The TESS Group
Sales & Commercial
Face-to-Face · Virtual Available
Sales Skills for Non-Sales People
Influence, Negotiate, and Present Value Like a Pro
Role-Plays • Certificate
- Account managers wanting to grow client relationships and upsell
- Project leads presenting solutions and managing client expectations
- Customer service professionals moving into account management
- Support teams in client-facing situations needing to influence discussions
- Anyone in a role that benefits from sales thinking without job title
| Format | Full-day workshop (9:00am–4:30pm) |
| Delegates | Minimum 10 per session (up to 18 face-to-face) |
| Delivery | Face-to-face at your premises or live virtual |
| Hands-On | Sales role-plays, pitch practice, objection handling |
| Framework | Buyer journey model and influencing framework |
| Takeaway | Sales toolkit and client conversation templates |
Understanding Buyer Psychology
What motivates buying decisions and how to recognise different buyer styles.
Influencing Without Selling
Consultative approaches that build trust and position you as a partner.
Presenting Value
Turn features into benefits and align your solution to their business goals.
Handling Objections
Reframe concerns as questions and turn objections into opportunities.
- Full-day facilitation by sales coach experienced in non-sales roles
- Buyer psychology framework and buyer styles assessment
- The Buyer Journey model with touchpoint strategy
- Influencing without selling techniques and language patterns
- Sales role-play practice with structured feedback
- Objection handling script library and reframing toolkit
- Client conversation planning templates for your role
- Certificate of completion for all delegates
- 6-week post-course email tips and follow-up support
Trusted Quality
- Ofsted Good rating
- 4.9/5 learner rating
- 10,000+ learners trained
- Sales-trained facilitators
Real Results
- Stronger client relationships
- Higher contract values
- More confident negotiations
- Strategic partnership mindset
Programme Options
| Full Day | Contact us for pricing |
| Virtual Delivery | Same price; video role-plays and live practice |
| Group Coaching | Contact us |
| Min Delegates | 10 per session (up to 18 face-to-face) |
What Delegates Say
“As a project manager, I never thought of myself as a salesperson. This workshop showed me I've been selling every day - just badly.”
- Workshop Delegate • Senior Project Manager
“The value articulation framework transformed how I present solutions to clients. They now see strategic partnership, not just delivery.”
- Workshop Delegate • Account Director
“I was promoted to a client-facing role and this workshop gave me the confidence and skills I needed. Practical and immediately useful.”
- Workshop Delegate • Technical Lead
“The negotiation and objection handling modules were exactly what our delivery team needed. We no longer lose margin at the point of delivery.”
- Workshop Delegate • Operations Manager
Ready to Upskill Your Team?
Book a free discovery call to discuss your team's needs and how we can tailor this programme for your organisation.
Book a Discovery CallNo obligation • Tailored to your team • Nationwide delivery