Introduction to sales

Persuading clients is becoming increasingly difficult in a challenging and competitive market-place. This session explores why clients act in the way they do, and helps learners to adapt and improve their personal approach to help create more impact and improve sales results.

Course content

This interactive course will vary depending on your requirements, but as a guide, we will often cover these core areas:

  • A deeper appreciation of your client
  • Understanding buying decisions
  • Developing strong relationships
  • The perfect introduction
  • Developing killer questions
  • A simple sales structure that suits your style
  • Creating USP’s and a client-focused pitch
  • Closing sales
  • Objection handling


As a result of attending this course, you will be able to:

  • Understand what makes a client tick
  • Adapt your approach to suit differing client types
  • Interpret buying decisions and know how to influence these
  • Produce the right questions to ask and know when to ask them
  • Open a client up to discussing their challenges
  • Create a client focused pitch
  • Follow a clear structure which suits your business and your selling style
  • Analyse the true meaning of objections and help the client overcome them
  • Effectively close business and generate new revenue

Who should attend?

Sales directors, Sales managers, Key Account Managers, Field Sales, Telesales.

We can deliver this course at your office for your whole team as a stand-alone course or as part of a broader programme. Please contact us for an initial discussion about how this can work best for you.

Alternatively, we will be putting on open courses based on demand. Please contact us to provisionally book your space.


This course is ideally set out over two days, however one day is feasible.

Next steps

Please get in touch to find out how we can make this course bespoke to you and your business.