Sales Skills & Mindset
Duration |
3-Day Intensive Workshop | Classroom
Three days to turn a skill into a habit
Overview
A focused intensive workshop for sales teams with existing floor experience or limited capacity for a longer programme. Participants strengthen call mechanics, rapport and objection handling while developing resilience, self-management and greater ownership of personal performance under real sales floor pressure.
Learning Objectives
Sharpen sales call execution: Apply a consistent approach to call structure, rapport-building, and objection handling.
Maintain composure under pressure: Use practical techniques to reset after difficult interactions and carry positive momentum into the next call.
Take ownership of performance: Interpret personal performance data, recognise improvement opportunities, and take responsibility for progress.
Turn skills into habits: Translate learning into repeatable behaviours that can be applied consistently during live sales activity.
Learning Outcomes
By the end of the course, participants will be able to:
Apply core sales techniques: Demonstrate effective call structure, objection handling, rapport-building, and personal reset techniques during live sales interactions.
Strengthen resilience and self-management: Recognise the difference between customer rejection of an offer and personal rejection, using practical techniques to maintain composure.
Evaluate sales performance: Review personal and peer call performance against defined quality standards to identify strengths and improvement opportunities.
Create a personal improvement plan: Develop an objection-handling playbook and set a focused weekly performance goal to support ongoing development.
Learning Challenges vs. Learning Impact
This table connects common sales-floor challenges with the learning impact, highlighting how structured calls, stronger objection handling, effective recovery techniques, and performance ownership can support more consistent results.
Learning Challenge | Learning Impact |
Unstructured sales conversations: Calls may lack a clear progression, making it difficult to guide the customer towards a meaningful outcome. | Improve call flow: Apply a consistent structure that keeps conversations focused while creating stronger customer rapport. |
Objections treated as a dead end: Agents may struggle to progress conversations when customers raise objections. | Build objection-handling confidence: Apply practical approaches to respond to objections more confidently and constructively. |
One bad call affecting the next: A difficult interaction may negatively affect an agent’s subsequent performance. | Develop a personal reset routine: Apply a practical recovery approach to regain focus and direct the next call effectively. |
Low ownership of personal performance data: Agents may not consistently use their own performance information to identify areas for improvement. | Strengthen performance ownership: Analyse personal performance data and set specific improvement goals to support ongoing performance development. |