This immersive, trainer-led course moves beyond the 'hard sell' to teach participants how to identify genuine customer needs and present added-value solutions that increase revenue and profitability. By balancing theory with high-energy role-play, delegates will leave with the confidence to turn every interaction into an opportunity for growth.
What if every conversation could boost your bottom line?
This one-day course transforms how you sell — teaching you to spot real customer needs and offer solutions that feel helpful, not pushy. You’ll learn to upsell and cross-sell ethically, read buying signals, and handle objections with confidence — turning every interaction into a chance to grow revenue and strengthen relationships.
Walk away with practical skills you can use immediately, backed by theory and high-energy role-play.
Available as an open course, closed group session, or one-to-one coaching, it counts towards six CPD hours.
To find out more, contact us at lets talk at e q v dot co dot uk.
Counts towards 6 CPD Hours1 Day9:00 - 5:00 for GroupsOpen Public & Closed Group
Please reflect on one or more of the questions below and come prepared to discuss your responses during the session.
Self-Assessment: On a scale of 1–10, how would you rate your current skill level in this subject? What factors influenced your rating?
Development Focus: Identify one specific behaviour, skill, or capability you would like to improve or develop further.
Relevant Examples: If possible, bring one or two relevant examples or scenarios from your experience that you would be willing to share with the group.
What You Will Learn
Clearly distinguish between upselling and cross-selling and apply both ethically.
Identify verbal and non-verbal 'buying signals' to time offers perfectly.
Structure a value-based pitch that justifies the additional cost to the customer.
Handle objections to upsells with confidence and grace without damaging the sale.
Apply the 'Need-Value-Price' triad to build logical and profitable offers.
Master specific language patterns and closing techniques for add-on sales.
Analyze customer psychology to overcome the 'pushy' stigma effectively.
Create immediate changes to increase average transaction value in daily work.
Your Post-Course Challenge
Within 7 days, identify one specific upsell opportunity in your daily routine.
Apply the 'Need-Value-Price' triad to structure your pitch for that opportunity.
Track the result and reflect on how the customer responded to your value-based approach.
Counts Towards 6 CPD Hours
This course contributes 6 hours of Continuing Professional Development. Delegates can log these hours as evidence of structured learning for professional bodies and employers.
This course is designed for professionals who regularly interact with customers and want to increase revenue through ethical, value-driven add-on sales. Whether you're new to sales or looking to refine your approach, it provides practical skills to enhance customer conversations and boost transaction value.
This course is ideal for:
Retail assistants seeking to confidently recommend complementary products during customer interactions
Account managers aiming to deepen client relationships by identifying and addressing unmet needs
Customer service advisors who want to turn support calls into opportunities for helpful suggestions
Hospitality staff looking to enhance guest experiences while increasing spend through thoughtful recommendations
Field sales representatives needing to maximise every visit with relevant, customer-focused upsell and cross-sell techniques
Team supervisors who wish to coach their teams in ethical add-on selling practices that build trust and loyalty
No prior experience needed
This course is accessible to individuals at all experience levels — from those just starting in customer-facing roles to seasoned professionals wanting to update their approach. No prior sales training is required, only a willingness to learn and apply new techniques in real-world situations.
What you will take away
Delegates will leave with increased confidence in identifying customer needs and presenting relevant add-on solutions that feel helpful, not pushy. You’ll gain practical tools to increase average transaction value ethically, strengthen customer relationships, and apply consistent, profitable behaviours in everyday interactions.
For Groups & Teams
We can deliver this training session in several ways to suit your organisation’s needs:
Open Public Course
Join delegates from other organisations on a scheduled date
Closed Group
Exclusively for your team, using your real scenarios
In Person
Face-to-face at your premises or a venue of your choice
Virtual
Live, interactive online delivery via Teams or Zoom
One-to-One Coaching
Personalised sessions tailored entirely to you
Have two or more people to train?
You may want to consider a closed group course. Benefits include:
Cost effective for teams
Choose a date to suit you
Customise content and timings
No minimum delegate numbers
Uses your real-world scenarios
Builds shared language in your team
Contact us on [email protected] to discuss specific dates and delivery requirements.
How Our Tutor-Led Courses Are Delivered
Before the day
Delegates are given pre-work to complete before attending. This ensures everyone arrives with relevant context and real scenarios from their own experience, so learning is immediately relevant and actionable from the first minute.
On the day
Our sessions are participative and highly interactive. We don’t do “death by PowerPoint” — instead, the day includes a variety of engaging activities throughout:
Real-world casework using your scenarios
Practical hands-on exercises
Real Play (not role play) simulations
Peer learning and group discussion
Case studies and scenario work
Facilitated discussion and structured reflection
What you leave with
Participants leave with:
Practical tools — frameworks and models you can use straight away
Clear action plans — specific next steps tailored to your role
Greater confidence — built through intensive, realistic practice
Skills you can apply immediately — not theory, but techniques tested during the day
After the day
Post-session measurements and a 30-day challenge ensure that learning is embedded and behaviour change is sustained.
Key Features
Course Duration is 1 Day
Engaging tutor led event
Comprehensive course materials
Certificates of attendance
Access to Customer Portal (course bookers)
Course Guarantee
Priced per delegate per day for open public course
£449.00 Plus VAT
Can’t see a suitable date? Please request a date here
Payment available via all major credit cards or Invoice. All options available during the online booking process.
