![course material header](https://www.objectivebasedselling.co.uk/wp-content/uploads/2020/08/course-material-header.jpg)
Across our three course options, the Objective Based Selling training material covers the whole spectrum of the sales knowledge and skills required to be a professional and top performing salesperson in the materials handling and capital equipment sectors.
Specifically, our Objectives Based Selling courses cover comprehensive training topics in the 21 areas listed below.
Designed to get you started with Objective Based Selling we offer you some FREE ARTICLES. You can read them by clicking the button alongside several of the training topics listed below.
![OBS-SCENES_MATERIALS-CAPITAL](https://www.objectivebasedselling.co.uk/wp-content/uploads/2020/06/OBS-SCENES_MATERIALS-CAPITAL-e1597127721432.png)
1. A Sales Model for Materials Handling and Capital Equipment Salespeople
![OBS-SCENES_MISTAKES](https://www.objectivebasedselling.co.uk/wp-content/uploads/2020/06/OBS-SCENES_MISTAKES-e1597127778374.png)
2. The Mistakes Salespeople Make
![OBS-SCENES_INFLUENCERS](https://www.objectivebasedselling.co.uk/wp-content/uploads/2020/06/OBS-SCENES_INFLUENCERS-e1597127830505.png)
3. Know your Sales Environment
![OBS-SCENES_LANGUAGE](https://www.objectivebasedselling.co.uk/wp-content/uploads/2020/06/OBS-SCENES_LANGUAGE-e1597127868842.png)
4. Learn the Objective Based Selling Sales Language
![obs-4keys](https://www.objectivebasedselling.co.uk/wp-content/uploads/2020/04/obs-4keys.png)
5. The Four Keys to Objective Based Selling
![OBS-SCENES_QUESTIONS](https://www.objectivebasedselling.co.uk/wp-content/uploads/2020/06/OBS-SCENES_QUESTIONS-e1597072988285.png)
6. Focus on the Questions: 100 Open Ended Questions
![obs-relationships](https://www.objectivebasedselling.co.uk/wp-content/uploads/2020/08/obs-relationships-1.png)
7. Build personal, professional Relationships
![OBS-SCENES_PROSPECTING_PROSPECTING](https://www.objectivebasedselling.co.uk/wp-content/uploads/2020/08/OBS-SCENES_PROSPECTING_PROSPECTING-e1597073058497.png)
8. Prospecting
![OBS-SCENES_GATEKEEPER](https://www.objectivebasedselling.co.uk/wp-content/uploads/2020/06/OBS-SCENES_GATEKEEPER-e1597072941860.png)
9. Getting Past the Gatekeeper on a Cold Call
![obs-coldcalls](https://www.objectivebasedselling.co.uk/wp-content/uploads/2020/08/obs-coldcalls.png)
10. Increase cold-calling-to-appointment conversion rate
![OBS-SCENES_FIRST MEETING](https://www.objectivebasedselling.co.uk/wp-content/uploads/2020/06/OBS-SCENES_FIRST-MEETING-e1597072907409.png)
11. YOUR FIRST CLIENT MEETING
![obs-needs](https://www.objectivebasedselling.co.uk/wp-content/uploads/2020/08/obs-needs.png)
12. Understanding your customer’s needs
![obs-meetings](https://www.objectivebasedselling.co.uk/wp-content/uploads/2020/08/obs-meetings.png)
13. Create and conduct Review (Scrum) meetings
![obs-proposal-that-sells](https://www.objectivebasedselling.co.uk/wp-content/uploads/2020/08/obs-proposal-that-sells.png)
14. Create a Written Proposal that sells
![obs-review](https://www.objectivebasedselling.co.uk/wp-content/uploads/2020/08/obs-review.png)
15. Review Proposal with your customer
![OBS-SCENES_PRESENTATION](https://www.objectivebasedselling.co.uk/wp-content/uploads/2020/08/OBS-SCENES_PRESENTATION.png)
16. Delivering a PowerPoint/Keynote Presentation that works
![obs-support](https://www.objectivebasedselling.co.uk/wp-content/uploads/2020/08/obs-support.png)
17. Provide Proposal Support
![obs-modify](https://www.objectivebasedselling.co.uk/wp-content/uploads/2020/08/obs-modify.png)
18. MODIFY Proposal
![OBS-SCENES_CLOSE](https://www.objectivebasedselling.co.uk/wp-content/uploads/2020/08/OBS-SCENES_CLOSE-1.png)
19. Obtain Commitment – The Close
![handling customer objectives](https://www.objectivebasedselling.co.uk/wp-content/uploads/2022/11/handling-customer-objectives.jpg)
20. Handling Customer Objections
![Winning the big jobs](https://www.objectivebasedselling.co.uk/wp-content/uploads/2022/11/Winning-the-big-jobs.jpg)
21. Winning the Big Jobs
![obs-followthrough](https://www.objectivebasedselling.co.uk/wp-content/uploads/2020/08/obs-followthrough.png)
22. Follow through
![OBS-diagram-small](https://www.objectivebasedselling.co.uk/wp-content/uploads/2020/04/OBS-diagram-small.png)