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Behavioural skills training


If you asked sales leaders what makes successful sales people, they will give you a list such as the following:

  • Conscientious
  • Resilient
  • Focused
  • Motivated
  • Good listeners
  • Good communicators
  • Intellectually curious
  • Driven
  • Persuasive
  • Good product knowledge
  • Understand and follow a process

For a service leader, the list would be different

  • Empathetic
  • Conscientious
  • Good communicator
  • Good listener
  • Assertive
  • Patient
  • Willing to learn
  • Good product knowledge
  • Understand and follow a process
  • Use positive language

What is common to both list, is that apart from the bottom three items all these are behavioural attributes.  However, the majority of training that sales and service professionals undergo focusses on skills training.

Whilst we do not undervalue the importance of skills training and refreshers, which remain a core part of our training, our training focuses on developing those behaviours which will drive success.  For example, you can have all the sales skills in the world, but if you have no motivation and a fear of rejection you will not be successful.  If you don’t not know how to be assertive with customers as a service professional, you will end up causing yourself considerable stress at work as well as not representing adequately the organisation you represent.

Our sales and service training allows learners to understand what gets in the way of them operating at their best.  The training is very hands-on, accessible and highly reflective, allowing each learner to find their unique blockers, rather than adopting a one-size-fits-all training programme

Our modules

Some of our most popoular modules are listed below

  • Self-confidence
  • Resilience and dealing with rejection
  • Overcoming call reluctance
  • Understanding your personality type
  • Assertiveness
  • Goal setting
  • Motivation

Understanding buyers – training

Most sales training focuses on what we, as sales people, need to be doing or thinking with scant regard for the other key party in the transaction – the buyer.  A buyer is almost seen as a problem that gets in the way of successful selling.

Our team has been researching sales from a different point of view – how people buy.  Even in the digital world, with any purchase that involves an interaction with a seller, that interaction has most influence on whether we buy or not; with that in mind we have created a programme that puts this research into 5 modules

  • Building trust
  • Gaining commitment
  • Influencing people
  • Neutralising the competition
  • How to improve as a buyer-focused seller

This is a revolutionary approach to training which can have a real impact on how you approach your sales practice! More information can be viewed in the video below.

Core skills training

We also make sure that anyone going through our training has the core skills required to do the job.  So we have modules on everything from questioning and listening to objection handling.  We interweave the behavioural skills into these modules to ensure course attendees learn more and remain engaged.

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