Sales Fundamentals Training

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

In every business, selling is the lifeblood of the company. It can be a service, a good, a product, or other things, but the critical thing to remember is that success depends on how much of it your business sells. If your company doesn’t make a quota of sales within a certain period of time, it is likely that your company will suffer diminishing returns; in essence, your business is spending more than it is earning, and now you’re slowly losing money trying to keep up. This training course is set to train your team members to understand the fundamentals of sales and assist in helping the company meet the business quota to the best of their ability.

Sales quotas can be a nightmare to handle, but it doesn’t have to be the end of your business if you can’t meet it. Meeting a sales quota just once or twice because you put in the hard work, and the right attitude can be enough to start up your business’ success curve. Being tenacious and persuasive is what being a salesperson is all about. These methods will train potential salespeople to listen attentively to their customer, have a positive, but rational mind-set, and to never give up if they can help it. This training course is essential in helping a business meet the sales they need to profit, and start creating an environment for success. This pairs well with sessions about mind-set, tenacity, and customer service. If you wish to know about our other training courses and services, please contact us.

Sales Fundamentals Training Outline

Lesson One

Getting Started

  • Icebreaker
  • Housekeeping Items
  • Workshop Aims

Lesson Two

Recognizing the Talk

  • Types of Sales
  • Common Sales Approaches
  • Glossary of Common Terms

Lesson Three

Getting Prepared to Make The Call

  • Identifying Your Contact Person
  • Performing a Needs Analysis
  • Creating Potential Solutions

Lesson Four

Creative Openings

  • A Fundamental Opening for Warm Calls
  • Warming up Cold Calls
  • Using the Referral Opening

Lesson Five

Creating Your Pitch

  • Features and Benefits
  • Outlining Your Unique Selling Position
  • The Burning Question Which Each Customer Wants Answered

Lesson Six

Handling Objections

  • Common Types of Objections
  • Fundamental Strategies
  • Advanced Plans

Lesson Seven

Sealing The Deal

  • Recognizing When It’s Time to Close
  • Powerful Closing Techniques
  • Things to Remember

Lesson Eight

Following Up

  • Thank You Notes
  • Resolving Customer Service Issues
  • Staying in Touch

Lesson Nine

Setting Aims

  • The Importance of Sales Goals
  • Setting SMART Goals

Lesson Ten

Managing Your Information

  • Picking a System That Works for You
  • Using Computerized Systems
  • Using Manual Systems

Lesson Eleven

Using A Prospect Board

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

Lesson Twelve

Wrapping Up

  • Words From the smart
  • Lessons Learned
  • Completion Of Action Plans and Evaluation
Additional Modules and Sample Sections

Focus on the Customer

Learn how to focus on the customer. We are human beings, and it is phenomenally easy to get selfish tunnel vision: we keep talking about our product, our perspective, and what happens is we end up droning on and trapping the customer in a conversation about ourselves. That is a terrible mistake to make. Can you imagine for a second or two that you are that customer, and this salesperson has just eaten up a whole ten minutes of your time just talking about himself and his product? Not only would that be incredibly boring and a waste of the customer’s time, it would make you come off as a pushy and unprofessional salesperson. Focusing on the customer and the customer’s perspective makes that target feel like they are being listened to, and that can be a large favour to completing a sale. You talking should not last longer than thirty seconds, if you can help it. That is as long as a basic advertisement, and that should cover all the things the customer needs to know about your product. Prospect for your target demographic, qualify your product to meet their needs, present it to them, and if you are fortunate, you’ll close a sale. All of that hinges on whether the customer feels like you listened to them and met their needs. Customers love a salesperson who can adjust both themselves and their product to befit their requests, and that is only possible if you listen to them. We discuss why the customer is an important part of the business.

