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Preparing to sell

A three-day workshop.

Preparation is an important element of any sales approach. An invaluable workshop designed to lay out the ground rules of sales theory and practice before pitching your wares, often used to support salesmen with proven product knowledge but little sales exposure. A workshop designed to develop high performance using practical and proven methods.

Course content includes the following areas:

  • Objective Setting
  • Targeting
  • Activity Management
  • Analysis of activity required
  • Needs-based selling
  • Selling Skills
  • Action Planning


Workshop Objectives

  • To understand the principles of Performance Management in sales
  • To understand and apply objective setting, targeting and activity management
  • To be able to apply the principles of preparing to sell
  • To be able to explain the PROSPER model
  • To have practised effective listening and questioning techniques
  • To have an action plan to apply all of the learning in the workplace


The Benefits

Participants will use techniques for developing their skills in preparing to sell. At the end of the workshop, participants will:


  • Be able to explain the principles of Performance Management and how it impacts on sales
  • Be able to explain the principles of effective objective setting
  • Have a set of objectives and personal targets
  • Have analysed their activities and planned to optimise customer contact
  • Have conducted a ‘Know Your Customer’ exercise for each of their main accounts
  • Have reviewed the Buying Process in each of their main accounts
  • Be able to explain the Change Balance and its implications
  • Be able to list from memory the steps in the sales meetings management tool ‘PROSPER’
  • Be able to explain the keys to effective listening
  • Be able to list the eight questioning tools
  • Be able to explain the importance of rapport building in developing sales relationships
  • Have a detailed action plan to apply the workshop learning


Who should attend?

  • Sales Managers at all levels who want to improve their interpersonal skills
  • Sales Managers who want to motivate and build teams in the workforce.
  • Sales Managers aiming to increase their sales team productivity
  • Sales Representatives
  • Anyone in a client facing role