Sales Skills



Many sales professionals intuitively know what it takes to make people buy. They adopt styles and techniques highly suited to their product offering, their customers and the markets that they sell into.


However, markets change, new products are launched, customer needs and expectations alter and new entrants into the market shift the buyer’s perception. Sales professionals need to evolve in order to survive and thrive and people new to selling often have a misconception of what it takes to be a truly effective sales professional. Many sales people measure effectiveness through call completion rather than gaining customer commitment, improving conversion ratios and generating revenue.


Steve Connell has worked with sales divisions of many different organisations from retailers to financial services companies, from desk based sales operations to multi national field sales based clients. Whilst the specific requirements of each company are highly bespoke and customised, the principles of selling are equally applicable with all of these organisations. The key is preparation. Understanding your customer, their needs, your products and the techniques that can be applied to turn every contact into a sale.


The inspire ‘Principles of Selling’ programme aims to enable sales people to take control of the sales process, to be aware of their strengths and weaknesses and to provide them with the tools that a highly effective and professional sales person must have in order to be successful.


The full programme consists of the following modules:

  • Personal Brand Essence

  • You in control

  • Preparation

  • Opening the sale

  • Establishing needs

  • Presenting solutions

  • Overcoming objections

  • Closing techniques