ELEV-MW 010: Sales Fundamentals

ELEV-MW 010: Sales Fundamentals

Course Number: ELEV-MW 010

Duration: One day

Course Description:

While the definition of a sale may seem simple, converting interest into a purchasing decision is a complex process that requires preparation, communication, and strategy. Successful sales professionals must understand customer needs, communicate value clearly, and guide prospects through each stage of the sales process with confidence and purpose.

The Sales Fundamentals course introduces learners to a structured sales process and practical tools that support effective selling regardless of the size or scope of the opportunity. Learners will explore how to prepare for sales conversations, make compelling pitches, handle objections, close sales, and manage follow-up activities. By building strong foundational sales skills, learners can improve consistency, confidence, and performance.

By the end of this course, learners should be able to:

• Understand the language of sales
• Prepare effectively for sales opportunities
• Deliver persuasive sales pitches
• Handle objections with confidence
• Close sales successfully
• Follow up to strengthen customer relationships
• Set and manage sales goals
• Organize and manage sales data
• Use a prospect board effectively

Course Modules:

Module One: Understanding the Language of Sales

• Types of sales
• Common sales approaches
• Glossary of common terms

Module Two: Preparing for the Sales Call

• Identifying the contact person
• Performing a needs analysis
• Creating potential solutions

Module Three: Creative Openings

• Openings for warm calls
• Warming up cold calls
• Using referral-based openings

Module Four: Making Your Pitch

• Features and benefits
• Defining your unique selling position
• Addressing the customer’s key question

Module Five: Handling Objections

• Common types of objections
• Basic response strategies
• Advanced response strategies

Module Six: Sealing the Deal

• Recognizing the right time to close
• Effective closing techniques
• Key considerations

Module Seven: Following Up

• Writing thank-you notes
• Resolving customer service issues
• Maintaining ongoing contact

Module Eight: Setting Sales Goals

• Importance of goal setting
• Setting SMART goals

Module Nine: Managing Sales Data

• Choosing a system that fits
• Using computerized systems
• Using manual systems

Module Ten: Using a Prospect Board

• Prospect board layout
• How to use the board effectively
• A day in the life of a prospect board

The Sales Fundamentals course helps learners build confidence and consistency throughout the sales process. Join now to strengthen core selling skills while improving results across every stage of the customer journey.