Managing the sales conversation and understanding client needs


This module has been designed to give you the foundations for planning and executing successful sales conversations, whether over the phone or face-to-face.

Learning objectives

  • Effectively prepare for a sales meeting by defining desired objectives and outcomes.
  • Frame your sales conversations to ensure the interaction with your client gets off to a strong start.
  • Use effective questioning skills to engage your clients in meaningful conversations about their needs, objectives and drivers.
  • Articulate the value of your product, service or solution.
  • Obtain a commitment from your client to take the next step towards a successful outcome (e.g. a proposal, meeting again to discuss solutions in more detail, closing the deal).

Target audience

This course is appropriate for anyone working in a business-to-business sales role and is a valuable learning tool for the novice and veteran alike.


Approximately one hour

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