Sales Fundamentals

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(Course eligible for SATVs)

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The New Horizons ‘Sales Skills: Fundamentals’ Program teaches participants the fundamentals of the selling process. In the Fundamentals course, participants learn how to understand sales terminology, establish professional behaviour, handle clients, and create effective sales presentations. Participants then learn further crucial skills of how to build relationships with clients, help clients envision their needs, negotiate to meet the identified needs, study the market, and how to close and follow up after the sale. Program activities cover researching clients, and implementing a consulting strategy to develop solutions for clients. Further, the participants will do exercises in connecting with clients, prospecting and networking, and responding to objections. The manual is designed for quick scanning in the classroom and filled with interactive exercises that help ensure participant success.Learn advanced sales strategies to improve sales and client relationships.

  • The sales process
  • Understanding the sales process
  • Elements of selling
  • Collaborating with clients
  • Discussing decision-making practices
  • Understanding sales terms
  • Discussing sales terminology

  • Developing your character
  • Identifying beneficial personal characteristics
  • Identifying beneficial skills
  • Managing yourself
  • Establishing credibility
  • Behaving professionally

  • Finding your clients
  • Prospecting for potential clients
  • Making successful sales calls
  • Discussing networking
  • Connecting with your clients
  • Discussing the importance of visibility and allies
  • Putting the client at ease
  • Finding solutions
  • Discussing the problem-solving process
  • Taking a proactive approach

  • Anticipating objections
  • Handling stalling and objections
  • Creating a sales presentation
  • Discussing the presentation
  • Identifying the characteristics of a good presentation
  • Identifying presentation elements
  • Responding to objections
  • Addressing objections

  • Building relationships
  • Building good relationships with customers
  • Asking the client appropriate questions
  • Getting customer commitment
  • Demonstrating the need
  • Identifying the stages of need
  • Demonstrating need through envisioning
  • Satisfying the need
  • Determining customer objections
  • Negotiating with clients

  • Sales strategies
  • Understanding sales strategies
  • Analysing markets and competitors
  • Analysing market trends
  • Analysing competitors by using the SWOT matrix
  • Developing a client advisory panel
  • Researching clients
  • Researching commercial clients
  • Researching individual clients

  • Consulting with clients
  • Planning the solution
  • Preparing the presentation
  • Presenting the solution
  • Developing solutions
  • Discussing the steps for developing solutions

  • Demonstrating the benefits
  • Relating to the clients key issues
  • Showing the benefits to clients
  • Confirming commitment
  • Recognising signals from clients
  • Responding to signals
  • Closing the sale and following up
  • Closing the sale
  • Following up with clients

This program is aimed at anyone who is starting out in a sales-position or business development role or who has developed their skills via trial and error, without any formal training.
Before attending this course, students must have:

Key Business Benefits

  • Increases revenue potential
  • Increases customer database, potential goodwill and image of the organisation
  • Decreases costs of restaffing (through ineptitude), trial and error, lost productivity and the negatives associated with poor customer interaction

Key Participants Benefit

  • Provides strategies to help sales people establish effective sales behaviours
  • Increase participants’ people skills to increase rapport
  • Provides steps to help create an effective prospect pipeline
  • Provides strategies to assist customers/clients envision a win/win outcome
  • Increase participants’ skills in understanding the market landscape and create a sales strategy
  • Provides steps to effectively complete (close) the sale and ensure on-going customer satisfaction
After completing this course, students will be able to:

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