • Objection handling
  • Proposal writing
  • Identifying further opportunities
  • Customer loyalty and retention


  • Generate more, better quality meetings with prospective customers
  • Build rapport, empathy and a deeper understanding of your prospect's buying criteria
  • Maximise the potential from each and every meeting, increasing the number of new customers and their average order value

Course notes are provided. Practical exercises will enable you to apply the content within your own business.