Sales Fundamentals

12 hours


UAE, Jordan Online Training


Sales & Marketing

What make some organizations prosper and succeed, while others fail and disappear? The answer is their salespeople. Successful organizations have discovered that, in today’s tough competitive business world, professionally trained salespeople are the recipe for success.

This hands-on practical course will give your salespeople the knowledge and skills they need to become successful and professional. It is a powerful tool toward becoming a leader in your industry.

Course Outline

  • Introduction to the selling process.
  • Why people buy?
  • The psychology of winners.
  • Habits of successful salespeople.
  • Product and industry knowledge.
  • Prospecting.
  • Laying the foundation for a sale.
  • The power of words.
  • Active listening.
  • The psychology of closing.
  • Closing techniques.
  • Up-selling and cross-selling techniques.
  • Keeping customers coming back.
  • Measuring your success.


Course Objectives

Participants will learn:

  • What is Professionalism?
  • Why do customers buy?
  • The consultant vs. the salesperson.
  • Knowing and loving your product.
  • Knowing your industry.
  • Measuring your competition.
  • The power of belief.
  • Self-assessment and style building.
  • Breaking the ice.
  • Feeling your customer.
  • The power of questions.
  • How to find your customer’s needs.
  • Selling benefits vs. features.
  • Eliminating objections.
  • “No” means don’t know.
  • Creating urgency.
  • Closing techniques.
  • Asking for the order.
  • The sale after the sale.
  • Prospecting.
  • Listening out for cross and up selling opportunities.
  • Learn when to cross sell and when to up sell
  • Wining repeat customer.
  • Turning your customer to an advocate.
  • Following-up with customers.
  • Habits of successful sales people.
  • Motivating you.

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