Essentials of Selling


Selling is a skill, a skill that can be learnt. Many people's perception of sales people is less that professional. This is for a variety of reasons. Inspire Development's 'Essentials of Selling' workshop shows how professional sales people can help reverse the image by using effective sales skills. Participants will learn how to sell with the integrity needed to build long term productive business relationships. Below is a sample of what we can do.

Who will benefit

Those new to a sales role and those in another role taking on an extra responsibility for selling.


To introduce the participants to an effective sales process, new tools and tips that will help them sell effectively and successfully build lasting relationships with clients.


  • To understand the buying process
  • Learn how to build rapport
  • Practice a model for effective questioning
  • To demonstrate listening and To be able to match products features to customers needs
  • Learn a method for dealing with customer concerns
  • Be able to assertively ask for the order


  • AIDA
  • Prospecting and the sales funnel
  • Using our language and body to build trust and rapport
  • The psychology of buying, is it with the head or heart?
  • GPEB the questioning model
  • Create compelling reasons for customers to buy
  • What to say when the customer says ?its to expensive?
  • Gaining commitment


Client Feedback

What aspects will you find most useful?

  • Use and value of rapport in customer facing situations
  • Most of the techniques that were demonstrated
  • Questioning techniques
  • Identifying types of client
  • The MVS and the visualisation and self talk techniques
  • Strengths Deployment Inventory
  • The Learning is in the wobbling!
  • Body language and approach
  • Pre meeting preparation
  • The ability to understand the customers needs and requirements by listening effectively
  • How to talk to customers to gain more information regarding their needs
  • All aspects
What suggestions, if any, for improvement do you have?
  • Further in depth training for 2 days
  • None
  • N/A
  • None
  • None spring to mind
  • 2 days please
What will you do differently as a result of this training?
  • I will be aware of my and my customers MVS and hopefully utilise the visualisation exercises
  • Build rapport with customers
  • Questioning/listening
  • Contact with client
  • The way I think of how I react to other people
  • The approach to meeting customers
  • Work out if people are red, blue or green and respond to them accordingly
  • I will use knowledge gained to lift my mood inside and work
  • Look more closely at customers to read their body language, tone of voice etc.
  • Focus and rapport with customers ? open questions more often
If someone asked you to describe the main benefits of attending this course, what would you say?
  • Results in you becoming more articulate as a person
  • How to approach customers in a positive manner
  • The course has raised my confidence in approaching customers
  • Interesting and enlightening
  • Gain confidence
  • Confidence
  • Being able to see how people are different and how to deal with them in their way to get there for both
  • It proved that on all ?sales? style course that questioning is important
  • It facilitates an awareness of hidden communication and has helped me (hopefully) work effectively with my customer.
Any other comments?
Thank you
I came into the training apprehensive but thoroughly enjoyed the day and got a lot out of it.
I will recommend to others
Thank you, Enjoyed the day (perception from others was that course inappropriate to our work). I found it most helpful

Top Tips

So at the end of the day, is there a magic formula that guarantees sales success? Sadly the answer is ?no?. There are simply too many variables ? not least the fickle nature of customers ? and too much detail involved for that to be possible.

However from an overall perspective, you might dwell on the points listed below. Together, they come as close to a magic formula as exists.

From this you can see that selling is not repetitive; rather it is a constant challenge and a process that can bring regular satisfaction and reward.

Excellence in selling tends not to go to those with some inbuilt predisposition to be persuasive, but to those who:

  • Understand the sales process and how it works
  • Understand the psychology of their customers and how they make buying decisions
  • Study, concentrate on and deploy the various sales techniques available as appropriate for them and their customers
  • Tailor their approach: having some kind of discussion that is best for each individual customer today (not the same standard spiel or becoming locked into an ?automatic pilot? which precludes tailoring the approach)
  • Is able to plan, prioritise and focus on who and what is important
  • Recognise that selling is a dynamic process (that what is right for one customer today may not be right tomorrow) and therefore see that fine-tuning their approach is a continual necessity