Fundamentals of Selling

At the end of this workshop, you will be able to:

• Explain the consultative selling approach and differentiate themselves with a unique value proposition. 
• Develop a personal brand aligned with their strengths, personality, and professional objectives. 
• Create strategic territory plans and effectively manage client accounts. 
• Leverage sales technology and social selling to optimize prospecting efforts. 
• Master consultative sales calls and navigate objections to close deals. 
• Deliver compelling sales presentations and negotiate successfully. 
• Utilize time management and self-awareness strategies to maintain a high-performance sales mindset. 

Module 1: Introduction to the Fundamentals of Selling

• The Consultative Selling Approach

Module 2: Understanding Yourself and Others

• Personality Traits for Sales Success
• Working with Your Team

Module 3: Building Your Business Strategy

• Territory Planning
• Account Management
• Business Development

Module 4: Sales Process Technology

• Sales Technology
• Social Selling

Module 5: Consultative Selling

• Prospecting Tactics
• The Consultative Sales Call

Module 6: Securing the Business

• Types of Sales Communication
• The Psychology of Influence
• Final Stages in the Funnel

Module 7: Self-Management

• Self-Awareness
• Time Management
• Professional Behavior and Development

No formal prerequisites. However, prior experience in sales, customer service, or business development is beneficial.

• New and aspiring sales professionals looking to build foundational skills.
• Account managers, business development representatives, and consultants.
• Entrepreneurs and small business owners who engage in sales.
• Professionals transitioning into sales roles.