Professional Selling Skills

Perfect For:

This course will support delegates who are involved in 1st line discovery meetings that qualify and identify client prospects, challenges and issues. 

Typical job roles include 
Account Executives, Account Managers, Customer Success Managers, Business Development Executives, Business Development Representatives

Key Outcomes from Sales Fundamentals

  • Deliver a meeting agenda including plans for next steps 
  • Create a question bank to uncover explicit needs, challenges, risks and issues
  • Demonstrate through a range of scenarios how to lead and engage in an impactful meeting

As this course is interactive delegates are required to bring their own mobile device to this session

Training Approach

Prior to attending the course delegates will need to : 

  • Have awareness of their company‚Äôs sector, the service and solution their company provides and the typical challenges faced by their clients 
  • Knowledge of the competition and case studies that support awareness of the company value proposition

Session details
Session 1: 
Topics in this session:

  • Setting meaningful objectives and agendas to take control of a meeting and to drive towards an outcome
  • How to be consultative using insightful questions that explore challenges and issues to support building value in features, advantages and benefits

Session 2: 
Topics in this session: 

  • Using a competitor analysis framework identify where your solution is strong to help build value in your proposition 
  • Pre-empt and overcome objections using CLEAR objection handling technique, proof statements and case studies

Delegates will apply the skills gained in a final role play scenario that will demonstrate how to successfully complete a discovery meeting 
Next steps 

  • Account Management (Link to)
  • Strategic Prospecting / Social selling? (Link to) 
  • Live Prospecting (Link to)
  • Presentation skills (Link to)

Modules Covered


Book your place

For more information about this course please call our team on 0372 291 2533 or fill in the form.