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Training courses

Focused on Sales Development

Sales can come from delivering amazing customer care through to the generation of quality leads aimed at bringing in new business.  We are passionate about helping your team produce more!

Choose your courses below then complete contact form. We tailor our courses so have many others to choose from. Call us for a coffee now! 

Sales, Leadership and Customer Care Courses

LinkedIn Sales Generation

£199 START DATES 1/2 day course 21st November 

Who will benefit

Sales Directors, Business Development Managers, those looking to generate new leads, new sales appointments & new prospects WITHOUT making cold calls or dealing with the GATEKEEPER !


Create a new LinkedIn Personal Profile which helps you get found & learn how to find, connect with & engage with your ideal prospects and contacts.

Course Content:

Teach you and your team how to create a powerful personal profile that gets found and gives credibility.

The 9 points to creating a powerful personal profile.

  • Creating you profile from a marketing psychology including:
  • Headline,
  • Photo,
  • Contact information,
  • Summary,
  • Use of pdf
  • Video uploads,
  • Developing endorsements, recommendations and how to ask for them,
  • How to find, approach & connect with your ideal prospects / contacts.
  • Re-write your personal headlines and summary and define your own action plan with clear goals & targets for the next 90 days.

Presentations that win Business

£800 START DATES 2 day course  29th & 30th November

Who’s it for?

Business Leaders, Senior Managers, Sales and Marketing teams, Rising Stars


Become a Red Presenter and sell your ideas, services or products.

Course Content:

Business presentations can be divided into three quite distinct colours: grey, blue and red.

Grey presentations are dull monologues; death by Power Point; unclear messages; soon forgotten.

Blue presentations are a step up, but soon forgotten if you have something else on your mind, which most of us have.

Red presentations are dynamic, high octane, constructive dialogues with clear messages that sell. You can’t forget them.

This course creates Red Presenters, able to give Red Presentations, by 18:00 on day two.

By providing a fool proof system based on four pillars;

1) Thorough preparation, to maintain focus and make major messages crystal clear and memorable using the unique mapping system.

2) High energy delivery, making your body language support not undermine your credibility.

3) The totally customer focused presentation, build Rapport, take the audience with you, give them ownership, make them a part of it all!

4) Strong Visuals which make major messages stand out from the rest, the 5% the client has to remember otherwise they forget the lot.

Enjoy the often amazing improvements


‘I thought it was going to be two days of my life wasted – actually nearly 10 years on I still think back to the advice given during the course – which has helped me immensely throughout the last decade’ ERNST & YOUNG

‘This is probably the most useful course I’ve ever attended. Anyone in my team who has to give presentations will be going on it. I’d go so far as to say that anyone giving business presentations on behalf of their company can’t afford not to attend this course, which gives participants such an edge over the competition’  BBC

Train The Trainer

£500 2 days

Who Will Benefit

Trainers who are actively looking to improve their delegate experience.


Maximise the communication of your key messages, making it memorable and fun for all your delegates.

Course Content

Preparing before the delivery of a training session

Delegate knowledge levels and expectations

Your style of delivery (Trainer centric/Learner centric)

Active listening

Questions from delegates and how to handle them.

Maintaining the audiences attention

The 3 key human senses the training needs to appeal to

The use of visual aids

How to avoid poor relations with your group

Questioning skills

Handling objections

Making the message memorable

Managing difficult delegates


Consultative Selling

£399 START DATES  Contact Us

Who Will Benefit
Experienced sales people whose role requires a ‘consultative’ style rather than the traditional ‘show, tell and sell’ approach.

Develop effective consultative selling techniques. Plan effective sales strategies. Build long-term business relationships. Overcome objections. Close more sales.

Course Content

The Consultative Approach: how it differs from traditional sales approaches; identifying and assessing clients’ buying motivations; identifying the skills and attitudes needed by the successful consultative sales person; assessing your own personal strengths and areas for improvement.
Knowledge is Strength: a complete knowledge of your products and the capabilities of your company; using features, advantages and benefits effectively; knowing what your competitors can and cannot provide.
The Client Buying Cycle: how does it fit with your sales target?; ensuring clients are aware of your expertise; getting yourself involved in their decision making process.
Relationship Building: projecting a professional, friendly and helpful image; using body language, personality and behaviour that is valued by the client; making contacts throughout the client’s organisation; becoming a trusted adviser; empathy and rapport; honest and fair behaviour.
Professional Sales Planning: planning your client visits; researching the client’s needs; providing solutions that work; considering competitors’ solutions; preparing for objections.
The Sales Consultation: asking probing questions; effective listening to ensure understanding of real needs; confirming understanding; presenting ideas and options; identifying the advantages and benefits of each solution; helping clients arrive at the best one; reassuring the client of their decision.
Handling Objections: using product knowledge; isolating the objection, real or spoof; restating the objection; offering a solution; providing reassurance;
pre-close techniques: identifying likely objections and appropriate responses.
Closing Skills: techniques developed and practised; asking for the order; reading buying signals; when and how to close.
Action Plan: participants plan and discuss what they will do on return to work.

