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Sophie S Taylor

Sales Skills Development Programme

Our intention is to bring your people together and work through a multi-day development programme designed to move you and your people forward at a pace you can accommodate.

Sales Training Courses

Sales Skills Development Programme

The 9-Step Selling System is a comprehensive sales development programme for frontline sales professionals and business leaders who want insight into what it takes to create and win new business. Have you ever wondered why sellers can’t sell, and why deals you felt you should have won didn’t land? Do your people follow the same old process with every prospect? Or do they truly engage—understanding, educating, and influencing buyers to make a win-win purchasing decision?

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Built around facilitating buying experiences, the programme shifts the focus from apologetically selling to having peer-to-peer discussions that position your solution as the answer to a recognised requirement. Learn from career sales professional, workshop facilitator, and consultant Sophie Taylor, who shares 35 years of sales experience along with practical tips, tools, and techniques for navigating buyers, decision-makers, and the many personalities you’ll encounter in the pursuit of winning business.

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The aim is to expand your knowledge, build your skills, and raise awareness of the behaviours associated with professional selling—bringing it all together to help you raise your game.

FAQs

    • Individuals who understand the basics and are now open to learn advanced methods and techniques

    • Sales teams who are seeking to raise their game and hone their consultative sales, or solution-based sales skills

    • Organisations who want their sales team to deliver an on-brand message, ask the right questions, identify the needs and create the conditions to present a value-based solution

    • Immersive and interactive facilitated workshops blended with taught pieces

    • Easy-to-learn, memorable content that will transfer back to the day job 

    • Stimulating stories and anecdotes that bring the joy of sales to life

    • A playbook-based method you can incorporate

    • Hints and tips you can apply instantly

    • Certificate of attendance

    • How to think differently and organise yourself for sales success

    • Closed course format for your team

    • 5-day block, or 1-day per week for 5-weeks, or 1-day a month for 5-months

    • Facilitated in-person in an offsite location or your premises

    • Open course version launching Autumn 2025

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 over 35 years—a result of application, study, practice, and refinement. The approach has now been codified and distilled into a content-rich, 5-day learning program. The carefully curated content provides all you need and nothing you don’t to succeed in business-to-business consultative sales, representing tremendous value.

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You are exposed to ideas and concepts that will advance your journey toward achieving mastery of sales by utilising ethical, win-win, customer-centric methods. The key to personal sales success will be revealed to you during the 5 days—often an enlightening moment for most. The featured methods and techniques have taken me into some of the world’s largest businesses, with solutions sold in eighteen countries. How far could they take you?

 

Sophie Taylor

Programme Director
 

Looking for short courses?

View our sales training course titles

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