Instructorctclc admin
TypeOnsite Course
Duration
1 Days
Methods of Delivery
ILT, On-Site
Price$399.00
Buy NowBook Now

Fundamentals of Selling provides an overview of the basics of selling with an emphasis on the different stages of the sales cycle. It provides guidelines and best practices for preparing to sell, finding and qualifying prospects, making sales presentations, negotiating the close, and following up after the sale. By applying the tools and techniques presented in this course, sales professionals will benefit by increasing their sales efficiency and effectiveness.

Business Skills the CTCLC Way

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Being successful in the business world means having a broad range of up-to-date business skills. Project management, marketing and sales training are traditional areas of skill development, but how are your “soft” skills? Business writing, conflict management, negotiation and stress management are some of the many important soft skills a business person needs to succeed in today’s marketplace Our experienced instructors give real-world scenarios to help you understand and deal with tough concepts. CTCLC has convenient day or night schedules to fit your needs. We can also do onsite classes with our top notch portable labs.

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Course Objectives

Course Audience

Course Content

  • Select a sales approach so that it matches the sales situation and the needs of the buyer.
  • Prepare for each sales encounter and sell using the sales cycle so that increased sales are achieved.
  • Find and qualify a sales prospect so that the prospect is likely to benefit from and buy the product or service being sold.
  • Make a sales presentation and close the sale so that the customer is satisfied with the deal.
  • Follow up after a sales call so that a successful ongoing sales relationship is built with the buyer.

  • Sales staff
  • Management

Module 1: Selling Basicssales

  • Identify Buyer Motivations
  • Identify Types of Selling
  • Select a Sales Approach
  • Communicate with Prospective Customers

Module 2: Preparing to Sell

  • Prepare Yourself to Sell
  • Sell Using the Sales Cycle

Module 3: Finding and Qualifying Prospects

  • Identify Potential Sources for Finding Sales Leads
  • Develop an Ideal Customer Profile
  • Qualify Sales Prospects

Module 4: Making the Presentation and Closing the Sale

  • Get to Know Your Prospect
  • Plan Your Presentation
  • Give Your Presentation
  • Close the Sale

Lesson 5: Following Up After the Sales Call

  • Determine the Appropriate Follow-up Method
  • Develop a Customer Service Program

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