Dealing with Complaints and Aggression

£399 START DATES – , Contact Us

Who Will Benefit
Those who deal with ‘difficult’ people on a ‘face-to-face’ basis or by telephone.

Deal with ‘difficult’ people situations. Understand how own behaviour and attitude can affect and influence the behaviour of others. Recognise tactics and strategies used by others. Ensure personal safety.

Course Content
Personal Awareness: identifying a range of verbal and non-verbal factors which affect others; examining current work situations and identifying problem areas; exploring and satisfying individual needs; personal barriers.
Attitude: flexibility; responsiveness to requests; understanding the needs of the other person; empathy; using an effective complaint handling method.
Interpersonal Techniques: participants select appropriate techniques to modify the behaviour of individuals at work.
Assertiveness: developing a positive and straightforward style; conversation skills; stating your case; making and refusing requests; avoidance; aggression.
Reason and Logic: making requests specifically and directly; refusing requests; practising saying ‘no’ clearly and directly; building trusting relationships.
Influencing Styles: understanding the influence process; assessing personal strengths and weaknesses.
Body Language: the first impression; appearance; aggressive and submissive body language.
Voice and Manner: avoiding the use of jargon; voice and personality projection; adapting your manner to suit the situation.
Violent Confrontation: when negotiation breaks down; evasive tactics; safety advice; controlling revenge; keeping a controlled appearance; not letting your emotions show.
Action Plan: participants plan and discuss what they will do on return to work.

Essential Selling Skills

£399 START DATES –  Contacts Us

Who Will Benefit
Those who are new to selling or relatively inexperienced.

To improve performance. Develop ‘relationship’ building skills. Develop the professional sales approach. Improve planning, closing techniques and confidence.

Course Content
Preparation – a Vital Stage: systematic preparation; researching prospects; the utilisation of time.
Industry Awareness :exploring the strengths and weaknesses of competitors; increasing your market share.
Selling Styles: how to open the conversation and retain attention; how to motivate your client; the ability to match your style to the client; choosing a successful strategy; creating impact; improving image.
Sales Communication: voice and manner; non-verbal communication; getting your message across; effective two-way communication; non-verbal behaviour.
Questioning Techniques: probing; open questions; listening skills; flexibility.
Features and Benefits: positive presentations; the importance of benefits to the customer rather than features.
Matching Needs to Benefits: identifying real needs; selling the benefits; gaining commitment.
Tentative Closing: buying signals and obtaining commitment; dealing with objections – adopting techniques to turn the objection into an opportunity to close.
Handling Objections: how to overcome objections.
Closing Skills: techniques developed and practised; asking for the order; when
and how to close.
After-Sales Service: customer care and the importance of providing a full service; developing relationships; using this opportunity to develop further business.
Territory Planning and Personal Organisation: journey planning; managing the paperwork; organising the desk and the car; information handling.
Action Plan: participants plan and discuss what they will do on return to work.

Sales Negotiation Skills

£399 START DATES –  Contact Us

Who Will Benefit
Those sales people who need to negotiate effectively with buyers in order to obtain a win-win situation.

Understand the difference between selling and negotiation. Understand the need for effective preparation. Appreciate the importance of give and take. Deal with the various tactics and ploys used by buyers. Cope with the pressure.

Course Content
Negotiation: what is it?; the difference between selling and negotiation; the critical mistakes; the negotiator’s bill of rights; the structure of a negotiation; the negotiation arena; the importance of the bottom line.
Preparation: use of SWOT, PESTLE and LIM analyses; the factors to consider; understanding the buyer’s personality and behavioural traits; assessing and valuing concessions; compiling SMART objectives.
Discussion: communication skills; the hidden language of negotiating – signalling; understanding the impact of non-verbal communication.
Proposing: compiling a package; maintaining control; use of links; controlling movement; use of personality and behavioural analysis to make propositions more effective.
Bargaining: maintaining the package; handling tactics and ploys; use of concessions to secure movement.
Closing and Agreeing: use of summaries; gaining commitment; preparing for the next negotiation; the importance of effective follow-up both with the external and internal customers.
Action Plan: participants plan and discuss what they will do on return to work.

