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Corporate
Coach Group

Master the Six-Step Sales Process and Win More Clients

Sales Training - The Power to Influence 1 day

Selling is a science. If you learnt the secrets of selling, you would make faster progress towards your financial goals. You need to be able to successfully sell what you do; this unique course will give you all the skills you need.

Available as live online training via Microsoft Teams, or as bespoke in-house training tailored to your organisation.

★★★★★
"I liked this course very much! It was made for all of my daily issues. Very good, no, excellent! The trainer's presentation was amazing, on our level at giving scenarios." - Graham Birnie, Premier Hytemp Ltd
Quality Training
Established 1997
6 CPD Hours
Delivery Options Upcoming Dates

Course Overview

What is Sales Training - The Power to Influence?

The morning session is built around the six-step sales process: introduction, investigation of customer needs, presentation, validation, confirmation (close) and gaining referral leads. Each step is examined in depth so that delegates understand not only what to do, but why each step matters and how it connects to the next. Unlike our communication skills training, which teaches clarity and persuasion across all workplace contexts, this course applies those principles specifically to the commercial selling environment, where the goal is to guide a buyer through a repeatable decision-making journey.

The afternoon session focuses on the people skills that allow you to put the six-step process into practice with real buyers. We examine how words, voice tone, body language and professional habits affect the way a buyer perceives you and your offer. The aim is to eliminate any habits that hinder the sale and replace them with professional behaviours that make it easy for the buyer to say yes. These skills also complement our negotiation skills training, which addresses the structured process of reaching commercial agreements rather than the selling sequence covered here.

Successful sales are not down to luck or personality. They are the result of repeating a tested cycle of six steps, supported by strong people skills. By the end of this course, delegates will have a clear, systematic approach to every sales situation and the confidence to apply it immediately on returning to work.

Core Skills

The Key Skills Covered

This course is built around six evidence-based skill sets that define the complete sales professional. Developing each of these enables you to take any buyer from initial contact to confirmed sale and beyond.

  1. 1

    The Six-Step Sales Process

    Learn the complete sales sequence: introduction, investigation, presentation, validation, confirmation and referral. Understanding each step and how it flows into the next gives you a repeatable system for turning prospects into clients, regardless of what you are selling.

  2. 2

    Prospecting and First Contact

    Discover how to identify sales prospects, make effective first contact and create a strong opening impression. A confident, professional introduction sets the tone for the entire sales conversation and significantly increases the likelihood of a buyer engaging with you.

  3. 3

    Customer Needs Investigation

    The most common sales mistake is talking about yourself before understanding the buyer. You will learn how to use targeted analysis questions to uncover your customer's specific needs, priorities and concerns, so that everything you present afterwards is directly relevant to them.

  4. 4

    Presentation and Validation

    Learn how to present your product or service in terms of the buyer's own needs and language. Validation is the art of replacing buyer doubt with confidence: addressing objections before they become deal-breakers and building the conviction that leads naturally to a positive buying decision.

  5. 5

    Closing and Gaining Referrals

    Confirmation (close) is gaining a clear commitment from the buyer. You will learn how to recognise buying signals and ask for the sale with confidence. The final step is gaining referral leads: asking satisfied customers for introductions to two or more contacts who may benefit from your service.

  6. 6

    Sales Communication Skills

    Underpinning the six steps are the communication skills that make a buyer receptive to your message: precise and positive language, vocal variety, professional body language, and the habits and attitudes that separate top sales performers from average ones. We identify and replace any habits that hinder the sale.

Who Is This Course For?

Who Should Attend This Sales Training - The Power to Influence Course?

Designed for anyone in a role where persuading others to buy, invest or commit is a key part of their work.

Sales Professionals

Build a structured, repeatable sales process to increase conversion rates and win more business consistently.

Business Owners and Directors

Take personal responsibility for new business development with a proven system for finding and converting clients.

Customer-Facing Staff

Learn how to guide customers through a positive buying experience that leaves them satisfied and likely to return.

New to Sales

Start your sales career with a solid theoretical foundation and the practical confidence to apply it from day one.

Also valuable for account managers looking to grow existing relationships, technical specialists who need to sell the value of their work to internal or external stakeholders, and managers responsible for coaching and developing a sales team.

Course Agenda

Sales Training - The Power to Influence Course Details

AM

Morning Session • The six-step sales process

The morning is dedicated to mastering the six-step sales process. You will learn each step in sequence, understand why it matters and practise applying it, so that by the end of the morning you have a clear and repeatable framework for guiding any buyer from first contact to confirmed sale.

