New Horizons Computer Learning Center
410-597-9722

Fundamentals of Selling

Course Length: 1 Day

Overview:
Fundamentals of Selling provides an overview of the basics of selling with an emphasis on the different stages of the sales cycle. It provides guidelines and best practices for preparing to sell, finding and qualifying prospects, making sales presentations, negotiating the close, and following up after the sale. By applying the tools and techniques presented in this course, sales professionals will benefit by increasing their sales efficiency and effectiveness.

Course Objectives:
Upon successful completion of this course, students will be able to:

• Select a sales approach so that it matches the sales situation and the needs of the buyer
• Prepare for each sales encounter and sell using the sales cycle so that increased sales are achieved
• Find and qualify a sales prospect so that the prospect is likely to benefit from and buy the product or service being sold
• Make a sales presentation and close the sale so that the customer is satisfied with the deal
• Follow up after a sales call so that a successful ongoing sales relationship is built with the buyer

Course Content

Lesson 1: Selling Basics

• Identify buyer motivations
• Identify types of selling
• Select a sales approach
• Communicate with prospective customers

Lesson 2: Preparing to Sell

• Prepare yourself to sell
• Sell using the sales cycle

Lesson 3: Finding and Qualifying Prospects

• Identify Potential Sources for Finding Sales Leads
• Develop an Ideal Customer Profile
• Qualify Sales Prospects

Lesson 4: Making the Presentation and Closing the Sale

• Get to Know Your Prospect
• Plan Your Presentation
• Give Your Presentation
• Close the Sale

Lesson 5: Following Up After the Sales Call

• Determine the Appropriate Follow-up Method
• Develop a Customer Service Program

6940 Tudsbury Road, Baltimore, MD 21244
P: 410-597-9722
www.nhbaltimore.com