The Fundamentals of Selling

Whether you’re new to sales or a seasoned sales professional, this course can help drive results by giving you the skills to engage with your prospects and clients in an effective, consultative manner throughout the entire sales process. 

This course is for you if you're a:

• Sales Advisor/Account Executive
• Professional with sales responsibilities (e.g. a start-up CEO, technical expert, or engineer)
• Customer Service Professional
• Sales Support Professional
• Sales Professional starting out in your career
• Sales Manager
• Certified Sales Associate (CSA) candidate

A minimum of 1 or 2 months of sales experience is recommended.

• Explain how a consultative selling approach can provide value to clients
• Develop a personal brand that takes into account your own strengths, weaknesses, and personality type
• Recognize the various roles on your sales team and use strategies to work effectively together
• Develop strategic, profitable, and achievable territory and account plans
• Create and manage a sales funnel, within a sales technology platform, to effectively move accounts from market to customers
• Use social media and social selling best practices to carry out your sales strategy
• Prepare for, and execute, prospecting phone calls that overcome potential objections and lead to in-person sales calls
• Use an eight-step consultative selling process to secure go-forward commitments at the end of each sales call
• Deliver tailored, effective in-person and online business case presentations that results in sales
• Successfully navigate collaborative negotiations and use influence to close sales
• Develop written sales communications that are logically structured and accurately communicate the key messages
• Follow up with clients to ensure satisfactory achievement of agreed-upon sales and strengthen client relationships
• Develop self-awareness, maintain optimism, and manage stress with proven takeaway strategies
• Set and achieve personal and professional goals for the next 1,5 and 10 years with a formalized time-management system
• Define professional and ethical sales behaviour and govern yourself accordingly.

Upon completion of this 35-hour program, learners will receive a certificate of completion from the CPSA. The program is directly aligned to meet full educational requirements for the Certified Sales Associate (CSA) designation offered by the CPSA Institute.