Sales Fundamentals
Course Aim
Our 1-Day Sales Fundamentals course is designed to enhance your sales techniques and boost your closing success.
Our course is tailored for individuals seeking to elevate their sales game – whether you’re stepping into the sales arena for the first time or looking to refine your approach without prior formal training.
The course is a formally endorsed qualification by the Institute of Sales Management (ISM), which is an industry recognised benchmark for high-quality sales training programmes.
Upon attending this course, you will receive a “Sales Skills Fundamentals” certificate from the ISM.
The course is also CPD certified, and you will receive a CPD certificate at no extra cost.
Attend An Open Course 2024
(We can run this as an in-house course too: Contact us to discuss.)
Attend An Open Course 2025
(We can run this as an in-house course too: Contact us to discuss.)
Course Objectives
- Learn the fundamentals of the sales process, including the steps to a sale and the significance of a sales funnel.
- Learn how to conduct research before initiating contact and adopt a consultative selling approach.
- Learn how to distinguish between customer needs and wants, building trust and rapport.
- Learn how to effectively uncover customer needs through enhanced listening skills.
- Learn the techniques for presenting your products and solutions, including understanding and leveraging features, advantages, and benefits to match customer needs.
- Learn how to navigate objections and resistance, including immediate responses to objections, understanding their root causes, and strategies for overcoming them.
- Learn negotiation skills and strategies for securing commitment, transitioning smoothly to gain commitment, and effectively summarising recommendations to close the sale.
Target Audience & Who Will Benefit
- New salespeople
- Salespeople who have had no formal training on the subject before
- Salespeople who need a refresher and need to get “back to basics” and refocus their time and effort
- Field salespeople
- Business to business salespeople
- Client relationship managers
- Account managers
- Business development managers
- Commercial managers
Course Overview
Introduction & Objectives
Understand The Sales Process
- Learning what distinguishes exceptional sales strategies
- Understand the steps of a sale, the critical role of a sales funnel, and the importance of research before making contact.
- Explore consultative selling as your primary strategy for engaging prospects.
Unearthing Customer Wants & Needs
- Learn the secrets to discerning between customer needs and wants.
- Discover methods for crafting compelling fact-finds to unearth customer needs – utilising three levels of listening.
- Understand how to enhance your listening skills with practical tips.
Discussing Your Products & Solutions Whilst Building The Value
- Learn to discuss and present your products and solutions with confidence.
- Gain expertise in conveying value, ensuring your offerings resonate deeply with your prospects.
Overcoming Objections & Resistance With Ease
- Equip yourself with the knowledge to respond instantly and effectively to objections.
- Understand why objections arise and learn the steps to address them confidently, including handling pricing concerns with tact.
Closing The Business & Moving The Sale Forward
- Develop your negotiating skills to confidently transition discussions toward securing commitment.
- Learn strategies for moving to the next stage and summarising recommendations to conclude sales conversations successfully.
Testimonials From Our Customers
Check out what our customers think of us.
The course was delivered in an informal way that made all who attended feel very comfortable. The trainer was highly attentive and instilled confidence in the delegates by her “human” approach. I never felt awkward asking questions. I thoroughly enjoyed the course and hoping to go on another one soon.
Your trainer was excellent. He was engaging throughout the whole day and his knowledge really showed. He was able to help and give advice on dealing with different situations in my company specifically which made it very personal and I felt as though he was very passionate about delivering the course and helping us get the most out of it.
The course and our trainer were brilliant. She made it accessible, interesting, and challenging from the start. I hadn’t expected to get so much out of the course. I feel completely equipped to go back to the office and go about selling in a reinvigorated and well educated fashion, so thank you!
Experienced Sales Trainers
Our trainers have had years of experience both as salespeople and as trainers.
Meet a few of them to give you a feel of what they’re all about.
Senior Sales Trainer and Consultant
Mark has over 25 years of coaching experience and focuses on B2B sales. He has enhanced the performance of teams at Peugeot, Citroen, and Jaguar Land Rover. His targeted training drives significant business growth.
Trainer
Anne-Louise, with her ILM Level 7 in Business Coaching & Mentoring, has enhanced the sales capabilities of Tesco, Morrisons, and Ernst & Young over 20 years in the field. Her strategic training empowers sales professionals.
Trainer
Bronwyn, with a decade in sales training, combines her New Insights Certified Coach expertise across finance to marketing, impacting firms like the Ministry of Commerce and CMR UK Ltd. Her dynamic approach inspires sales excellence.
Training Locations
Heathrow
Eastern Perimeter Road
Hatton Cross, London
TW6 2SQ
Coventry
Dolomite Avenue
Coventry
CV4 9GZ
Central London
60 Pentonville Road
Angel Kings Cross, London
N1 9LA
Manchester
Cheadle Road
Cheadle Hulme, Cheadle
SK8 1HW
Manchester Airport
Ringway Rd, Airport
Manchester
M90 3NS
Pricing
The course fees are £295 + vat.
ISM & CPD Certified
Sales Fundamentals is a formally endorsed qualification by the ISM and is also CPD Certified. Upon attending the course, you will receive a “Sales Skills Fundamentals” certificate from the ISM and a CPD certificate.
Start & Finish Times
Start: 9.30am
Finish: 4.30 – 5.00pm
Included Within The Registration Fee:
- Course manual
- Course materials
- Buffet lunch
- Servings of tea and coffee throughout the day
- ISM “Sales Skills Fundamentals” certificate & CPD certificate
- Unlimited email and telephone support from your trainer after the course
Please click on BOOK NOW below to reserve your place. We will then confirm the booking through email and will send you the joining instructions and invoice.
Course Methods & On-Going Support
We believe that training should be practical and fun. That’s why this course is delivered in an engaging way with lots of participation. All delegates receive a pre-course questionnaire to complete so we can gauge the experience and roles of those attending so we can cater for your specific needs and requirements.
After we have delivered this course, we do not just shake hands and take your money. We like to offer you some ongoing support.
Included within the cost are the following unique support options that are available to you.
Related Courses
Here are some more courses and bespoke courses that we run throughout the UK.Our most popular venues are London, Manchester, and Coventry.
Want to know more?
Please speak to one of our team or use
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