Foundation Sales Skills - Course Details

The secret of successful selling is to ensure that your foundations are solid and that you are following a tried and trusted pathway which will lead you to success.

In this module, you will learn the important principles which lie at the root of success of the most successful salesman in the world.  As well as learning how to prospect, plan your calls and manage the many different types of sales situations in which you can find yourself; you will also be introduced to the sales process and by understanding it, you will naturally become more successful in your selling.

Items Covered in this Module:
1. What is selling.
2. Who makes the best salesman.
3. Prospecting
4. Planning your calls.
5. How to sell in different sales situations
6. How to understand and use the sales process to win more business

Selling is an art!  But is it also a science?

The successful sale is built from the first moment of customer contact.  In this module, you will learn how to get started in the sales process.  You will discover how to establish the needs of your customer and then present your product or service in the most powerful and effective way.

It used to be said that the skill of the salesman depended on his ability to close effectively.  This module concludes with an overview of how to obtain that all-important customer commitment and ensure that your sale is brought to a successful conclusion.

Items Covered in this Module:
1. How to open a call and get off to a good start.
2. How to establish the needs of your customer and build a solid foundation for your sales call
3. How to present a benefits in the most effective and persuasive way
4. How to close the sale and get the result you want

Good salespeople listen far more than they talk!

By understanding how to communicate effectively, you will learn how to build a better relationship with your customer, how to create rapport and what he really means as he communicates with you.

This module concludes  with the all important tasks of listening properly, and how to “work a room” and get the best out of networking.

Items Covered in this Module:
1. Types of communication.
2. Barriers to effective communication.
3. How to ask good questions, which help you build a solid sales case
4. Active listening and how to get the best out of a customer interaction
5. How to network effectively and get the best from informal marketing

Sometimes a meeting is not enough! 

In this fascinating module, you will learn how to prepare and deliver a knockout sales presentation.

You will you learn the important principles of delivering a powerful and persuasive presentation, and you will be shown how to monitor and evaluate your performance.  The module then goes on to extend oral presentations into written presentations in the form of proposals.  You will learn the secrets of writing a persuasive sales proposal and how to ensure that it aligns with the customer needs.

In the final sections of this module, there are authoritative lessons on demonstrating your product and presenting it to the customer in the best possible light.  The module concludes with a discussion on the legal and ethical considerations, which you should bear in mind when presenting your product or service

Items Covered in this Module:
1. How to prepare and research, a sales presentation
2. How to deliver a good sales presentation
3. How to evaluate and follow up
4. The secrets of written proposals
5. How to demonstrate your product or service to the best advantage
6. Legal and ethical considerations in presenting your product

Effective salespeople know that in order to win the business, they have to the sensitive to the needs of the buyer.

In this programme, the salesman puts himself on the other side of the desk so that he can understand what is going through the buyer's mind and align his presentation accordingly.  This module also contains an introduction to channel marketing, and explores the difference between a direct and indirect channel to market and the relationship between them. 

Items Covered in this Module:
1. Understanding the buying process
2. Understanding channels to market include including direct and channel selling
3. Further understanding of the processes involved in a winning new business

Great salespeople don't win outstanding orders by accident! 

In order to sell effectively, you have to plan meticulously to ensure that you present the right benefits at the right time to the right customer at the right price.  This module shows you how to make the most your selling time, and how to relate with the important elements of the marketing discipline to ensure that your products are taken to market most effectively and achieve the best possible prices.

Items Covered in this Module:
1. How to create a winning sales plan
2. The role of marketing.
3. Understanding the difference between marketing and selling
4. How to develop a winning marketing plan

Contrary to popular belief, selling is not a solitary activity. 

In this module, we look at the way to optimise performance by taking care of the most important part of the sales mechanism: the salesman himself.  As well as dealing with the important topics of giving and receiving feedback, this module also highlights the benefits of working in teams, and how to manage time and territory to the best advantage.

Items Covered in this Module:
1. The general principles of improving performance
2. How to give and receive feedback.
3. Working in teams and optimising performance
4. Time and territory management