Professional Sales Skills

One full-day workshop

9 September 2025, 09:30 - 16:30 (UK)

This one-day online workshop, will help you to develop and refine sales-focussed skills and processes to enable you to identify their needs and seek solutions to help them achieve their financial goals.

Public course booking

Members: £199pp
Non-members: £259pp

To book this workshop for yourself or up to 6 Delegates, please complete the below form:

Corporate (In-house) training

To book this workshop for your company as a corporate (in-house) training session for between 7-16 Delegates, on a date that's convenient for you, please complete the below form to register your interest:

Summary

 Dates: 9 September 2025

 Timings: 09:30-16:30 (UK)

 Duration: One full-day

 No of attendees: 14-16

 Format: Online - virtual delivery

 CPD: Recognised

Trainer: Paul Archer

 Price: £199 Members / £259 Non Members

Workshop Overview

This one-day online interactive Training Workshop, will be broken down into the below sessions:

1. Sales Cycle and Customer prospecting

• The sales cycle of the 21st century, helping your customer to buy rather than being sold to
• Prospecting techniques, sales pipeline management, securing appointments by phone
• The referral engine

2. Selling Foundations

• Sales foundations – the personal inner game and the value proposition you promote with customers.
• Maximising the first 90 seconds to build a positive first impression
• The 3 elements of trust – when and how to ensure you nail these 3 elements very early on in the process

3. Factfinding Success

• Factfinding success.
• The Lifeline soft needs tool – a powerful, yet simple tool to aid a discussion about the client’s life, past, present and future, to explore their goals and ambitions for themselves.
• How to ensure you listening with perfection
• Earmarking and revealing gaps, helping them to make a buying decision

4. Presenting, Closing and Objection Handling

• Presenting a tailored solution to suit the customer’s needs
• Reading customer buying signals / requirements
• Pre-empting objections and handling customer reservations

What will I get by attending the workshop? 

• Master prospecting
• Instantly build credibility and likeability and make a positive impact with your first impression
• Learn the 3 secrets to trust so you can move the customer towards understanding and taking action to achieve their goals
• Adapt your approach to suit your customer’s style, needs and motivation
• Revitalise your questioning and learn how to elicit soft facts in a conversational manner to reveal the need for insurance protection.
• Learn how to build a desire for your products based on helping the client understand how it addresses their needs and goals
• Tailor your offering and stand out amongst the crowd
• Discover techniques to build rapport and guide your customer to taking action towards their objectives

Who should attend?

This Workshop is suitable for someone new to sales, or financial services advisory business - mortgage and protection advisers and IFAs.

Corporate Solutions

We are able to offer training specifically for your company as a corporate (in-house) training session, for a set fee.

We can support your business with off-the-shelf courses for those studying our financial services units, our insurance units or those looking to develop their knowledge in a wide variety of technical and leadership areas. A full list of courses can be viewed in our 2025 Corporate Training Catalogue.

Please speak with your Relationship Manager who can explore your learning needs further or contact: business.enquiries@cii.co.uk

Public course booking form

Corporate (In-house) training

Interested in other courses?

For enquiries about this course, please email to: business.enquiries@cii.co.uk

Please note: The price of the workshop is based on British Pound Sterling (GBP). The purchase price will be processed using the relevant international currency conversion rate at the point of sale. Contact us for further information.

CII workshops are sold on a first come first serve basis, and therefore availability may change, depending on the number of bookings received. Once a workshop becomes full, the above date will no longer be available, and new dates will be published.

We reserve the right to postpone the above workshop dates, subject to a minimum number of bookings received. Your booking will only be confirmed, once payment has been processed and you receive a booking confirmation email from the training team.

Can't attend on this date? Register your interest in other training workshops and future dates.

Please ensure you refer to our terms and conditions before booking on to any of our training workshops. By booking on to this workshop, you are agreeing to our terms and conditions and for your information to be shared with our training provider.