Sales Refresher

Sales Refresher

Course Objective: to develop existing sales skills and ensure that a solid structure is still in place. The course aims to improve all aspects of participants’ sales ability in order for them to sell more thoughtfully and with more complexity.

Except in the case of Open Courses, all Phoenix workshops are tailored on demand, which means that we will develop the final agenda with you to deliver exactly the training you want, at the level you need, within the timeframe you decide.

By the end of the course participants will be able to:

Assess the effectiveness of their current sales skills

Recognise the importance of setting clear objectives

Develop urgency within the client through effective questioning techniques

Deliver a relevant and powerful sales message

Ensure that an “advance” is made following every call or meeting


Day One

Review of existing sales techniques

Preparation – why it is so important and yet why it is often overlooked

Setting objectives – ensuring your call has a clear direction

Learning the difference between “advances” and “continuations” – when does a salesperson “sell” but not sell?

What can be gained by effective questioning

Recognising the difference between general and specific needs

Developing urgency within the client


Day Two

Developing a relevant and powerful sales message

Organising the features of your product

How to sell for the short, medium and long term

Techniques for preventing objections – “Treating the cause and not the symptom”

Practical Exercises and role-plays throughout both days