HH FINANCE & INSURANCE

Sales Fundamentals

This course will provide candidates with basic selling skills training, and delegates will learn the most successful and proven techniques. The training will empower them with the key skills necessary for an accelerated career in sales.

COURSE OVERVIEW​

Sales Fundamentals is a robust foundation programme designed for anyone relatively new in sales. The course is practical, challenging and fun, providing a great platform to make connections and meet others who are new to sales.

On this course, you will learn the sales basics that you will take with you for the rest of your career. It will prepare you for the most common and demanding elements of a sales job; it covers all critical segments of the sales process – from lead generation through to cold calling. You will be engaged, challenged, and supported throughout the process and will come out with the sales basics to succeed in your sales career.

Duration

3 days

Venue

Heirs Holdings Learning Centre, Afriland Theatre

Date(s)

April 13 - 15, 2022

WHO TO ATTEND

All retail sales professionals within 5 years of sales experience

INDIVIDUAL OUTCOMES
At the end of the course, you will gain:
  • Identify the attributes of a successful seller today
  • Demonstrate the nine steps of the buying process and identify how they can support a client’s progression through each stage
  • Identify how to use a consultative sales approach to drive performance effectively
  • Effectively and professionally get past gatekeepers
  • Demonstrate how to make a winning cold call
  • Handle objections confidently and professionally to improve levels of client commitment
  • Lead a productive meeting to achieve specific objectives
    • COURSE CONTENT
    • Selling: What is selling?
    • Communication Skills: Getting the message across
    • Questioning and Listening: The power of asking the right things, at the right time
    • Qualification: From lead generation and beyond
    • Features, Advantages and Benefits: Explaining what’s in it for the customer
    • Booking a Meeting: Getting a foot in the door
    • Objection Handling: Overcoming hurdles
    • Closing: The importance of the end
    • Personality Profiling: Knowing your customer