# Sales Fundamentals Training

Sales Fundamentals Training Course Outline

Have you ever left a sales call and thought to yourself, "what the hell just happened"? You had a wonderful product, the customer appeared interested and yet after all the effort the deal somehow got away from you. Except if I told you that the difference between being successful in sales and being frustrated by it has nothing to do with being born with the gift of the gab or taking the right road here instead of the wrong one, and everything to do with mastering a core set of learnable fundamentals that anyone could learn?

Why is it that some individuals naturally develop rapport with customers and others just can't seem to move beyond the "so, how is the weather today" type of conversation? The solution is to stop selling and to begin serving instead. As soon as you go from, "How can I sell this?" to "How can I help this person have less of a problem?" everything changes.

Course Overview

This all encompassing Sales Fundamentals Training course provides essential selling skills that enable you to apply proven skills with confidence. For new and experienced team members wishing to reinforce their fundamentals, this course walks through the sales process from the first cold call to a signed contract.

The training bridges traditional, tried and true sales methodologies with the best of what is happening today in a customer centric environment, so your sales people are equipped with both relationship building skills AND effective selling skills. Learners will then demonstrate the application of these 'basics' in life like business conditions in Australia: workshops, role plays and case studies featuring a variety of challenging business situations which occur in business across Australia.

Curriculum Based Learning Outcomes

People who finish this training will:

Illustrate successful trust and credibility building approaches with various kinds of customers

Use strategic questioning methodologies to unveil prospects business drivers, assessing their business needs, and to determine the potential of maintaining or bringing on new business.

Use the power of listening to discover customer needs, including unarticulated needs

Offer short term benefits targeted towards their pain points.

Respond confidently to the most frequently raised objections using proven reply tactics

Apply closing techniques relevant to the customer buying signals and engage in the conversation flow

Put in place systematic follow up processes to very swiftly follow up while the iron is hot and to create relationships over time.

Own sales pipeline activities to include lead qualification and client sales process tracking and evolution.

What You Will Learn

Foundation Skills

You will learn how to quickly build rapport (without coming across as scripted or fake) and how to engage people in a real way. We'll cover practical tips for how to break the ice and encourage comfortable conversation spaces, where customers feel heard and listened to.

Discovery and Needs Analysis

The program will show you the powerful questions that aren't just surface questions. You will also get to know how to lead conversations that uncover the things that customers really care about, the process by which they make decisions, and the underlying issues they face in their business or personal life.

Solution Presentation

We'll teach you how to turn features of your product into benefits that your customer can actually relate to and care about. You'll practice structuring presentations around end results instead of features, helping customers understand the value in what you provide.

Objection Management

Learn to see objections as signs of interest rather than barriers. Training includes disciplined, sensitivity building techniques that allow you to get to the real concerns behind customer resistance and respond correctly so that conversations don't back step.

Closing and Follow Through

You will learn natural closing methods that will not sound forced and will be conversational. The program focuses on reading the signs that come from customers, and timing the ask just right, as well as structured follow ups that maintain smooth momentum to the deal.

Professional Development

We will cover the mindset shifts that successful sellers do differently than their peers who struggle. You'll be taught to embrace rejection as redirection, you'll understand how to stay motivated during tough times, and finally how to constantly iterate (on your process) based on customer feedback.

Concluding Remarks

What distinguishes a good salesperson from a great one? It's not because of natural gifts or a lucky break its the dedicated application of time tested fundamentals, combined with a true concern for customer success.

This Sales Fundamentals Training includes the core fundamentals for sales success, regardless of your industry. Attendees walk away with actionable tactics, vetted frameworks, and reinvigorated confidence in their ability to satisfy customers, all while bringing the thunder at work.

The training prescribes a genuine approach to developing relationships, not the pushy high impact close which will last a few months before the customer supports call efficiency. If you're just beginning your foray into sales, or if you're looking for a refresher to continue to build on the tools you already have in your sales kit bag, these basics will increase your success and personal enjoyment on the job.

The reality is that by investing in these core competencies you are not only improving your sales outcomes, you are learning critical life skills in the areas of communication, problem solving and relationship building that lead to success in every other aspect of your career and life.