Sales Fundamentals

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This basic sales training program presents core sales techniques that are flexible and effective. We cover all critical elements of the sales process, from lead generation to cold calling. By the end of the course, learners will be ready to successfully handle the most common and demanding elements of their sales role.

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

• Identify the attributes of a successful seller
• Identify how to effectively use a consultative sales approach to drive sales performance
• Demonstrate the 9 steps of the buying process and identify how to support a client’s progression through each stage
• Demonstrate how to make a winning cold call
• Effectively and professionally get past gatekeepers
• Handle objections confidently and professionally to improve levels of client commitment 

• What is selling?
• Communication Skills: Getting the message across
• Questioning and Listening: The power of asking the right things at the right time
• Qualification: From lead generation and beyond
• Features and Advantages: Explaining what’s in it for the customer
• Booking a Meeting: Getting a foot in the door
• Objection Handling: Overcoming hurdles
• Closing: The importance of the end
• Personality Profiling: Knowing your customer