Sales Skills for Sales Support

£399 START DATES –  Contact Us

Who Will Benefit
Sales Support and Customer Service personnel who are expected to sell add-on services.

To develop the techniques of successful ‘needs development’ or ‘consultancy style’ selling. Establishing the customer’s needs. Projecting a professional image. Building rapport and trust. Applying the six step approach to successful ‘win-win’ sales outcomes. Adding value to the sale. Overcoming objections and closing the sale.

Course Content
The Psychology of Selling: why people buy; the ‘head’ and the ‘heart’ drivers in a successful sale; long term value as opposed to winning a fast buck; the ways of maximising your sales potential.
Establishing Sound Foundations: projecting a professional image; building rapport and establishing a relationship of mutual respect and trust; creating a winning style.
The Process of Selling: identifying the approach to successful selling.
Preparation: the importance of good product knowledge; preparing for the discussion; learning to sell the product or service.
Opening the Encounter: projecting the right image; creating an atmosphere of mutual interest.
Establishing the Customer’s Needs: using questions to maximum effect; developing a complete understanding of their needs through probing questions and active listening; detecting buying signals.
Proposing the Solution: selling solutions not products, benefits rather than features; adding value to your sale; ‘up’ and ‘cross’ selling; the basic guidelines of impartial selling.
Closing the Sale and Overcoming Objections: developing appropriate closing techniques; identifying and overcoming genuine and false objections; turning the objection into an opportunity to close.
Action Plan: participants plan and discuss what they will do on return to work.

Account Management

£399 START DATES – Contact Us

Who Will Benefit
Those sales people who have moved or are about to move into an account management role and whose responsibilities include maximising sales from a portfolio of key clients.

To acquire or enhance the skills required to develop and maintain an account. To identify and interpret the client’s needs. To build and develop sound, effective working relationships with the main contacts in the client’s company.

Course Content
Understanding the Customer: assessing and understanding the importance of personality and behaviours in enhancing the relationship; how to use this information; types of decision maker; the organisational cultures and how to handle them;
Developing the Relationship: the importance of power and influence; the account manager’s impact on the client; importance of assertiveness within the relationship.
Developing the Account: the types of information required and how to obtain it.
Consultancy Skills: the consultancy framework and cycle; how to contract with clients; the consultative techniques required to account manage.
Negotiation Skills: the process and stages of negotiation; how to value and trade concessions; signalling – the hidden language; tactics and ploys used.
Account Planning: the importance of account planning; the use of business plans, reports and accounts; analysing the customer’s market and competitor activity using SWOT and PESTLE.
Forecasting: assessing current trends; predicting future trends; capturing the information.
Activity Planning: contact plans; support activity plans; internal services plan; how to prioritise the activities; gaining the budget for the activities proposed.
Action Plan: participants plan and discuss what they will do on return to work.

Closing the Sale

£399 START DATES –  Contacts Us

Who Will Benefit
New or relatively inexperienced sales staff who require the skills, techniques and confidence to close more sales. This is a highly participative course in which delegates will practise selling and closing sales for their own products.

To develop credible sales presentations; recognise the importance of selling advantages and benefits; match clients needs to the advantages and benefits; handle objections effectively; recognise buying signals; ask for the order.

Course Content
All About you: developing a deep sense of personal awareness and understanding how your personality, behaviour, prejudices and attitudes can impact on the sales process.
The FAB Approach to Sales Success: knowing your product in terms of Features – ‘what it is’ (what it’s made of, its size, shape, weight, etc), Benefits – ‘what it does’ (it’s quicker than, reduces waste, takes up less space) Advantages – ‘what it does for the customer’ (produces more, in less time, for half your current costs, saves you money, makes your 20% extra profit); delegates review their own products and for each feature, identify the advantages and benefits.
Through the Eyes of the Customer: who are your customers?; what do they need and expect?; what do they like and dislike?; the importance of research; matching the customers’ needs to the advantages and benefits you can offer.
I Want to Tell you a Story: delegates develop a sales presentation for their product(s) designed to overcome most objections. It will have a beginning (focused on features) a middle, (focused on advantages), an end (focused on the benefits to the customer) and will conclude with helping the customer to say ‘Yes’.
Objection Handling: questioning and listening skills – the keys to overcoming objections; recognising and overcoming ‘spoof’ objections; probing to discover the real problem; presenting a real solution.
Does it Come in Blue?: recognising and acting on buying signals.
Pause for Thought: hearing when the customer is not saying ‘No’ – sign here please!
Getting to ‘Yes’: if you don’t ask, you don’t get; closing skills – the assumptive close, the alternative close, the conditional close; developing the confidence to risk rejection – and start again! Twenty ways to close the sale.
Action Plan: participants plan and discuss what they will do on return to work.

