Award Crest
York College

To provide basic sales training for any member of a sales team and to focus on hands-on and practical steps to structure the sales process. The training is based on following 7 steps of the customer visit/call/conversation.

Planning the call/visit
Objectives are to gain a sale and organise your planning to achieve it. Introductions and creating “attention getters” to gain the clients interest.

Opening the Call
How to create impact and the customer’s interest in the first few vital seconds. Developing questions that make the customer want to listen.

Using open and closed questions to uncover real customer needs. Empathy and active listening techniques. Using questions to discover problems and create value in solutions provided.

Ensure during the presentation that the product meets the prospect's needs. Ensuring the presentation includes relevant evidence of success and references.

Overcoming objections
Understanding the types of objection that they are likely to meet. Handling objections constructively.

Securing commitment from the customer. Knowing when to close and when not to.

Follow up with the customer
How to follow up and when to follow up. Managing the Sales Pipeline.

Our promise

We hope you will profit from our experience as we will:

  • Help provide a structured approach to Marketing & Social Media & Sales
  • Help you implement new ideas that will add value
  • Learn how to practice with your fellow delegates

Most importantly make this a fun and interactive training programme and to give the tools and confidence to successfully to build stronger relationships with clients and prospects.

Programme Delivery and Costs

This is a one day programme delivered at York College – 9.30am to 4.30pm .

Individual cost: £99.00 per delegate

Next Course Dates

We are hoping to run this course again soon. Please contact the BDU on 01904 770770 or by emailing them on This email address is being protected from spambots. You need JavaScript enabled to view it..

Further Information and Booking

If you're interested in this course then please contact us on:

Business Development Unit, York College, Sim Balk Lane, York, YO23 2BB
Email: This email address is being protected from spambots. You need JavaScript enabled to view it.
Tel: 01904 770368

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