Sales – The new face to face selling – the toolkit for todays environment

Course Duration is 1 Day

From: £425.00 Plus VAT (per person)

Have more than 2 delegates? Talk to us about our closed group courses.

Delivery Method

Open Public Courses – Virtual Delivery Only  Closed Group Courses – Face To Face and Virtual Delivery

Business Benefit

Many businesses have a sales team which includes face to face sales.  In todays environment these colleagues now need a new approach and a new set of skills.  This course allows the experienced sales person to build on their skills to be able to apply a robust set of new skills into their role.

Who Should Attend

Ideal for anyone who has previously sold face to face and now needs to adapt to the new way of working.

Learning Outcomes

Define the key challenges and solutions for the new environment
Discuss the differences between the old and new selling processes
Create a new approach for their clients
Work confidently on the telephone and virtual platforms

Course Content

‘Virtual is Vital’ : the key challenges of remote selling.
The psychology of buying – understanding this within a remote environment. Telephone and online.
The client is important.
First impressions. Build rapport. Being sensitive to client’s situation, especially during lockdown. Telephone or virtual.
Be positive. Words, tone and body-language (for virtual). Telephone or virtual.
Using compliments. Finding something good about the person on screen or on the phone.
Creating maximum engagement – providing value from the first minute.
Demonstrating your credibility by sharing fresh insights.
Ask relevant questions. Use either ‘Open’ or ‘TED’.
Listen carefully and demonstrating empathy.
Compelling dialogue: DIQ – Data, Insight, Question.
Involving clients in the telephone call or online presentation.
Dynamic visuals for online .
5% retention.  Focused, Rewarding, Memorable, Repeatable and Actionable.
Priming your key slides or telephone sales pitch.
Presenting your solution or product. FAB statements and Rhythm of Three.
Listening to and overcoming objections.
Closing on the up. Having appropriate online facilities to do this – simple documentation and virtual signatures.
Finishing the call or virtual meeting. The client is still important
Follow up and after-sales.

How to Book

Dates below represent open public courses only. To book this course, please select an available date and click the book now button below to complete the booking. Have two or more people to train – you may consider a closed group course. Contact us on [email protected] to discuss specific date and delivery requirements.


Measuring The Success


The purpose of your training is learning new skills and/or changing behaviour. We can help you measure this!

To evaluate how successfully the attendees are doing this, delegates can attend a Workplace Implementation session during the skills transfer period. The cost of the session is £595+VAT delivered virtually and lasts for 2.5 hours.

During the Workplace Implementation session the individuals will either on a 1-2-1 basis or as a group discuss the challenges and successes they have experienced during their skills transfer period.
This will include what they are doing differently as a direct result of the training and how this has positively impacted the organisation.
This is an excellent way to encourage the learning, support the skills transfer into the workplace and act as a measure to evaluate the training.

We compile this information into a report so that you have evidence of your return on investment.