Selling Skills Training

Build a Deep Understanding
of Core Essential Selling Skills

Make An Enquiry
Upcoming Dates

Selling Skills Training

Build a Deep Understanding
of Core Essential Selling Skills

Make An Enquiry
Upcoming Dates
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Essential Sales Skills Training

Course Aim

Our 2-Day Essential Selling Skills Training Course is the perfect solution for salespeople looking to improve their sales process and close more sales. It’s ideal for those who have had no formal training or are new to the role.

Our course will provide you with techniques and strategies to overcome objections and understand the sales process, allowing you to exceed your targets.

The course is a formally endorsed qualification by the Institute of Sales Management (ISM), which is an industry recognised benchmark for high-quality sales training programmes.

Upon attending this sales skills training, you will receive the “Selling Skills Professional” certificate from the ISM.

The course is also CPD certified, and you will receive a CPD certificate at no extra cost.

You can attend this course along with others from different businesses or if there are a number of you, we can run this course as an in-house version and tweak anything that you need.


Selling Skills Professional Certificate CPD logo

Attend An Open Course

(We can run this as an in-house course too: Contact us to discuss.)

Course Objectives

  • Learn the difference between an average salesperson and a superstar salesperson
  • Learn how to identify the specific needs of your client and how to match these with what you are selling/offering
  • Learn how to prepare for sales presentations and calls
  • Learn how to overcome objections and excuses in a positive and influential manner
  • Learn how to build up credibility and “likeability” from your prospect
  • Learn how to elicit your prospects needs and desires and how to read these
  • Enhance your questioning and listening skills
  • Learn how to use body language and non-verbal communication to your advantage – how to influence your client without them knowing!
  • Learn how to understand the motivations of your prospects
  • Learn techniques of how to get to that “YES” and close the sale
  • How to get your point across without the waffle
  • Learn how to build effortless rapport with your prospects
  • Learn how to make that positive first impression
  • Learn how to generate business over the telephone

Target Audience & Who Will Benefit

  • Field salespeople
  • Business to business salespeople
  • Salespeople who have had no formal training on the subject before
  • Salespeople who need a refresher and need to get “back to basics” and refocus their time and effort
  • New salespeople
  • Client relationship managers
  • Account managers
  • Business development managers
  • Commercial managers

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Course Overview


Day 1

Introduction & Objectives

How To Be A Superstar Sales Person

  • Discover the differences between average salespeople and outstanding salespeople.
  • Understand what makes an outstanding salesperson and how to adjust to changes in the selling landscape due to the pandemic and the current economic situation.

Understanding The Sales Process

  • Learn the different stages of the sales cycle and what influences buying decisions.
  • Understand how to process decisions in the prospect’s brain and how to influence their choices.

Learning How To Understand Your Prospect’s Needs

  • Step into your client’s shoes to see their situation from their position.
  • Learn how to adapt your approach based on what they want and position yourself, your company, and your product in light of their needs

The Techniques & Communication Skills Of Superstar Sales People

  • Learn how to ask the right questions at the right time.
  • Understand the different selling techniques and models, consultative and collaborative selling models.
  • Develop your ability to listen attentively, read body language and buying signals, and build rapport with your prospect.
Day 2

Recap & The Day Ahead

How To Overcome Objections & Excuses

  • Discover how to turn negative responses into positive situations, including overcoming price objections and stalling.

How To Get To The Close & Ask For The Business

  • Learn strategies for identifying buying signals.
  • Understand when the right time is to close and how to close more prospects comfortably.

How To Make Effective Sales Presentations & Sales Calls

  • Learn how to plan out and structure sales presentations, sales calls, and talks.
  • Develop the ability to work out what to focus on and what style to deliver the presentation in.

Business Development Over The Telephone

  • Discover how to generate leads and appointments over the telephone.
  • Learn essential telesales skills, opening statements, and how to get through the gatekeeper.
  • Develop your skills in responding to common telephone objections such as “I haven’t got the time” and “We don’t have the budget”.

