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The First Steps in Selling


21 February 2018

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: 2018-02-21 09:00:00Z
End: 2018-02-21 17:00:00Z