Course Overview

Sales Essentials covers crucial areas, including: 

• Solution-selling Propositions

• Adding Value 

• Handling Objections 

• Closing Deals

• Principles of Consultative Selling

• Lead Generation 

• Building Rapport  

• Social Selling

• Outreach

• Goal Setting

• Getting Past Gatekeepers

• Communication Preference and Tactics 

At its core, the Sales Essentials course goes beyond teaching mere basics; it sharpens the art of executing sales fundamentals with excellence. Whether addressing objections, navigating gatekeepers, or identifying hot prospects based on stringent criteria, the course ensures professionals at any level are well-equipped for success. 

By providing a deep understanding of sales fundamentals and mastering essential skills, this course becomes the foundation for achieving excellence in sales.

Key Outcomes

Here are the transformative skills your talent will acquire in our Sales Essentials course:

• Proactive Call Structure: Focuses on gatekeeper techniques and best practice sales call structure. 

• Handling objections: Provides effective strategies and communication techniques to confidently address and overcome objections raised by customers.

• Sales and Sales Process Alignment: Discusses the alignment of the sales process with the client's buying journey.

• Confidence in Sales Funnel and Client Engagement: Centers on building confidence in managing the sales funnel and client conversations.

• Effective Communication in Sales Calls: Highlights the importance of communication skills, communication preferences, and call structure in sales.

• Ramping Your Starters to Competence: Deals with the rapid skill acquisition for new sales personnel.

• Understanding Communication Preferences and Building Relationships: Emphasises understanding communication styles and relationship building.

• Creating a SMART Development Plan: Focuses on developing a structured plan for ongoing self-improvement.

• Overcoming Obstacles in Sales: Equips delegates with objection-handling techniques to overcome customer blockers. 

Pre Course

So delegates are fully prepared to get the most out of Sales Essentials; here is what they will need to do prior to commencing the course.

• Sales Professional Awareness: Have an awareness of their company’s sector, the services and solutions their company provides, and the types of clients they sell to. The activities in the course will build on how to apply this knowledge through practical skills application.

• LinkedIn Presence: Have or create a LinkedIn profile that will be used as part of the session.

• Individual Styles Questionnaire: Complete an individual styles questionnaire that will identify their preferred style.

Modules Covered

Course Structure

The Sales Essentials structure for the three-day course includes: 

Day 1 

• SMART Objective Goal Setting

• Handle Customer Resistance 

• Gain Customer Commitment 

• Call Assessment Practice 

• Call Assessment 

Day 2 

• Qualifying Calls

• Gatekeepers Techniques

• Introduction to the IDEAL Call Structure

• IDEAL Call Structure 

• Establishing Customer Needs

• Demonstrating Value 

Day 3 

• SMART Objective Goal Setting

• Handle Customer Resistance

• Gain Customer Commitment 

• Call Assessments Practice

• Call Assessments 

Our course sessions build engagement and collaboration and promote interaction and teamwork through a mixture of group activities, self-reflection, and individual exercises.