The Fundamentals of Selling

This course will provide you with tried and tested sales techniques from a sales professional with over 20 years’ experience.  If you are new to sales or you have limited selling experience, this course will provide a platform of fundamental techniques. The course will include practical exercises that will enable you to deliver a professional sales pitch. You will be encouraged to join in discussions and explore new techniques. By the end of the course, you will have highly relevant reference material and tips towards implementation of your new skills.

Who should attend?

• Business owners
• Member of a sales team selling B2B or B2C
• You are new to sales
• You have limited sales experience
• You are not hitting your targets
• You need a refresher to bring your selling skills up to date

Reasons why you should attend!

• To understand the art of selling
• You are new to selling and want to understand the fundamentals of sales
• You want to learn the key pillars of effective selling B2B or B2C
• You need to increase your conversion rates from contact to sale
• You want to overcome all objections, including the ‘price’ objection
• You want to consistently hit targets

Included in the course

Refreshments, training materials, post course support.

Training Options

Options for this course include: onsite training for four or more delegates with a maximum of twenty delegates on the same course. Alternatively, join one of our virtual classroom courses.

Course Aim

To make a significant impact on your ability to sell.

Course Objectives

By the end of the course, you will be able to:

• Prepare yourself to sell
• Avoid mistakes
• Connect with your client
• Understand the importance of listening
• Identify your customers’ needs
• Frame your sales pitch
• Anticipate objections
• Close the sale
• Differentiate yourself from the competition
• Use soft selling techniques

Course Content

The psychology behind selling to improve your levels of success.

The psychological tools for a strong mindset & focus.

Why selling is different in today’s climate, and what to do to be effective.

Avoiding the biggest sales mistakes.

Instantly connect with people so they want to buy from you.

Create your own ‘value proposition’ to enable you to clearly communicate how you can add value to your customers’ business.

Phone calls that will result in an appointment.

Implement a tried and tested sales process which will maximise every sales opportunity.

Ask questions which will lead to a reduced level of objections and an increased level of sales.

Identify your customer’s needs.

Match a solution and close the sale.

Employ a very simple process to anticipate and deal with objections.

Differentiate yourself from the competition and increase repeat and referral business.

Key persuasion & closing tactics.

Be effective, not pushy.