Sales & Qualification Skills Course - Midlands
Sales & Qualification Skills Course - Midlands

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Sales & Qualification Skills Course - Midlands

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Warwick Racecourse

Hampton Street

Warwick, United Kingdom

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Sales Skills

This training camp environment is designed for both rookies and as a refresher for experienced sales executives. 

We focus on the core aspects of selling, from making calls, generating meetings, researching target Companies, making value propositions that really engage the Client through to negotiating and closing, and how to repeat this successfully utilising a formal structure of professional selling. 

Qualification Skills

Sales Qualification plays at the heart of your credibility as a professional Sales Executive/Manager. 

We focus on developing successful qualification methods that will yield immediate results both on current sales funnel and in new prospects.  

With valuable information and techniques this course builds on the principles learned in the Sales Boot Camp addressing areas such as time efficiency, obstacles to closing and progressive personal development.

This course will:


  • Show how to research your sales target Companies

  • Introduce you to the Commercial Sales Cycle

  • Introduce you to the Purchasing Cycle

  • Introduce you to the Client Decision Making Unit (DMU)

  • Help you understand the dynamics of value proposition selling

  • Help you create a series of CLIENT sales qualification questions

  • Understand the key objections and develop counters for negotiation

  • Help you create a CLIENT benefit based sales presentation

  • Show you how to follow a CLIENT opportunity planner

  • Show you the components of closing

  • Give you a forum to practise all of the above in realistic CLIENT sales situations 

  • Identify the 6 key qualification challenge points

  • Ensure consistency of qualification methodology and terminology

  • Provide robust qualification of prospective opportunities

  • Maintain the CLIENT Total Value Selling proposition in all deals thus maintaining credibility and margin

  • Create an atmosphere of continual improvement for sales reviews and forecasts

  • Introduce the basics of Total Value Selling

  • Enhance your understanding of the Client Decision Marking Unit (DMU) analysis and objection handling

  • Close with confidence

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Warwick Racecourse

Hampton Street

Warwick, United Kingdom

View Map

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