Tel: 0844 394 8877

Boulden Management Consultants

Sales Skills  >  Half-Day Courses

Core Sales Skills

Boulden Management Consultants

The sales skills ‘toolbox’

Half Day Course

Course Brochure Download
Core Sales Skills brochure
  • Realise the importance of questioning strategies
  • Analyse different types of influencing tactics and when to use them
  • Be confident when talking with customers


Some people find it easy to engage with customers and to discuss their product in a natural, enthusiastic way. Most people, however, feel somewhat uncomfortable when attempting to sell their services, especially to new clients. However, as with most activities, there is a tried and tested set of approaches and techniques that make selling relatively straightforward. This workshop considers the elements involved in making a connection with a customer, understanding their issues and explaining how a product or service represents a good solution to their ‘problem’. These core sales skills can be learned quickly and easily, and form the bedrock of effective influencing and persuasion.

Learning objectives

By attending this highly interactive and practical half-day course you will:

  • Understand why people buy from you
  • Learn how to uncover a customer’s needs
  • Develop the ability to build rapport with clients
  • Master tools for overcoming objections
  • Appreciate how to present your product in a compelling way

Who should attend?

This course is ideal for people who need to win business in a competitive environment. It works well for people who are new to selling, or those people who have not had formal sales training, or who want some refresher training.



Developing a Sales Mind-set

Appreciating what it takes, in terms of personal qualities, to be effective in a sales role. Being confident and positive when engaging with customers.

Pairs exercise: assessing your attitude to selling

Understanding Client Needs - Logical Levels

The Logical Levels process is concerned with asking high quality questions that map out precisely the customer or prospect’s needs and requirements. This skill set of ‘precision questioning’ is at the heart of effective selling.

  • The Logical Levels concept
  • Moving up logical levels
  • Moving down logical levels
  • Moving across logical levels

Pairs exercise: conducting logical levels interviews

Influencing Skills ‘Toolbox’

Covering the vital sales skills that research shows are key to effective ‘selling’.

  • The Redefine Technique
  • Conditional Close
  • Behaviour Labelling
  • Summarising
  • Matching and Leading Values

Pairs exercise: practicing sales influencing skills

Explaining Value

How to explain clearly and concisely to a Decision Maker how you can ‘add value’ to them and their organisation.

  • Value Propositions
  • Case Studies and Social Proof

Group exercise: developing case studies



Feedback is based upon peer review using Boulden assessment checklists. Completing the Boulden assessment checklists is not only valuable to the people involved in a given role-play or case study, it also helps those completing them to gain an in-depth understanding of the building blocks that make up effective sales behaviours.

Remote Training

All of our workshops can be delivered as Remote Training via e-learning modules plus Zoom based virtual workshops. Please see our Virtual Training page for more information.


Further information on this course is available by contacting
Boulden Management Consultants:
via our Contact form
Tel: 0844 394 8877