Be Optimistic, but Be Logical

The power of optimism and becoming logical can help your participants in their sales. You’re going to get a lot of “no’s.” It’s almost a foregone conclusion when it comes to sales that you are not likely to meet your selling quota because so many people refuse to buy your product. However, a lot of that failure stems from customers who see that you have already given up. Even a slightly negative or cynical air about you as you pitch your product, as if you’re already expecting them to say no, can really turn off a customer. Your chances at successfully meeting your quota are close to nothing if you have a pessimistic attitude towards your selling. However, the danger of being too optimistic should be noted too. Don’t set unreal goals for yourself. If you set a goal, what you want to do is set the elements in place to make it real. Agree on a price favourable to the customer, figure out how to get it to them, and the list of things you can do to make the sale seem favourable to the customer goes on. Believe that you can close the deal, but don’t blindly believe; do the things you need to do to make it real.

Don’t Give Up

In this session participants will learn why they shouldn’t give up. This does not ever mean to be pushy. A good salesperson knows when to give up, when “no” is “no.” However, great salespeople are tenacious, and will keep persuading if they see an opening. You need to identify, isolate and address the concerns a customer has about your product. Oftentimes, it also helps not to give up on yourself, your own improvement, and your product’s improvement too. You can ask the question: “For what reason would anyone refuse to buy this product that isn’t money or lack of need?” This opens the door for you to see things through a customer’s perspective, so you can keep pushing when they bring up concerns that you addressed already with yourself. Push yourself to meet the quota, and be unstoppable when it comes to driving towards sales objectives. This all hinges on your hard work, and your skill at the craft of sales. For example, Kai could be selling a washing machine, and the customer is wavering in his refusal. He takes that opening to ask what he can do to make this seem more appealing. This is asking for the customer’s input, and meeting that input almost guarantees a sale. The customer asks if the washing machine can have extra water ports installed, to which Kai happily says that they can, for no extra charge. The customer agrees, and they close the sale, and his customer informs his friends and family that he just got a new washing machine for a great price, with free modifications. Kai then easily meets his quota, and the result of his persistence instead of letting his customer say no pays off with met quotas and good income. This example and more are discussed within the session illustrating the need not to give up.

Customised Training Session For Teams (Included No Charge)

Within any industry, any desire for customisation is completely understandable, be it with the products or the overall structure of the company. We recognise this need and our content customisation package embodies this very fact. Here, you can customise every aspect of your training workbook including page number design, the frequency and design of our activities, workbook colour and style and the manner and tone of delivery. We will do whatever it takes to help you reach the most optimal training course without extra cost, so please communicate with us!

In-House Customised training benefits:

  • Flexible length – You choose the length of the session
  • Highly Effective Team/Industry Specific
  • Certificate of Completion (Professional Grade)
  • Create a Team Building environment
  • Cost effective – Group rate discount
  • Printed courseware (No need to download or use an App to read)

Creating Content (Contact us for Quotation)

Just as companies need to customise, so too do they need to create out of either necessity or innovation, and this much is best represented in our content creation service. As the name implies, you get to make your very own workbook by telling us your specifications. You can literally create every aspect of your workbook including the overall aesthetic design, activity design, the inclusion of your company logo and addition of scholarly work and research. We can also add bilingual courses and even take our trainers to the venue of your choice. The possibilities for innovation are limitless, and you need only tell us what to do to turn your ideal training course into reality!

Instructor Led Online

Download Certificate of Completion $495 inc GST
Printed and Posted Certificate of Completion $515 inc GST

We provide this course as an online assisted course. You provide the date and time, we provide the trainer and material. Great for regional business or employees that are at multiple premises. The benefits of booking an online assisted or instructed led training session is you don’t have to wait for a specific date or course to come up. We book in a time available to you. Same course as a workshop but just for you and online instead.

Online Self Paced

Download Certificate of Completion $69 Inc GST
Printed and Posted Certificate of Completion $89 Inc GST

Online self paced training with a pre-recorded trainer. You can pause the couse at any stage. It is self paced and interactive. This option is cost effective and available so you can learn at anytime of the day. Logins are provided straight away and you can choose a Printed Certificate option where we post you a Professional Grade Certificate.

Get Information or Quotation For Your Team

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