Building and Developing a Successful Career in Sales


Member Price:  
1 day
Non-Member Price:  
Lunch Provided:  

DATE:   07.10.2019

LOCATION:   Albion House

TIME:   9:30

Course Overview

This course covers the full sales process from the sourcing of potential clients to the closing of the sale. Delegates will learn how to present a confident and professional image of their organisation and how positive action, communicating with confidence and focusing on results leads to outstanding success. Contrary to popular belief, most people that find themselves in sales aren’t ‘born’ sales executives, they are people that work ‘Smart’ and know what to focus on for success.

Selling really is the art of building relationships and the mastering of people skills. More than that though, it is the ability to see the world from the customers’ point of view and to sell to them in the way that they want to be sold to. The combination of traditional selling techniques with the art of influence and the practical nature of the course enables participants to identify practice tested strategies that work.


By the end of the day delegates will know what they have to do to be successful in sales, whether they are new to the role or an existing sales executive wanting to develop their skills and boost their sales. At the end of the course delegates will be able to:

Structure of the Day

9.30am to 11.00am

  • How to positively approach and enjoy the prospecting process
  • To professionally uncover and identify the client’s needs

11.15am to 12.30pm

  • The sales process stages and what to do at each stage of the sale
  • How to recognise and overcome hidden buying objections


1.00pm to 2.30pm

  • To prepare and structure effective sales presentations and proposals
  • Motivate the customer to buy now and buy more

2.45pm to 4.30pm

  • To confidently adopt the right closing technique
  • How to win more business and use success to keep motivated

Benefits of Attending

  • Develop the skills and behaviours that build confidence and assertiveness
  • Improve selling techniques and styles to achieve the required outcome
  • Learn from the experiences shared with others during the day


All course notes provided

The Trainer

Alan Richards is the CEO of Action for Results and is passionate about developing the people he works with. With a 25 year background in Sales, Leadership and Management, a serving National Leader of Governance, an MBA and now a Director of a Multi Academy Trust. Alan is committed to sharing best practice, knowledge and experience by challenging his learners to be the best leader they can possibly be.