Course No. & Name

100 Sales Basics

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

Duration: 2 days (9 to 5 daily)

Location: Toronto (GTA)

Dates: TBA (Call and register your interest)

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?

Fee: $795 plus taxes.

Course No. & Name

110 Sales Skills for Occasional Sellers

Category:  Occasional Sales

Duration: 1 day (9 to 4 daily)

Location: Toronto (GTA)

Dates: TBA (Call and register your interest)

Course Objective and Content: This program introduces basic sales concepts and activities to those who have sales duties but whose full-time job is not sales. This program will also benefit those who manage or coach sales people but may have little or no sales experience themselves.

Key Topics Covered: a. Is selling the same thing as marketing, promotion, public relations, or advertising? b. How do they differ? c. Which is most important?

  1. Overview of the history of selling
  2. What qualities do top sales performers have? Do you have any of these sames qualities?
  3. What is a Sales Process and why is it important to use one?
  4. The components of a simplified Sales Process, what they do, and how to do them.
  5. Adapting this sales process to you, your style, and what you need to do when you sell.
  6. Review and wrap-up.
Preparation: Attendees should be prepared to discuss their initial experiences when they have sold, and how they think things could have gone better.

Fee: $445 plus taxes.