Customer Relationship

£399 START DATES –  Contacts Us

Who Will Benefit
Managers and senior staff who provide the link between their own organisation’s sales operation and their clients. The course is particularly relevant for people who are the key internal contacts for major customers.

To develop the skills required of an effective Customer Relationship Manager. Understand the benefits of high level CRM and the part it plays in client retention. Build excellent customer relationships.

Course Content
Personal Awareness: personal authority; a self-perception inventory; recognising the effect you have on others; building on your strengths and addressing your weaknesses.
Relationship Management: developing skills to maximise account potential; developing relationships; attitude, manner and further developing a strong business relationship.
Client Centred Needs Identification: organisational business and strategic needs; a systematic approach.
Communication Skills: understanding the process; identifying, assessing and using your own style effectively; the communication chain; avoiding breakdowns in the chain; conveying information effectively; clarity and brevity; dealing with misunderstandings; effective questioning and listening; delivering positive messages; implication of the telephone.
The Art of Being Persuasive :the use of reason and logic; how to gain commitment; building trusting relationships; arguing a case appealing to logical or emotional responses.
Moments of Truth: taking total responsibility for customers and their problems; dealing with difficult situations; knowing when and how to break the rules whilst protecting the interest of the business; exceeding customer expectations.
Customer Retention Management: strategic importance; tactical considerations; dimensions of influence; understanding needs; needs anticipation; needs and expectations; reducing defections.
Internal Links: working with the sales team; agreeing and setting the ground rules; working as a united team; dealing with conflict; ensuring open and honest two-way communications.
Action Plan: participants plan and discuss what they will do on return to work.

Customer Care

£399 START DATES – , Contac Us

Who Will Benefit
Everyone in an organisation who communicates with customers and colleagues, either on a face-to-face basis, or on the telephone. Therefore, all employees will benefit from this course.

Project the right impression. Improve customer satisfaction. Enhance the organisation’s reputation. Improve attitudes and develop techniques to handle rudeness and complaints positively and assertively. Develop a ‘customer-led’ approach to business.

Course Content
The Successful Customer-Led Company: the policies, methodology and results achieved by organisations that have adopted a specific ‘culture’.
Working Cohesively: changing attitudes; encouraging teamwork and ‘ownership’
of difficulties.
Your Obligation to the Customer: striving for complete customer satisfaction; problem solving – root cause analysis; how to implement the plan.
Communication: telephone voice and manner; how to deal with enquiries; how to avoid problems and ensure customer satisfaction; how to ensure that the relationship with the customer is positive.
How to Project the Right Image: how to instigate and maintain a professional customer-led image; the first impression; appearance, attitude and approach; the need to establish rapport; the importance of listening and two way communication; enhancing the reputation of the organisation.
Dealing with Difficult Customers: dealing with complaints effectively; taking responsibility for the customer; complaints received by telephone.
Action Plan: participants plan and discuss what they will do on return to work.

Customer Care and reception

£399 START DATES –  Contacts Us

Who Will Benefit
Those people who present the ‘first impression’ of their organisation to customers.

To add value to the organisation’s image. Answer the telephone effectively. Draw out caller requirements. Take accurate messages. Use tact, discretion and initiative when dealing with telephone calls and visitors. Organise and complete reception registers.

Course Content
Role and Responsibilities: key tasks and responsibilities; adding value to the organisation’s image and product reputation; the factors which influence an organisation’s image.
Through the Eyes of the Customer: what the customer needs and expects; striving for complete customer satisfaction.
Information Back-up: Identifying the information needed to support a professional receptionist or telephonist.
Telephone Communication: making and receiving telephone calls; maximising the effectiveness of telephone responses; dealing with irate callers; using drills to draw out exact caller requirements; handling threatening calls calmly and efficiently.
The Reception Area: designing and equipping the reception area; logging the constant flow of people and packages; designing registers for use in reception; identifying systems for self organisation.
Security Arrangements: the eyes and ears of the company; feeding back vital information; enhancing company security.
Reception of Visitors: how to greet visitors; identifying visitors’ needs; talking to visitors; importance of body language and image; escorting and directing visitors; dealing with delays; dealing with difficult visitors; dealing with telephone calls and visitors simultaneously.
Action Plan: participants plan and discuss what they will do on return to work.


Tailor-Made Development – If none of the above fit perfectly into what you were thinking then call us. We will:



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