Close & Actions

  • Summarise what you’ve learned and plan your actions for applying your new skills and strategies to your sales approach.

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Book Now

Quick Enquiry

Testimonials & Reviews From Previous Attendees

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Feedback From The Last 72 Sales Professionals Who Attended This Course




“Was highly attentive and instilled confidence”

The course was delivered in an informal way that made all who attended feel very comfortable. The trainer was highly attentive and instilled confidence in the delegates by her “human” approach. I never felt awkward asking questions. I thoroughly enjoyed the course and hoping to go on another one soon.

“Able to help and give advice on dealing with situations”

Your trainer was excellent. He was engaging throughout the whole day and his knowledge really showed. He was able to help and give advice on dealing with different situations in my company specifically which made it very personal and I felt as though he was very passionate about delivering the course and helping us get the most out of it.

“I feel completely equipped to go back to the office”

The course and our trainer were brilliant. She made it accessible, interesting, and challenging from the start. I hadn’t expected to get so much out of the course. I feel completely equipped to go back to the office and go about selling in a reinvigorated and well educated fashion, so thank you!


Experienced Sales Trainers

Our trainers have had years of experience both as salespeople and as trainers.

Meet a few of them to give you a feel of what they’re all about.

Mark Williams

Senior Sales Trainer and Consultant

Mark has over 25 years of coaching experience and focuses on B2B sales. He has enhanced the performance of teams at Peugeot, Citroen, and Jaguar Land Rover. His targeted training drives significant business growth.

Anne-Louise Pemberton


Anne-Louise, with her ILM Level 7 in Business Coaching & Mentoring, has enhanced the sales capabilities of Tesco, Morrisons, and Ernst & Young over 20 years in the field. Her strategic training empowers sales professionals.



Bronwyn, with a decade in sales training, combines her New Insights Certified Coach expertise across finance to marketing, impacting firms like the Ministry of Commerce and CMR UK Ltd. Her dynamic approach inspires sales excellence.

Training Locations


Hilton Garden Inn


Eastern Perimeter Road
Hatton Cross, London

The Village Hotel


Dolomite Avenue

The Village Hotel


Cheadle Road
Cheadle Hulme, Cheadle

Double Tree by Hilton
Central London


60 Pentonville Road
Angel Kings Cross, London
N1 9LA

Course information


The course fees are £495 + vat.

ISM & CPD Certified

The Essential Selling Skills Training Course is a formally endorsed qualification by the ISM and is also CPD Certified. Upon attending the course, you will receive the “Selling Skills Professional” certificate from the ISM and a CPD certificate.

Start & Finish Times

Start: 9.30am
Finish: 4.30 – 5.00pm

Included Within The Registration Fee:

  • Course manual
  • Course materials
  • Buffet lunch
  • Servings of tea and coffee throughout the day
  • ISM “Selling Skills Professional” certificate & CPD certificate
  • Unlimited email and telephone support from your trainer after the course

Please click on BOOK NOW below to reserve your place. We will then confirm the booking through email and will send you the joining instructions and invoice.

Selling Skills Professional Certificate

Selling Skills Professional Certificate

CPD logo


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Book Now

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Course Methods & On-Going Support

We believe that training should be practical and fun. That’s why this course is delivered in an engaging way with lots of participation. All delegates receive a pre-course questionnaire to complete so we can gauge the experience and roles of those attending so we can cater for your specific needs and requirements.

After we have delivered this course, we do not just shake hands and take your money. We like to offer you some ongoing support.

Included within the cost are the following unique support options that are available to you.



Selling Skills Training FAQ


Related Courses

Here are some more courses and bespoke courses that we run throughout the UK.

Our most popular venues are London, Manchester, and Coventry.

Want to know more?

Please speak to one of our team or use our online form to make an enquiry

Have You Got Any Training Requirements or Questions?

Our L&D and Training Team are here waiting to help you.

Please call us on 0333 320 2883 or click below.

Make An Enquiry