Basic Selling Skills

Sales 101: Fundamental Skills Training
for Selling in a Consultative Environment

New to selling?

Need back to basics?

Experienced but need 'top of mind'?

Develop your sales ability with Basic Selling Skills

Purpose:

Attendees complete the course understanding the basics of selling and knowing how to make a great sales call

Course Features:

A detailed study of how and why people buy
The 'buying cycle' and the associated 'sales cycle'
Understanding the Sales Pipeline and its equations
A study of each area of the selling process
Role plays of realistic call situations
Objection handling techniques
Objection clinic
How to close the sale

Takeaway Skills:

Understanding and practice in:

The basic sales process/cycle, account management, call planning and history
The process of finding an appropriate Sales Pipeline of opportunities
Customer interaction techniques as part of the sales cycle
Profiling customer needs and requirements and matching these to your company’s solutions
Clarifying and overcoming objections
Articulating solution benefits from the customer perspective
The structure and implementation of effective sales calls
The use of the Call Planner
The use of the Call Evaluation Worksheet
'Closing' - furthering the business and obtaining commitment
Telephone skills in the selling process

Course Emphasis:

Qualifying correct and good business
Handling objections professionally
Closing - furthering the business to completion

Audience:

Direct sales staff, management and support staff in the sales process

Prerequisites:

A need to understand and/or execute the sales process

Duration: 3 days

»Download a PDF document about this course here

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Sales 101: Fundamental Skills Training for Selling in a Consultative Environment

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