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Introductory Sales Training

Basic Sales Training Course

Basic Sales Training: Selling Fundamentals

Course Outcomes

This introductory sales training course will:

  • Provide foundation knowledge of 15 essential sales skills.
  • Outline methods for identifying customer wants and needs.
  • Suggest tools for positioning products and services to customers and potential customers.
  • Explain the mistakes inexperienced salespeople typically make.
  • Give an overview of the networking, an essential process for finding new clients.

Available Formats

  • Half-Day Course
  • One-Day Course

Course Overview

It's no secret that selling has changed in recent years. This is an exciting and dynamic profession, yet it is one of the most underrated and misunderstood. The back-slapping, sleazy, joke-telling huckster has disappeared, and in his place is a new generation of sales professionals. This program is designed to help participants exhibit the traits of the new salesperson: competence, poise, and honesty.

Program Objectives

At this program's conclusion, participants should be able to:

  • Understand a wonderful paradox: helping other people get what they want gives us more of what we want.
  • Use goal-setting techniques as a way to focus on what they want to accomplish and develop strategies for getting there.
  • Recognize the difference between features and benefits of products and services.
  • Identify and be able to better present the competitive strengths of their products and services so they can be proactive in handling objections and more successful at asking for the business.
  • Use different types of selling for different situations.
  • Identify ways to find new clients and network effectively.

The following outline highlights some of the course's key learning points. As part of your training program, we will modify content as needed to meet your business objectives. Upon request, we will provide you with a copy of participant materials prior to the session(s).

Workshop Outline

Working Hard for Good Fortune: Essential Selling Skills
To begin, participants will explore 15 key sales skills. They will also discuss the importance of professionalism and the impact of the expectancy theory.
Picking a Card: Features and Benefits
This component of the program explores the difference between features, advantages, and benefits. Participants will practice positioning their current inventory of goods and services for sale.
Gazing at the Crystal Ball: What Customers Want
This segment looks at the four needs of customers and how they can be used to sell smarter.
Avoiding Bad Visions: 10 Major Mistakes
This part of the program examines the 10 biggest mistakes salespeople make. Participants will identify current errors and brainstorm ways to avoid or rectify these mistakes.
Ensuring a Bright Future: Finding New Clients
The course ends with a discussion of the future. Participants will discuss methods for better networking and finding new clients.

By the end of this training session, participants should have a clear idea of how they can sharpen their sales skills and succeed in today's competitive sales arena.

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