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Course Category: Sales Training

Ethical Selling Training Course

New course
Who Would Benefit

This comprehensive training course is designed for sales professionals at all levels, from beginners to experienced salespeople, who want to cultivate ethical selling practices that build trust with customers, foster long-lasting relationships, and drive business success.

Course Description

In today's competitive business landscape, ethical selling is not just a choice; it's a strategic advantage. 


This course is designed to equip sales professionals with the knowledge and skills needed to excel in ethical selling, guided by the ETHICAL model.


Developed with over 25 years of industry expertise, this programme empowers salespeople to prioritise empathy, transparency, and collaboration throughout the sales process.


Participants will delve into real-world scenarios, role-playing exercises, and interactive discussions to master the art of ethical selling. Whether you're new to sales or a seasoned professional, this course offers valuable insights and practical techniques to elevate your sales performance while maintaining the highest ethical standards.


Course Materials

  • Course Handouts
  • Case Studies
  • Role-Playing Scenarios
  • Interactive Discussions
  • Ethical Selling Action Plan Template


Course Duration: 2 days plus 1 day review

Course Format: Virtual or Classroom-Based

CPD Points: 12

Training Course Category:  Sales and Customer Relationship Management



Upon successful completion of the course, participants will receive a certificate of achievement in Ethical Selling.

Learning Outcomes

By the end of this course, participants will be able to:

  • Effectively practice ethical selling principles guided by the ETHICAL model.
  • Build trust and credibility with customers through empathetic communication and transparency.
  • Tailor solutions that provide comprehensive value while respecting customer autonomy.
  • Navigate ethical challenges and make informed, customer-centric decisions.
  • Foster long-lasting customer relationships and prioritise mutual success.
  • Apply adaptive negotiation strategies for win-win outcomes.
  • Continuously improve their ethical selling skills and stay updated on industry trends.
The Programme Includes:

Module 1: Introduction to Ethical Selling

  • Understanding the Importance of Ethical Selling
  • Overview of the ETHICAL Model
  • Setting the Foundation for Ethical Sales Practices


Module 2: Empathetic Communication

  • Active Listening Techniques
  • Building Rapport Through Empathy
  • Personalised Communication Strategies


Module 3: Transparency and Integrity

  • Honesty in Sales Conversations
  • Providing Full Product Disclosure
  • Handling Ethical Dilemmas


Module 4: Holistic Value-Centric Approach

  • Identifying Customer Needs and Aspirations
  • Crafting Value-Centric Solutions
  • Balancing Short-Term and Long-Term Goals


Module 5: Informed Decision-Making

  • Empowering Customers to Make Informed Choices
  • Respecting Autonomy in Decision-Making
  • Ethical Considerations in Closing Deals


Module 6: Collaborative Relationship Building

  • Shifting from Transactions to Partnerships
  • Nurturing Long-Term Customer Relationships
  • Adding Value Beyond the Sale


Module 7: Adaptive Negotiation

  • Negotiation Strategies for Win-Win Outcomes
  • Adapting Negotiation Approaches Ethically
  • Handling Challenging Negotiation Scenarios


Module 8: Learning and Growth

  • Continuous Self-Improvement in Ethical Selling
  • Staying Informed About Industry Trends
  • Embracing Growth for Sales Excellence


Module 9: Applying the ETHICAL Model in Practice

  • Role-Playing and Case Studies
  • Developing Ethical Sales Strategies
  • Feedback and Reflection


Module 10: Ethical Selling in Action

  • Real-Life Application of Ethical Selling Principles
  • Measuring and Monitoring Ethical Sales Practices
  • Developing a Personal Ethical Selling Action Plan
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