The First Steps in Selling

Target audience

The First Steps in Selling is a one-day workshop aimed at business developers and scientists responsible for negotiating sales for their company’s products and services with new and existing clients – with little or no formal training in selling.

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The course will equip participants with the essential skills and confidence for achieving a diagnostic approach to sales.


Diagnostic selling is a proven holistic approach to sales that focuses on understanding your client’s requirements and how best to address them. The approach aims to build a strong and lasting relationship between supplier and customer, founded on mutual trust and understanding.

The course covers:

  • What is the diagnostic approach to sales?
  • The world in which we sell
  • The Decision Challenge
  • The Psychology of Change
  • Diagnosis of need and determining the ‘Cost of the Problem’
  • Communication skills - Listening deeply, affecting change
  • Design and delivery of your solution
  • Handling the competition
  • Closing the sale

The course is highly interactive and will involve discussion, individual and group exercises.


Participants can join one of the open programmes, or alternatively, the course can be delivered in-house.

Here is a recent testimonial from one of the delegates on the open course:

“You created a very relaxed atmosphere for good conversations and reflection - I gained some really useful pointers. Thank you!"


Upcoming Courses

  • One-day Supervisor's course (open online course 6th and 8th October)

  • Recruitment and Interview Skills (in-house online course 13th and 21st October)

  • Introduction to Management (open online half-days: 4th, 5th, 12th, 18th, 19th, 25th November)

  • Introduction to Project Management (in-house online course - 22nd and 29th September, 10th and 24th November)


RiverRhee At A Glance