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    Other Courses: High Performance Selling Techniques

    Certificate Approved by WWISE
    Course Duration
    6 weeks
    12 months access

    Course Summary

    Every course is broken down into bite-size chunks – manageable modules that will help you assimilate and apply your knowledge in record time. Our courses are pointed for the current market, simple and sharp like the tip of an HB pencil. You’ll be able to study online from anywhere in the world, in your own space, at your own pace, guided by our industry experts. With our practical and business-relevant material, you’ll be given hands-on tools to help you deal with real-world scenarios.

    Who Should Attend?

    • Those that are working in sales and want to improve their on the-job selling skills and move their performance up a notch.
    • Those that want to become a respected, competitive salesperson in a high-performance selling environment.
    • Those wishing to set themselves up as a future candidate for a future sales management role.

    Course Objectives

    • There is only so much time in a day. Self-management is therefore an important skill, which in a sales context includes setting objectives and using resources successfully. Add to that the setting of goals which provide direction to the salesperson.
    • Critical skills involve the ability to locate individuals and organisations that have the money, authority, and the desire to purchase the company’s products and services. Since people tend to do business with the people they know, another useful skill is that of building a network of people from which to prospect and gain referrals.
    • There are some best practices that you will learn in this course to improve your chances for getting referrals as well as some modern sales techniques such as using LinkedIn to connect directly with and gather information on companies and prospects, as well as develop relationships with decision makers directly.
    • Once you master your prospecting skills, you will move on to methods you can use to get your prospect to participate in your presentation. Handling objections is one of the biggest challenges that salespeople face.
    • Ironically however, prospects who present objections are the ones that are more easily sold on your product. By the end of this course you will welcome objections and will be able to answer them to the prospect’s satisfaction.
    • You will also learn how to read a prospect’s buying signals during the selling cycle, how to ensure a lasting customer relationship is formed and actions you can take to win back a customer.
    • Once you have applied the practical skills you have been armed with; you will no doubt have your eyes on a management position.
    • That’s why in the last module we have included content on how to make your transition from salesperson to sales manager and what you will need to know when you do.

    Course Modules

    Time, territory and prospecting planning

    • Time, territory and self-management
    • Prospecting in action: Part 1
    • Prospecting in action: Part 2
    • Prospecting using technology

    Presentations, objection handling and closing in action

    • Elements of a great presentation: part 1
    • Elements of a great presentation: part 2
    • Practical techniques for meeting objections
    • Practical approaches to selling

    Service and follow-up for customer retention

    • The importance of service and follow-up
    • Customer retention
    • Turning follow-up and service into sales
    • Handling returns and complaints fairly

    Managing and leading a sales force

    • Moving from salesperson to sales manager
    • Functions of sale management
    • Sales force training
    • Introduction to motivation, compensation, leadership and evaluation of sales people


    • Improve your on-the-job selling skills
    • Becoming a respected, high performance salesperson
    • Position yourself as a candidate for a sales management role
    • This course leverages best practice and provides you with a sound understanding of practical selling skills using tried and tested methods.


    Certificate of Successful Completion – On completion of your short course, you’ll be awarded a certificate that’s approved by the IMM Graduate School and our respective partners, recognising the skills and key competencies you’ve developed along the way. This certificate can be used to document your commitment to continuing professional development in your personal portfolio (including your LinkedIn profile or CV), or to provide evidence to employers or other Export Financial Risk Management professional bodies of your achievement. Moreover, you’ll be better equipped to face workplace challenges, enhance your professional performance and, thereby, boost your career