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SALES, MARKETING & BUSINESS DEVELOPMENT
Sales Fundamentals
Learn the full sales process from first contact to close
Why It Matters
New sellers often learn by trial and error, picking up habits from whoever sits nearby. Some are pushy, some are passive, and few see how the stages of a sale connect. That costs deals and confidence early, when turnover in sales roles is highest. A clear process gives new sellers a map they can follow and improve. Organizations ramp new hires faster, forecast more accurately, and build a consistent, ethical sales approach across the team.
Course Description
Designed for people early in sales, the course walks through each stage of a sale in order. Participants learn what happens at each step, what buyers need to feel before moving forward, and which seller behaviors help or hurt. Short practice rounds at every stage let them try a prospecting opener, a set of discovery questions, a brief presentation, a response to a concern, and a closing question. Discussion highlights ethical selling and the difference between persuading and pressuring. Participants also learn basic pipeline tracking so they know where each deal stands. Each person maps their organization's sales process against the stages covered and chooses one stage to strengthen first, with a review date.
Key Focus Areas
Participants explore and practice:
The stages of a sale and what buyers need at each one
Prospecting and making a first contact
Discovery questions that uncover needs
Presenting value and handling common concerns
Closing, follow-up, and asking for referrals
Tracking a pipeline and ethical selling basics
Learning Outcomes
Participants will be able to:
Describe each stage of the sales process and its purpose
Ask open discovery questions in a practice conversation
Present a solution linked to a buyer's needs
Track deals by stage in a simple pipeline
Who Should Attend
New sales representatives
Career changers moving into sales
Customer service staff taking on sales duties
Workforce program participants exploring sales careers
Delivery and Customization
Examples, scenarios, and activities are adapted to your audience and goals. Delivery is available in person, virtually, or in a hybrid format, as a standalone session or as part of a series. Format and length are agreed during scoping.
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Bring Sales Fundamentals to your team
Tell us about your audience and goals. We will follow up to scope objectives, format, and timing.