Fundamentals of Selling

Program Overview:

Sales is the lifeblood of any organization—it drives revenue and establishes market presence. To achieve strong sales performance and build a lasting reputation, companies need a well-trained and motivated sales force.

One of the biggest challenges for businesses is developing salespeople who not only understand effective selling techniques but also embody the mindset and attitude of top performers. This program is ideal for freshers or individuals with limited sales experience and is designed to cover all the foundational elements of successful selling.

Key Learning Outcomes:

After completing this program, participants will be able to:

• Develop the mindset and qualities of a high-performing sales professional.
• Understand corporate grooming and professional etiquette.
• Recognize the importance of in-depth product, company, and competitor knowledge.
• Identify key reasons why people make purchasing decisions.
• Understand the steps involved in the buyer’s journey.
• Align the selling process with the customer’s buying process.
• Appreciate the value of thorough pre-sales preparation.
• Apply the "4x20 Rule" for creating positive first impressions.
• Effectively open a sales conversation to build rapport.
• Use open- and close-ended questions to uncover customer needs.
• Clearly articulate the features and benefits of a product or service.
• Practice techniques for handling objections with confidence.
• Learn proven methods for closing the sale successfully.