The Fundamentals of Selling

JULY 26 2022, 09:00 - 16:00 (including breaks)

The most effective sales people learn to qualify opportunities well, look at the Prospect's unique requirements and handle objections and challenges positively. They understand and build their approach around the sales fundamentals. 

In order to be effective at selling and enjoy great results it's vital to have a thorough knowledge of the process and how each step increases conversion.

This full-day course is designed to equip delegates with the initial knowledge to start to develop confidence and gain the skills they will need to learn and apply the fundamentals of selling. This course is also suited for delegates who wish to refresh their knowledge of sales fundamentals.

Course Overview:

  • ​Planning & Preparation: Ourselves, The Interactions & Calls, Self Managing Productivity.
  • How to Stay Resilient: Maintaining a Positive Mindset, Powerful Techniques to Increase Sales! Why self-development is critical to success!
  • Understanding Conversion Rates
  • What Makes an Effective Salesperson & The Use of Confidence Inspiring Vocabulary.
  • Effective Sales Admin & E-Mail Etiquette: Getting responses to enquiries, quotes & proposals
  • An overview of Social Selling
  • Managing Gatekeeper Expectations
  • Navigating to Decision Makers
  • Creating Compelling Conversation Starters
  • Effective Question Techniques: Open, Probing, Power, Closed, Decision Making.
  • Developing Active Listening Skills
  • Communicating Value through Features and Benefits
  • Closing Skills including closing on next action, setting up appointments
  • Why People Object & Objection Handling Skills
  • Effective Follow Up - how to ensure productive advancements and minimise radio silence


Booking form

Booking authorised by:
Delegate 1
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£295 + VAT per person (members)

£395 + VAT per person (non-members)

An Invoice will be generated by our accounts department once we receive your booking form. Please select which method of payment you would prefer:


For payment or to register more delegates, please contact:

Shelly Bridgnell on +44 (0)20 8773 5521 or email


TERMS & CONDITIONS: This booking form confirmation constitutes ‘acceptance of our course booking terms’. Payment for any training course is due on receipt of the invoice. Cancellations must be made within a minimum of 10 working days prior to the training course date, after which payment is required in full. Similarly, refunds of fees cannot be issued unless notice in writing is received a minimum of 10 working days prior to the training course. All cancellations will be subject to a 25% (+VAT) fee to cover administrative expenses. 

It may be necessary, for reasons beyond the control of the PPMA Ltd, to change the content, timing, speakers and/or date of the seminar, course and/or programme.