Training Course

Learning format
Virtual

Course Date and Time
9th July 2026 - 09.30am-16.30pm

Course duration
1 Days

Further development opportunities
• Sales Training for Sales Representatives


Course overview
This engaging and interactive workshop explores the fundamental skills for internal sales staff that are essential in the modern marketplace.
Elements of ‘Increasing Sales on the Telephone’ and ‘Maximising Margin’, both BMF courses in their own right, are included in this highly popular course.

Who would this benefit?
Any member of an internal sales team.

Objectives
• Assist individuals to fully appreciate the reasons customers choose their merchant of choice, and to confirm that price is only one of the factors involved.
• To help staff understand and deal with different types of customer, whilst being aware of their own character type and negotiation style.
• Increase confidence when negotiating and when handling difficult situations. Provide practical assistance to become a sales person and to not just be an order taker.

Course content
• What customers really want from their merchant of choice
• What your prices represent and how they reflect the market reputation your business has been built upon
• The importance of understanding the difference between ‘mark up’ and ‘margin’
• The Perception of Value’ and why this is subjective, and not making pricing decisions according to your own perceptions
• ‘Pushing and Pulling – Practical negotiation skills, how to hold firm when asked for a better price, and knowing when and how to discount effectively
• Understanding customers better utilising Character Type Recognition
• Recognising your own Character Type and how this will affect your selling style and how people react to you
• Handling objections and asking for the order confidently but without being pushy
• Following up quotes by the use of intelligent questioning and not simply chasing customers for an answer
• Verbal and non-verbal communication skills including the use of body language
• Dealing with complaints and difficult situations in a confident and assertive manner.

The above is not an exhaustive list of content and where possible, we are happy to amend and alter this course to meet specific needs.

If you require any more information please contact Suzanne Millward at [email protected] 07562954496

The cost of this course for 1 day will be £300 + VAT.

Cancellation Policy:

We regret that cancellations cannot be refunded after 14 days prior to the event, although delegate names may be substituted at any time.