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Sales Essentials

  • How to Close More Sales by Building Trusted Relationships

Course Overview

The Sales Essentials programme is a focused six-hour course that equips sales professionals with essential mindset, process, and communication skills for today’s competitive market. Grounded in modern best practices, it teaches participants how to build credibility, understand customer needs, present tailored solutions, and confidently close deals. Ideal for new salespeople or those seeking a refresher, this course simplifies key sales fundamentals into a practical, easy-to-follow structure for consistent success.

Course Objectives

  • 1. Understand the core mindset, behaviours, and systems required for sales success.
  • 2.Develop a lead generation and engagement strategy that attracts and connects with prospects.
  • 3. Learn how to uncover customer needs using active listening and structured questioning.
  • 4. Present solutions that align with customer priorities and drive buying decisions.
  • 5. Improve closing effectiveness while managing objections professionally.
  • 6. Improve closing effectiveness while managing objections professionally.

Course Outline

  • Explore how sales has evolved and what drives customer decisions
  • Understand the power of mindset: belief, determination, and action
  • Learn the core skills of high performers: Teach, Tailor, Take Control
  • Implement basic systems for tracking, learning, and improvement
  • Build a lead generation strategy using Seeds, Nets, and Spears
  • Develop your personal brand and online presence
  • Implement a prospecting plan with social selling and networking
  • Use value-driven engagement to attract ideal customers
  • Focus on value creation, not just product features
  • Use empathy and storytelling to build meaningful connections
  • Apply active listening techniques: Affirm, Clarify, Confirm, Summarise
  • Use the Situation–Process–Impact questioning model
  • Guide customers in evaluating your offer with confidence
  • Identify and empower internal advocates
  • Use a structured evaluation plan and decision-making framework
  • Understand and influence the forces that drive or block buying
  • Recognise when and how to ask for commitment
  • Understand the concept of an “advance” in the sales process
  • Handle objections with professionalism and empathy
  • Use follow-up and relationship nurturing to retain and grow accounts
Sales Essentials
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Delivery Method

  • In-person at training venues
  • Virtual instructor-led sessions for remote participants
  • On-site delivery available at client premises upon request
  • Includes practical activities, job aids, and real-world scenarios
  • Certificate of Completion provided

Master the fundamentals with Sales Essentials for consistent, confident selling success.

Build credibility, understand customer needs, and close deals confidently with Sales Essentials The perfect course for new and refreshing sales skills.

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