Fundamentals of Sales

This session covers the fundamentals of selling, participants will pinpoint personal skills and the characteristics of selling effectively. The key stages of the sales process are addressed and participants will learn how to prepare effectively for a sales conversation, and create their own powerful opening statement.

The session then goes onto look at objection handling, features and benefits and questioning techniques too.

• Describe the key stages of the sales process
• Prepare effectively for a sales conversation
• Create and use and powerful opening statement
• Turn features into benefits that appeal to your customers
• Formulate useful questions to discover more about your customer
• Handle real and imagined objections

• The four distinct stages of the sales process
• Crafting an effective opening statement
• Identifying necessary information for planning your conversation
• Key principles of consultative selling
• Differentiating between features and benefits
• Effective questioning techniques
• Levels of active listening
• Dos and Don’ts of handling objections
• Closing the sales conversation successfully