Sales Fundamentals

Short Course

Sales Fundamentals

In general people used to have a negative attitude regarding sales people. Some still tend to view a sales professional as a door-to-door salesperson. They view a sales person as someone trying to sell something to them that they don't need. These people may remember a profile of long ago - the vacuum cleaner salesperson! What some people don't understand is that to be a professional sales person, many skills, qualities, abilities and immense knowledge are used. Today, sales professionals have the ability to earn as great or greater income than those they sell to. A great sales professional should and in many cases does receive great respect. As a sales professional your role is a key element to the company as your position is the point-of-contact with the market. Everything depends on your ability to find and uncover needs – to solve customer problems – to transmit the right sales story and, in general, achieve the highest level of professionalism. Although the definition of a sale is simple enough, the process of turning someone into a buyer can be very complex. This workshop will give participants a basic sales process, plus some basic sales tools, that they can use to close the sale, no matter what the size of the sale.

Course Objectives

Research and everyday life demonstrates that having clear measurable goals are important. If we make sure these goals are kept at the core of any learning experience, the learning occurs more easily and rapidly. With that in mind, let’s take a look at our goals for today. On completion of this course you will be able to:

• Understand the language of sales
• Prepare for a sales opportunity
• Begin the discussion on the right foot
• Make an effective pitch
• Handle objections
• Seal the deal
• Follow up on sales
• Set sales goals
• Manage sales data
• Use a prospect board

The Sales Fundamentals course covers, in detail, the following essential points of sales:

• Glossary of common terms
• The SMART way
• Common sales approaches
• Performing needs analysis
• Unique selling position

This short course is delivered by distance learning and can be completed in just one day.

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