It all begins with the client



  • Introduction to professional selling
  • The key stages of the sales process
  • Preparing the meeting
  • Who are the clients?
  • Interacting with clients – setting the scene and first contact
  • Understanding the client, analysing their needs, their personality type, their psychological reasons for making a purchase, potential areas of resistance and power maps
  • Sales-related topics: value, features and benefits
  • Handling objections
  • Decisions and techniques for closing the meeting
  • Action plan


  • Build long-lasting relationships with clients
  • Ensure high levels of performance at every stage of the sales process
  • Establish client needs in a professional manner
  • Create an effectively structured sales presentation
  • Use skills and relationship-building techniques to act as a high-level vendor
  • Increase conversion rate between first contact and ending the offer


  • Alternating between lectures and active learning: questionnaires, role play exercises, action plans, self-assessments to create the most suitable selling model
  • Trying out techniques and strategies that can be applied day to day
  • Conclusive personal action plan to help define and keep track of measurable objectives and actions