Practical Sales Skills

Course Description

The core aim of these sales skills training course materials is to provide learners with a set of tools that can be practicably used in their role as salespeople.

The skills provided are simply a collection of valuable methods of achieving sales. There are many tips and techniques that will be incredibly useful and will help learners personally develop a successful sales approach whilst enhancing their performance.

The skills have been produced from many years of experience in sales and have been tried and tested in a business environment.

Learning Objectives

At the end of this course, learners will be able to:

  • Explain what sets the best salespeople apart
  • Follow set personal goals to sales success
  • Use a series of practical sales skills to increase their selling potential
  • Practically apply these skills to their sales role

Option 1:
If you just want to take this course without the test or certificate, just pay US$90.

If you wish to take this course + online test + receive a Certificate of Completion from the Institute of Commercial Management (ICM) United Kingdom + shipping cost of the certificate, the total cost is US$120.

If you wish to retake your online course test – the total cost is $60.
If you pass your test – you will receive your Certificate with no additional cost.

This course is designed for online study/ distance education/ home-based learning. A student dashboard is provided in the student’s account log-in to monitor progress. A downloadable PDF format will also be available to the learners for offline study.

Duration: 1.5 days

  • Announcements: Student's Dashboard
  • Email Support: Throughout the duration of the course, should you have any question or concern, feel free to message us.
  • Feedback/Response Time: 1-3 days

At the end of the entire course, an examination in a multiple-choice format will be given that will cover the entire programme. This assessment is between 30-50 points.

A 70% passing rate of the assessment exam is needed to get the course certification.

  • Internet Access
  • Student Dashboard Login: Personal Username and Password

The Perfect Salesperson
What makes a perfect salesperson? An exercise which helps the learners appreciate that they need to develop further

Goal Setting
Why and how to set personal performance goals. Followed by an exercise on setting these goals

Build Trust
Developing trust and rapport with a prospect and understanding why this is crucial to their success.

Ask the Right Question
Developing questioning skills and realizing that it is often questions that will develop sales rather than a just a good pitch. With example questions

Engage the Customer
Understanding the life time value of a customer, serving them better and ensuring they perceive the value of the relationship

Be Specific
Adapting their approach to suit the individual customer with an activity related to identifying the specific benefits to the customer

Make Your Customer Smarter
Realizing that customers are now more willing to be educated on products and services and often have already researched prior to the sales conversation. How to deal with this with regards the participants specific products/service

Maximize Your Efficiency
Learning from missed sales and developing further skills to overcome this

Catch Yourself Doing it Right
You can learn from good stuff too!

Know Your Products
An in-depth look at specific products and how to educate themselves in order to maximize sales through product knowledge

Develop a Competitive Advantage
A series of questions that will put the learners one step ahead of the competition

Handle Objections
Identifying typical objections and preparing responses to them in order to practice until they are welcomed with open arms. Also includes set techniques to overcome objections

Ask for the Business
Ensuring the learners can spot buying signals and know how to respond to them in order to lead the prospect to close. Specific advice on closing questions

Follow Up After the Sale
Ensuring that the complete sales process is seamless and the learners understand their responsibilities regarding creating an exceptional customer experience


  • Part 1: Practical Sales Skills
  • Part 2: Practical Sales Skills
  • Part 3: Practical Sales Skills

Certified and Accredited by ICM (Institute of Commercial Management, United Kingdom) and CPD (Continuing Professional Development, United Kingdom).

ICM and CPD certifications mean your skills meet international requirements for company compliance programmes regarding continuing professional development.