Sales Fundamentals: Build Essential Selling Skills

The sales process can be complex because customers need to see a clear reason to turn their interest into a purchase. Sales Fundamentals provides participants with a basic sales process and practical sales tools that can be applied regardless of the size of the sale. Participants will begin by exploring different types of sales, common sales approaches, and essential sales terminology. They will then learn how to prepare for a sales call by identifying the right contact person, performing a needs analysis, and creating potential solutions. The course covers creative openings for warm calls, cold calls, and referrals. Participants will then learn how to make an effective sales pitch by communicating features and benefits, outlining a unique selling position, and addressing the key question every customer wants answered. Objection handling is addressed through common types of objections, basic strategies, and advanced strategies. Participants will also explore recognizing when it is time to close and applying powerful closing techniques. The course continues with follow-up communication, including thank-you notes, resolving customer service issues, and staying in touch. Participants will also learn how to set SMART sales goals, manage sales data through computerized or manual systems, and use a prospect board to organize and track opportunities.