Alex, an experienced sales professional gets sucked into his online sales training app. As his virtual guide Buddy, takes him through a series of selling simulations, Alex realises that perhaps his technique isn’t as sharp as he thought.

This session illustrates the work to be done and the techniques to be acquired, before you can even begin to sell anything effectively by getting to know all about your customer, working out beforehand exactly what you’re after and asking open questions, so as to avoid inviting rejection.


This guide is designed for a manager or a facilitator to deliver a short workshop featuring videos from the Video Arts Selling Essentials Series.


Each video comes with a series of activities around the following structure:

LOOK - watch the video and reflect on the content and message. THINK - activities and questions linking the video to their own experience and workplace.

REMEMBER - a summary of the key learning points. Each section relating to the video will last around 15 minutes.

ACTION PLAN - At the end of the series of videos and activities delegates should be encouraged to share the most important actions they will take and record actions on their Personal Action Plan sheet.



 Research the customer

 Set objectives

 Ask questions


  • Needs And Objectives Workshop Guide

Needs & Objectives