TESS Group
All Programmes L&D Courses Book a Discovery Call

The TESS Group

Training Event Safety Solutions

Full Day Workshop
Face-to-Face · Virtual Available

Sales Skills for Non-Sales People

Influence, Negotiate, and Present Value Like a Pro

Understand buyer psychology, learn how to influence without selling, present your value compellingly, and handle objections with confidence. Perfect for account managers, project leads, and anyone in customer-facing roles who needs to move beyond delivery into strategic partnership.
Per Person £260 + VAT minimum 10 delegates
Role-Plays • Certificate
Who Is It For?
  • 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
Programme Structure
FormatFull-day workshop (9:00am–4:30pm)
DelegatesMinimum 10 per session (up to 18 face-to-face)
DeliveryFace-to-face at your premises or live virtual
Hands-OnSales role-plays, pitch practice, objection handling
FrameworkBuyer journey model and influencing framework
TakeawaySales toolkit and client conversation templates
Key Modules
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.

What’s Included
  • 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
Why TESS Group?

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£260 + VAT per person
Virtual DeliverySame price; video role-plays and live practice
Group Coaching£300 half-day follow-up (4-6 weeks post)
Min Delegates10 per session (up to 18 face-to-face)
Book a Discovery Call

Sales Thinking Grows Account Value

Account managers who understand buyer psychology and can present value strategically grow accounts 30% faster. At just £260 per person, this full-day workshop teaches you to think and act like a sales partner, not just a delivery person. The result: deeper relationships, larger contracts, and career growth into strategic account management.

What Delegates Say

“I finally understand why clients say no and how to reframe it. This workshop transformed how I approach client conversations—already seeing results.”

— Workshop Delegate • Account Manager

“As a project lead, I learned to present solutions differently—focusing on their business goals, not our features. It’s already making a difference in deals.”

— Workshop Delegate • Project Lead

“The buyer psychology module was eye-opening. Now I adjust my approach based on their buying style, not my default. Much more successful outcomes.”

— Workshop Delegate • Customer Success Manager