Sales Fundamentals Training Training


Australia Wide: Sydney. Brisbane. Melbourne. Adelaide. Melbourne. Melbourne. Canberra. Parramatta. Geelong. Gold Coast. Perth.

Selling is essential to any business. You can sell a service, product or combination of both. However, success is dependent on how much you sell. Your company’s sales will be less than your earnings . In other words, you are losing money as your business spends more than it earns. This course will help you and your team understand the basics of selling and help them meet their business quota.

Lesson One
Getting Started

Housekeeping Items
Workshop Objectives

Lesson Two
Recognizing Talk

Types of sales
Common Sales Approaches
Glossary of Common Terms

Lesson Three
Get Ready to Make the Call

Identify Your Contact Person
Perform a Needs Analysis
Creating Potential Solutions

Lesson Four
Creative Openings

A fundamental opening for warm calls
Warming up cold calls
Use the Referral Opening

Lesson Five
Creating your pitch

Features and benefits
Outlining Your Unique Selling Position
Every customer wants to know the burning question

Lesson Six
Handling of Objections

Common Types of Objections
Fundamental Strategies
Advanced Plans

Lesson Seven
Signing the Deal

Recognizing when it’s time to close
Powerful Closing Techniques
Important Things to Remember

Lesson Eight
Follow Up

Thank you Notes
How to resolve customer service issues
Keep in touch

Lesson Nine
Setting Goals

Sales Goals: How Important Are They?
Set SMART goals

Lesson Ten
Managing your Information

Selecting a system that works for you
Computerized Systems
Manual Systems

Lesson Eleven
Using a Prospect Board

Layout of a Prospect Board
How to Use Your Prospect Board
Your Board: A Day in the Life

Lesson Twelve
Wrapping up

Words from the smart
Lessons Learned
Evaluation and Completion of Action Plans

Although sales quotas are difficult to manage, they don’t have to mean the end of your company. You can meet a sales goal once or twice if you work hard and have the right attitude to make your business a success. Selling is about being persistent and persuasive. These techniques will help potential salespeople listen to their customers and have a positive but rational mindset. They will also be taught to never stop trying to win. This course will help a business achieve the sales it needs and create a environment that is conducive to success. This course is well paired with sessions on mind-set, perseverance, and customer service. Contact us to learn more about our training courses and other services.

3 hours
– AUD 495
Study Load
Part-time available
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Any location
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Have the training provider cater to the size and needs of your team. Delivered online via virtual instructor-led training, or face-to-face at your office, in the following locations:
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AUD 300 per person. Pre-recorded, on-demand content created by a top quality training provider, run in your own time. Start whenever you like, from wherever you like. Easily catering to solo upskillers and teams in their thousands.
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This course is also available online
Provided by
Professional Development Training Courses and Business Coaching for Australian Employees, Employers and Business Owners. Online training, inhouse or onsite available in Sydney Brisbane Melbourne Perth Adelaide Canberra Parramatta.
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