100. Sales Basics

Category: I. New to Sales (Up to about 2 years experience)

Course Objective and Content: This program introduces those new to sales to the fundamental concepts of establishing a sales presence and setting up a "sales territory". It focuses on the basic skills and actions that are necessary to become a successful sales professional.


Key Topics Covered:

  1. The Profession of Selling in the 21st century.
  2. The 3 Eras of Selling and the salesperson's role.
  3. Planning how to cover your territory.
  4. Using your time effectively and efficiently.
  5. Creating winning first impressions.
  6. Call Planning: The structure of a successful sales call.
  7. Prospecting:
    a. Who should you be talking to?
    b. Making initial contact.
    c. Listening skills.
    d. Cold-calling and the use of scripts.
  8. What is Qualifying? Why is it so important?
  9. What information do you have to have to make the sale?
  10. Presenting your product or service.
  11. How and when to Close the Sale.
  12. Dealing with Objections / Rejection.

Preparation: Attendees should be prepared to discuss their initial experiences as new sales reps. What expectations were set? What has been surprising / unexpected?


Duration: 2 days (9 to 4:30 daily)

Location: Toronto (GTA)

Dates: TBA (Note: Call and register your interest)

Fee: Please Inquire

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