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The First Steps in Selling

09:00 - 17:00

15 November 2017

The First Steps in Selling

Business developers and scientists responsible for negotiating sales for their company’s products and services with new and existing clients – with little or no formal training in selling.

Duration A one day course.    
Objectives The course will equip participants with the essential skills and confidence for achieving a diagnostic approach to sales.    
Content Diagnostic selling is a proven holistic approach to sales that focuses on understanding your client’s requirements and how best to address them. The approach aims to build a strong and lasting relationship between supplier and customer, founded on mutual trust and understanding.

The course covers:

 • What is the diagnostic approach to sales?
 • The world in which we sell
 • The Decision Challenge
 • The Psychology of Change
 • Diagnosis of need and determining the ‘Cost of the Problem’
 • Communication skills - Listening deeply, affecting change
 • Design and delivery of your solution
 • Handling the competition
 • Closing the sale

 The course is highly interactive and will involve discussion, individual and group exercises.

Training provided by

Please get in touch with the training provider at, tel +44 (0) 7876 130 817

Title: The First Steps in Selling
Start: 2017-11-15 09:00:00Z
End: 2017-11-15 17:00:00Z