Sales Fundamentals

This practical marketing and sales workshop develops knowledge, judgement and workplace application in sales fundamentals. Participants explore good-practice principles, work through realistic examples and practise tools that can be adapted to their own roles and organisations.

The workshop emphasises active participation, reflection and transfer of learning. Facilitators can contextualise examples, exercises and discussion around the organisation's policies, industry, workforce and operating environment.

• Explain the key principles associated with customer needs and value proposition.
• Apply practical tools and techniques for prospecting and preparation.
• Use questioning and discovery to support better workplace decisions and outcomes.
• Recognise common risks, barriers and good practices relating to presenting solutions and value.
• Develop a practical approach to handling objections and negotiation that can be used after the workshop.

Sales, marketing, customer-facing and business-development professionals, supervisors and anyone responsible for attracting, serving or retaining customers.

• Customer needs and value proposition
• Prospecting and preparation
• Questioning and discovery
• Presenting solutions and value
• Handling objections and negotiation
• Closing, follow-up and relationship building