Sales Fundamentals - Training Course

Course outline

Using the customer engagement sales model as a basis, this course helps sales staff achieve growth through understanding the four core steps of engaging, identifying, solving and agreeing to ​‘close’ the sale.

Sales professionals bring a range of skills to their customer interactions. The greatest opportunity for businesses that rely on their sales people to perform in every sales interaction, is the implementation and execution of a simple sales process to help them stay on track, no matter their experience.

Implementing a consistent sales process that engages customers from the outset, uncovers customer needs, outlines solutions, and helps your sales team close their sales calls, is a key to success, no matter your business size or the experience of your sales team. 

Successful completion of this one-day program will deliver a set of sales tools and skills, and provide a simple system to create action plans that can be adopted in your business.

Topics covered

• Follow a consistent sales process that all team members consistently utilise.
• Implement a process that sales leaders can use as a basis for coaching.
• Identify at which point in a sales process a sales person is, as a way to self-navigate their conversations.
• Open a sales call in a way that engages a customer.
• Develop insightful open and closed questions that illicit the required information.
• Actively listen for sales cues, language that identifies customer needs and why those needs are important to the customer.
• Agree on next steps as a way to close the sales call each time.

Who is this course for?

This course is for anyone who works in sales.

Duration

1 day

Upcoming courses

This training is delivered as a public course (see dates/​venues below), but it can also be delivered on request, either at your workplace or at our training facilities. Please submit a training enquiry for further information.