About the programme

This classic series is ideal for new sales recruits or as a refresher for experienced members of the sales team. Four separate programmes cover all facets of making a successful sale:

Part 1: the preparation, shows why it is imperative for salespeople to get to know their customers and to understand how their products or services can benefit their client.

How to explain the benefits, meet objections, and spot the buying signals is covered in part 2: the presentation. Sales staff learn how to stay cool and dispassionate even when a customer criticises them or their products.

Part 3: difficult customers, deals with the duckers, ditherers and dictators that often stand in the way of progress. How to use people's anxieties, laziness or vanity are some of the suggested techniques to help get things moving.

Finally, it's time to close the deal in part 4: closing the sale. This is an area where even skilled salespeople fear rejection - and so delay closing. They will find out how to conclude a deal efficiently and effectively.

This invaluable programme utilises proven techniques to underpin messages and sets out all the key sales fundamentals.

The key outcomes

-Gain a greater understanding of customers and their needs
-Learn to overcome obstacles and criticism when doing a deal
-Control and speed up the transaction by learning to handle difficult customers
-Close a deal efficiently and effectively every time