Fundamentals of Selling

Who is this course for?

Sales professionals new to their role, experienced sales people looking to brush up and benefit from new approaches.

Benefits

• Deal confidently with sales appointments


• Plan and effectively manage a successful sales meeting


• Sell with authenticity, built on integrity and authority


• Address and resolve customer objections


• Read a customer's buying signals and when to progress the sale


• Be familiar with top online sales resources

Set the quality level

Understand your personality and how others perceive you
Identify the motives driving a customer purchase
Develop confidence and authority
Be aware of business opportunities

Establishing customer contact

6 steps to a perfect sales call
Dealing with gatekeepers and no names policies
Communicating your value proposition
Agreeing next steps

The Sales Meeting

First impressions count
Gain agreement on key goals
Establish customer requirements
Creating and relating potential solutions
Leveraging marketing resources; customer testimonials, reviews, case studies
Make referral requests a habit

Objection handling

Identify and address objections
Knowing the difference between an objection and concern
Convert an objection into an opportunity

Customer commitment

Spot buying signals
Key steps to closing business

Sales resources

Group share on popular sales CRM's
Customer prospecting using social media

Key course takeaways and agreed next steps

Face-to-face training

Training is held in our modern, comfortable, air-conditioned suites.

Lunch, breaks and timing

A hot lunch is provided at local restaurants near our venues:

• Bloomsbury
• Limehouse

Courses start at 9:30am.

Please aim to be with us for 9:15am.

Browse the sample menus and view joining information (how to get to our venues).

Refreshments

Available throughout the day:

• Hot beverages
• Clean, filtered water
• Biscuits

Virtual training

Regular breaks throughout the day.

Learning tools

In-course handbook

Contains unit objectives, exercises and space to write notes

24 months access to trainers

Your questions answered on our support forum.