Fundamentals of Selling

Our top-selling sales program that provides sales professionals with fundamental knowledge for sales success.  

Who Should Attend

  • Professionals with sales responsibilities such as start-up CEO's, technical experts and engineers
  • Customer service professionals
  • Sales support professionals
  • Sales professionals starting out in their career
  • Sales managers
  • Certified Sales Associate (CSA) candidates

A minimum of one to two months of sales experience is recommended.

Available Formats

  • Instructor-led in-class over three days. Additional 6 weeks of online post class activities with 2 scheduled webinars. Program concludes with knowledge check quiz
  • On-site with the opportunity to customize

Learning Outcomes

  • 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
  • Uses 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 behavior, and govern yourself accordingly. 

Course Content

  • Consultative selling approach
  • Personality Traits for Sales Success
  • Working as part of a Team
  • Territory Planning 
  • Account Management
  • Business Development 
  • Prospecting 
  • Social Selling
  • Sales process Technology
  • Personal Brand
  • Consultative Sales Calls
  • Presentation
  • Negotiation 
  • Psychology of Influence
  • Closing the Sales
  • Follow-up
  • Written Sales Communications
  • Self-Awareness
  • Time Management
  • Professional Behavior and Development 

Course Cancellation Policy

Follow-up Virtual Coaching Session #1
10/Aug/18 - 11:00 - 12:00
Follow-up Virtual Coaching Session #2
31/Aug/18 - 11:00 - 12:00
Course Fee
New Attendees (Non-Members)

Includes a 1-year CPSA Membership

Paul Watts, CSL
Course Language
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