We begin by establishing what sales actually is and why a systematic approach produces consistently better results than relying on instinct or personality. Sales is the art of persuading people to use your product or service rather than a competitor's; and like any art, it can be broken down into learnable skills and practised to a high standard. This session sets the foundation for everything that follows.
The six steps are: introduction (making first contact), investigation of customer needs (discovering how your offer may benefit the buyer), presentation (communicating your offer in a way that appeals to the buyer's specific needs), validation (replacing buyer doubt with confidence), confirmation (closing the sale) and gaining referral leads (asking satisfied customers for introductions to others). We explore each step in sequence and show how one leads naturally into the next.
The introduction is your first opportunity to establish trust and credibility. We cover how to approach a new prospect, open a conversation professionally and position yourself and your organisation in a way that makes the buyer want to hear more. First impressions form quickly and are difficult to reverse, so this step deserves careful attention and deliberate preparation.
Effective selling begins with finding the right people to approach. We examine methods for identifying potential buyers, qualifying prospects before investing significant time in them, and building a structured pipeline so that you always have new opportunities in progress. A steady flow of well-qualified prospects is the foundation of consistent sales performance.
Investigation of customer needs is perhaps the most neglected step in the sales process. Most sellers talk too much about themselves and too little about the buyer. You will learn how to use a structured sequence of open questions to uncover the buyer's specific situation, needs, priorities and concerns before you say anything about your own product or service. This transforms your subsequent presentation from a generic pitch into a precisely targeted conversation.
Once you understand the buyer's needs, you can present your product or service in terms that are directly relevant to them. We cover how to structure your presentation, how to link every feature of your offer to a specific benefit the buyer has already identified as important, and how to communicate with clarity and conviction so that the buyer can see the value you are offering.
Validation is the art of removing fear from the mind of the buyer and replacing it with confidence. Buyers often experience doubt before committing to a purchase; this is natural and predictable. You will learn how to anticipate common objections, address them proactively and use social proof, guarantees and logical reasoning to build the buyer's confidence to the point where a positive decision becomes the natural next step.
Closing is simply asking for and gaining a clear commitment from the buyer. Many sales professionals avoid closing because they fear rejection, but a well-executed close is a natural conclusion to a well-conducted sales conversation. You will learn how to recognise buying signals, choose the right moment to ask for the commitment and handle the situation confidently regardless of the buyer's initial response.
The final step of the sales process is often overlooked entirely. A satisfied customer is the best possible source of new business. We cover how and when to ask for referrals, what to say so that the request feels natural rather than pressured, and how to aim for at least two referral introductions from every completed sale. Systematic referral generation creates a self-renewing pipeline that reduces your dependence on cold prospecting.
PM

Afternoon Session • Sales communication and people skills

The afternoon focuses on the people skills that allow you to put the six-step process into practice effectively. We examine how words, voice tone, body language, habits and attitude affect the way a buyer perceives you, and work to eliminate any behaviours that hinder the sale and replace them with professional skills that make it easy for the buyer to say yes.

Sales communication skills are the personal and interpersonal skills that allow you to apply the six-step sales process with real buyers in real situations. They include the use of precise and positive language, vocal variety, professional body language, good personal habits and a constructive attitude. These skills determine whether the buyer experiences you as credible, trustworthy and worth listening to.
The words you choose have a powerful effect on how a buyer responds to you. Certain words and phrases create resistance, doubt or a negative impression; others build confidence, trust and a positive buying mindset. We examine the most common verbal mistakes in sales conversations and show you how to replace them with language that keeps the buyer engaged and moving in a positive direction.
Words carry meaning; voice tone carries emotion. Research consistently shows that how you say something has a greater impact on the listener than the words themselves. We explore how pace, pitch, volume, emphasis and pausing affect the way your message is received, and give you practical techniques for using your voice to convey confidence, enthusiasm and credibility.
Body language communicates your attitude and state of mind before you have spoken a word. Buyers are highly sensitive to non-verbal signals, even when they are unaware of it. We cover the elements of professional body language in sales situations: posture, eye contact, facial expression, gestures and personal presentation. The goal is to ensure that your non-verbal signals reinforce rather than undermine your verbal message.
Consistent sales performance is the result of consistent professional habits. We examine the daily behaviours and routines that separate high-performing sales professionals from those who get inconsistent results. These include preparation habits before each sales conversation, follow-up discipline after it, and the record-keeping and pipeline-management practices that ensure no opportunity is lost through neglect.
Attitude is perhaps the most underestimated factor in sales performance. A genuinely positive, solution-focused attitude is infectious: buyers pick it up immediately and respond to it. Conversely, a cautious, apologetic or negative attitude creates resistance even when the product is excellent. We explore how to develop and maintain a constructive attitude, particularly when dealing with rejection or difficult buyers, and how this directly affects conversion rates.
The final session of the day brings together the morning's six-step process and the afternoon's communication skills into a structured practice session. Delegates work through realistic sales scenarios, applying the techniques they have learned and receiving feedback. The day closes with an individual action plan: each delegate identifies the three to five changes they will implement immediately on returning to work, with a clear timeline for doing so.

Availability and Pricing

Delivery Options

Choose the delivery format that best fits your schedule and team.

All options deliver the same high-quality content.

