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Description

Sales Skills for Non-Sales Professionals: Uncover Needs, Present Value and Close

Sell without being a salesperson and turn a technical or operational contact into a business opportunity

  • 2 days — 14 h
  • In-person or virtual
  • Foundation
  • Up to 6 participants

A technician on site, a consultant on assignment or a front-desk officer is often the first to hear about a new client need. Without a method, the information is lost, the request is treated as a simple question, or the proposal comes at the wrong moment. Many also fear appearing self-interested and avoid the subject of price altogether.

Two days to learn how to listen actively, ask the right questions and propose without pushing. Each participant works on their own real client situations and leaves with a conversation framework and a list of signals to watch for in their daily work.

Learning objectives

  • Spot the signals of a client need during an ordinary conversation
  • Conduct a discovery conversation using open questions
  • Frame a proposal starting from the benefits for the client
  • Handle common objections without becoming defensive
  • Hand over an opportunity to the sales team with the right information

What makes this programme different

Conversations are role-played using participants' own real clients
A signal-detection grid is built role by role
The objections worked on are collected from the group before the session

Programme

1Listening and Detecting Needs

Hearing what the client says without being asked

  • Spot signals within a technical conversation
  • Distinguish a stated request from a real need
  • Practise reformulation to check your understanding
  • Record and qualify useful information

2The Discovery Conversation

Asking questions without interrogating

  • Structure a conversation around a few key questions
  • Clarify the context and the stakes
  • Identify the decision-maker and the decision process
  • Close the exchange with an agreed next step

3Building the Case and Proposing

Speaking about benefits rather than solutions

  • Translate a technical feature into a concrete benefit
  • Adapt your arguments to the person in front of you
  • Present a price without apologising
  • Respond to frequent objections

4Follow-Up and Handover to Sales

Never letting an opportunity slip away

  • Document the information to be passed on
  • Organise the handover with the sales team
  • Carry out a simple follow-up without being insistent
  • Maintain the relationship after the sale

Who is it for

Technicians · consultants · administrative staff · account handlers and any employee in contact with clients without a formal sales remit.

Prerequisites

No prerequisites

Dates & locations

36 scheduled dates between November 2026 and December 2027. Seats are confirmed in the order enquiries are received.

November 2026

December 2026

January 2027

February 2027

March 2027

April 2027

May 2027

June 2027

September 2027

October 2027

November 2027

December 2027

None of these dates suit you? We open additional sessions on request, and any programme can be run privately for your team.

Practical details

Before the programme
Online positioning questionnaire. Your development objectives are shared with the trainer, who tailors the practical case studies to your context.
Teaching methods
Theoretical input, workshops and practical case studies. Digital course materials and method sheets provided.
Assessment
Multiple-choice tests and role-play exercises. Assessment of learning at the start and end of the programme, with immediate and 60-day follow-up evaluations.
After the programme
One year of access to the e-learning platform. Self-assessment of the skills acquired and a 30-day follow-up session with your trainer.
How to register
Registration online or on the basis of a quotation.
Lead time
11 working days after confirmation of registration.
Accessibility
Accessible to people of determination. Contact our accessibility coordinator to design a suitable solution: contact@mpf-academy.ae
Start dates
Rolling intake: in addition to the scheduled sessions, this programme can start on request.