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Sophie S Taylor

Sales Excellence Programme

Through immersive workshops and collaborative learning, we help teams strengthen consultative selling capability, shift from transactional selling to facilitating buyer decision-making, and improve commercial performance.

Sales Training Courses

Sales Skills Development 

The 9-Step Selling System is a comprehensive sales development programme designed for frontline sales professionals, account managers, and business leaders who want to strengthen commercial performance and improve their ability to win new business. Many sales teams still rely on repetitive sales processes that fail to engage modern buyers effectively. This programme challenges traditional approaches by helping participants understand how to build credibility, create value, influence decision-making, and guide buyers through confident purchasing decisions.

Built around facilitating buying experiences, the programme shifts the focus from transactional selling to peer-to-peer commercial conversations that position your solution as the answer to a recognised business need. Led by experienced sales professional, workshop facilitator, and consultant Sophie Taylor, the programme combines 35 years of practical sales experience with immersive workshops, collaborative learning, and proven techniques for navigating buyers, stakeholders, and complex sales environments.

The programme is designed to expand commercial awareness, strengthen sales capability, and develop the behaviours associated with professional consultative selling—helping individuals and teams build confidence, improve performance, and raise their game.

FAQs

  • The programme is designed to strengthen sales capability, improve commercial performance, and help participants develop the confidence, behaviours, and practical skills associated with professional consultative selling. Through immersive facilitated workshops and collaborative learning, individuals learn how to engage buyers effectively, create value, and support sustainable business growth.

  • The programme is designed for frontline sales professionals, account managers, business development teams, sales leaders, and business owners who want to improve sales effectiveness, strengthen customer engagement, and develop a more consultative approach to winning business.

  • Consultative selling focuses on understanding customer challenges, creating value, and guiding buyers through informed purchasing decisions rather than relying on transactional sales techniques. The programme helps participants develop customer-centric sales behaviours that strengthen credibility, improve engagement, and support long-term commercial success.

  • The programme is delivered through immersive facilitated workshops, collaborative learning activities, practical exercises, large-format visual frameworks, and structured discussions designed to encourage participation, strengthen commercial awareness, and improve sales capability in real-world business environments.

  • The programme covers a wide range of consultative sales and commercial development topics, including buyer behaviour, communication and influence, sales process management, questioning techniques, value creation, stakeholder engagement, negotiation, account management, customer onboarding, and long-term relationship development.

  • Participants gain practical consultative selling methods, customer engagement techniques, communication frameworks, and commercial development tools that can be applied immediately within their role. The programme helps individuals strengthen confidence, improve buyer conversations, manage opportunities more effectively, and support sustainable sales growth.

  • Yes. The programme can be tailored to your organisation's sector, commercial priorities, customer environment, sales maturity, and business development objectives. Workshops, facilitation methods, exercises, and examples can all be adapted to reflect your business situation and sales challenges.

  • The programme can be delivered onsite at your organisation, at external venues, or as part of leadership retreats and facilitated workshop events across London and the UK. Support can also include workshop resources, facilitation materials, room set-up, and collaborative learning environments designed to maximise engagement and participation.

Course Content

  • Personal Success Factors

    • Role

    • Goals

    • Sales Skills Assessment

    • Mindset, Impact and Influence

    • Neuro Linguistic Programming

    • Emotional Intelligence

    • Purpose

    • Facilitation 

    • Resilience

    • Thoughts on Proposals

  • Understanding Buyers 

    • Buyer Types

    • Buyer Willingness

    • Decision Makers

    • Buying Vs Selling Process

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    Establishing Credibility, Trust & Rapport

    • Positioning Your Brand

    • Opening a Meeting

    • Personality Types

    • Body Language
       

  • Clarifying The  Buying Agenda

    • Questioning and Listening 

    • The Decision-Making Process

    • The Symptoms and Current State

    • The Pre-Sales Conditions

    • Qualification and Fit

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    Summarising Back 

    • Playing Back Your Understanding

    • Gaining Agreement To Proceed

  • Presenting A Solution

    • Solution Matching

    • Proposal Content

    • Creating Value

    • Proposal Presentation

    • Handling Objections

    • Handling Requests

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    Closing The Sale

    • Closing Techniques

    • Negotiation

    • Understanding Procrastination

  • Follow Through

    • Delivering On Your Promise

    • Internal Action Planning

    • Managing The Process

    • Customer Onboarding

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    Account Management

    • Account Planning

    • Identifying Accounts With Potential

    • Stakeholder Mapping

    • Pre course consultation

    • Facilitator

    • Tools

    • Posters and templates

    • Workshop materials

    • Photographic record of the event

    • Certificates

    • Facilitator travel

    • Facilitator accommodation

    • Post course follow-up

    • Venue hire

    • Lunches or refreshments

    • Accommodation for your team

    • Please contact us to discuss the venue you want to use as it will need to fit our requirements

    • We can arrange venues (at additional cost) please contact us

A Note From The Programme Director

The methods and techniques featured in the 9-Step Selling System have been developed and refined over 35 years of practical sales experience across multiple industries and international markets. This immersive five-day programme combines consultative sales methods, customer-centric thinking, and real-world commercial insight to help participants strengthen sales capability and improve performance.

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Built around facilitating buying experiences rather than transactional selling, the programme helps individuals and teams build credibility, create value, influence decision-making, and navigate complex sales environments with confidence. The techniques shared throughout the programme have supported commercial growth and business development across organisations in eighteen countries.

 

Contact: Sophie Taylor

Facilitator | Programme Director

+44 (0)7792 105 946
sophie@sophiestaylor.co.uk
 

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