Sales Training for Non Sales People

Target Audience

This one-day sales for non-sales people training course is suitable for those who need to understand the sales process and underlying skills and behaviour.

Course Aim

  • This one day basic sales training introduces participants to tools and techniques for selling in a way that makes it easy for buyers to buy. It also builds delegates’ confidence when making the initial contact with the potential client or customer.
  • To underpin our training, we help participants to understand the psychology and principles of buying and selling.

Course Objectives

By the end of this introductory one day selling skills training course, the participants will have:

  • Recognised their beliefs about selling
  • Created a great first impression and professional opening to a sales conversation
  • Demonstrated how to listen effectively and to ask questions to uncover needs and opportunities
  • Practised introducing services and products as benefits to meet the customer needs

Course Overview

  • Introduction to selling
  • Perceptions and beliefs about selling and sales people
  • Understanding the sales and buying cycle
  • Stages of the consultative sales model

Opening a sales discussion

  • Purpose of the discussion
  • Key elements of the opening
  • Practise in small groups

Uncovering needs – listening

  • Barriers to listening and active listening
  • Listening skills practise

Uncovering needs – questioning

  • Types of questions, questioning funnel
  • Questioning skills practise

Proposing a solution

  • Meeting a need
  • Features and benefits

Personal preparation and practise

Applying customer contact model

Applying the learning and next steps

  • Review of learning, action planning and activity
  • Sales training course feedback

 The sales skills training will be supported with:

  • An optional participant pre-course questionnaire and/or pre-course reading introducing basic sales techniques for non-sales people.
  • A workbook with selling tips, techniques and space for personal notes


We hope you will profit from our experience as we will:

  • Help provide a structured approach to Sales
  • Help you implement new ideas that will add value
  • Learn how to practice with your fellow delegates

Most importantly make this a fun and interactive training programme and to give the tools and confidence to successfully to use social media and build stronger relationships with clients and prospects