A Systematic Approach to Selling


Sales Training Course Objectives

Every business would like to have natural born salespeople, but unfortunately that is almost never the case. The average salesperson needs more than intuition and experience to succeed. A systematic approach to sales and adequate processes can make a difference and substantially increase bottom line results.

Business Skills, Language Training, Consulting - Luxembourg

Because customers don’t like to be pressured, it’s important to find a way to make them positively willing to buy! Unlike other sales courses, this one offers unique tools and perspectives. It will demonstrate how, with the right processes, quality ingredients and careful preparation – the ultimate goal of closing every sale with qualified prospects can be attained.

Conducted by Franco Prati, co-author of the book “A Systematic Approach to Selling”, this up-to-date sales training course is aimed at B2B selling and covers the full sales cycle from prospecting to closing the deal. It will help develop both personally and professionally every salesperson in your organization – even those who previously ‘couldn`t sell water in the desert.’

Course Contents

  • Prospecting and Cold Calling
  • Unlocking the Mystery: Why Prospects don’t Buy
  • Capturing their Attention: from Resistant to Engaged
  • The Art and Science of Qualifying Prospects
  • Asking Powerful Questions and Being a Careful Listener
  • Tell Compelling Stories
  • Trial Closing Techniques
  • Closing the Sale
  • Negotiating the Deal
  • How to Advance Stalled Sales
  • Overcoming Objections
  • How to Sell in Tough Times and Tough Markets
  • How to Become a Trusted Advisor

Who should attend

Sales professionals at all levels and anyone else who wishes to learn about sales in a very concise and practical way as well as those who want to freshen up their skills.
NOTE: Optional webinars and coaching sessions (separately charged) are also available to reinforce the concepts and provide the possibility for the participants to discuss real life sales situations.


The participants should have a good knowledge of the course language (written and spoken).


3 days


English and French