Online Live Training

£350 +VAT

per delegate

Interactive live sessions delivered via Teams using our superior green-screen technology.

  • Same content as face-to-face
  • Learn from home or office
  • Delivered via MS Teams
  • Laptop or tablet with webcam
View Online Dates

Bespoke In-House

£2250+VAT

per training day

We come to you. Training delivered at your premises, tailored to your team's specific needs.

  • Your premises or online
  • Tailored to your organisation
  • Dates to suit your schedule
  • We can train in your timezone
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All Our Training Includes

Full 1 day of expert training delivered by an experienced trainer
CPD-endorsed course: 6 CPD training hours (plus 2-3 additional hours via post-course online learning)
Full digital interactive course notes
Official training certificate
Access to free additional training material via our post-course portal
3 months of free telephone coaching while you implement your learning

Questions? Call 020 3856 3037 or 01452 856091

Upcoming Dates

Next Available Course Dates

View All Course Dates

No upcoming dates are currently listed.
Please get in touch to enquire about availability.

Contact Us

Frequently Asked Questions

Course FAQs

You can book directly online via our course dates page, call us on 020 3856 3037, or make an enquiry and we will call you back. We accept payment by BACS, cheque or credit card. Once booked, you will receive a confirmation email with full joining instructions.
Yes. We can deliver this course exclusively for your team at your premises or online, on dates to suit you. Bespoke in-house training is priced per day rather than per delegate, making it cost-effective for groups of four or more. We can also tailor the content to address your organisation's specific challenges.
Every organisation depends on revenue, and revenue depends on sales. Yet most people in customer-facing or business development roles have never been taught a structured sales process; they rely instead on instinct, trial and error or informal habits picked up from colleagues. Sales training replaces guesswork with a proven system. It gives delegates a repeatable method for finding prospects, understanding their needs, presenting value compellingly and asking for the commitment. The result is more consistent performance, higher conversion rates and greater confidence in every sales situation.
The most effective way to improve sales skills is to understand and apply a structured sales process rather than relying on personality or improvisation. Focus on the following six areas:
  1. Prospecting consistently rather than only when your pipeline runs dry.
  2. Investigating the buyer's needs thoroughly before presenting your offer.
  3. Presenting your offer in terms of the buyer's specific needs, not generic features.
  4. Handling objections with factual, calm validation rather than defensiveness.
  5. Asking for the commitment clearly and at the right moment.
  6. Requesting referrals from every satisfied customer as a standard final step.
This course gives you the specific techniques to develop all six of these skills in a single day.
Yes, the training is highly interactive. Sessions include group discussions, exercises, case studies and individual action planning. The trainer actively teaches expert content rather than simply facilitating discussion, so delegates leave with structured knowledge they can apply immediately. The style is engaging and practical throughout.
The best close is a natural conclusion to a well-conducted sales conversation. If you have invested time in understanding the buyer's needs, linked your presentation directly to those needs and addressed any doubts through validation, asking for the commitment becomes straightforward rather than awkward. The key is to recognise the buyer's buying signals, choose the right moment, and ask for the decision clearly and directly. On this course you will practise several confirmation techniques and learn how to handle different buyer responses with confidence.
Delegates come from a wide variety of roles and industries. Many are experienced sales professionals who want to refine their approach and build a more consistent process. Others are business owners or directors who need to take personal responsibility for business development. A significant number are people who have moved into customer-facing or account management roles without ever having been formally trained in sales. All delegates leave with a practical, systematic framework they can apply immediately, regardless of their starting point.

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On This Page

  1. 1 Course Overview
  2. 2 Key Skills
  3. 3 Who Should Attend
  4. 4 Course Agenda
  5. 5 Delivery Options
  6. 6 Upcoming Dates
  7. 7 FAQs

Book This Course

Online Live Training £350 +VAT
Bespoke In-House £2250 +VAT/day
Book Open Course Enquire About In-House

Questions? Call us on

020 3856 3037
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Customer Reviews

What Delegates Say About This Course

Trustpilot
Read Our Customer Reviews
★★★★★

"The course content was appropriate and engaging to the audience. The key areas of consideration I found to be on point with my own development. The trainer was knowledgeable and engaging. Taking note of peoples' conversations and including them in his own explanations."

Matt Reader

Turn IT On

★★★★★

"The course was very informative and lots of information that I can use in my job role. The trainer was really good, engaging and knew the content well."

Chris Woodward

Turn IT On

★★★★★

"The two days were simply brilliant; content and delivery were spot on. Well worth the time, and which will help me, my company and my team. This will also help in my personal life. Trainer's presentation was truely professional."

Nick Baker

Pacific West Foods

Ready to Win More Sales with a Proven System?

Enrol on our next live online session, or speak to us about tailored in-house delivery of this sales training course for your team.

Book Open Course Enquire about In-House

Or speak to a member of our team directly:

020 3856 3037 01452 856091