Home / Non-Accredited / Sales, Marketing & Customer Care / Sales Skills: Basic Training – Sales Fundamentals (1 day)
Quick Look Course Summary:Sales Skills: Basic Training – Sales Fundamentals (1 day)
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Length: 1 day(s)
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Price (at your venue): 1 Person R 5,654 EX VAT 3 Person R 3,982 EX VAT 10 Person R 2,954 EX VAT
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Certification Type:Non-Accredited
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Locations & Venues: Off-site or in-house. We train in all major city centres throughout South Africa.
Sales Fundamentals – self-paced online, 6 months’ access: R950 per learner (ex VAT); teams of 10 or more pay less.
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Sales Skills: Basic Training – Sales Fundamentals (1 day)
People new to sales learn the sales conversation from preparing the call to closing and following up – and leave with a call plan they can use the next day.
New sales people are often handed a target, a product brochure and a list of names, and left to work out the rest. Some succeed; many struggle, lose confidence and leave. This sales skills training gives people who are new to selling – or who sell as part of another role – a practical one-day grounding in how sales are won.
The day follows a sales conversation from start to finish: the main types of selling and common sales approaches, preparing a call with a needs analysis, opening warm, cold and referral calls, presenting features as benefits and explaining your unique selling position, handling objections, recognising when to close and following up so the client comes back. It ends with the basics of keeping sales on track: SMART sales goals, a simple system for client records and a prospect board.
Every module includes short practice in pairs, and delegates leave with a call-planning sheet and a personal action plan for their first month.
Why this course
For your organisation
- New sales staff productive sooner
- One consistent sales process across the team
- Better-prepared calls and fewer lost opportunities
- Better records of clients, calls and follow-ups
For your delegates
- A clear map of the sales conversation from first call to repeat business
- Openings for warm, cold and referral conversations
- Simple techniques for objections and closing
- A call-planning sheet and personal action plan
What delegates will be able to do
- Explain the main types of sales, common sales approaches and key sales terms
- Prepare for a sales call with a needs analysis and possible solutions
- Open warm, cold and referral conversations with confidence
- Present features as benefits and explain your unique selling position
- Respond to common objections and recognise when it is time to close
- Follow up after the sale to resolve issues and build repeat business
- Set SMART sales goals and keep client records in a simple system or on a prospect board
Who should attend
People starting out in sales or moving into a client-facing role, staff in technical, admin or service roles who are expected to sell, small-business owners, and managers who want to understand the sales process their teams follow. No previous sales training is needed.
Course outline
Day 1 – Sales fundamentals: from first call to follow-up
Understanding sales
- Types of sales: face to face, telephone, email and online
- Consultative, solution and transactional approaches
- The stages of the sales process
- Common sales terms explained
Preparing the call
- Identifying the right contact person and decision maker
- Running a needs analysis
- Preparing possible solutions before the meeting
- Completing a call-planning sheet
Openings and the pitch
- Opening a warm call
- Warming up a cold call
- Opening with a referral
- Turning features into benefits
- Explaining your unique selling position
- Answering the client's real question: what is in it for me?
Objections and closing
- Common types of objection and what lies behind them
- Basic and more advanced ways to respond
- Spotting buying signals and knowing when to close
- Simple closing techniques
- Practice: a full sales conversation in pairs
Following up
- Thank-you notes and staying in touch
- Resolving service issues quickly
- Asking for referrals and repeat business
Goals, records and your action plan
- Setting SMART sales goals
- Choosing a manual or computerised system for client records
- Using a prospect board day to day
- Personal action plan and close
How it is delivered
One day, 08:30-16:00. In person at your offices anywhere in South Africa, at a BOTI venue, or live online. One delegate or a group of up to 20. Workbook, call-planning sheet, prospect board template and practice scenarios based on your own products included. We deliver it at your offices in Johannesburg, Pretoria, Durban, Cape Town and anywhere else in South Africa, at a BOTI venue in Johannesburg, or live online for teams in different places.
What our clients say
“The sessions … were exceptionally well-organized and seamlessly integrated into our schedule. We were highly impressed by the calibre of the training and the deep expertise demonstrated by the facilitator.”
“…the general feedback received was that the course was very informative and participative. The training and the facilitator was of a high quality. We highly recommend BOTI for training services.”
“Throughout both interventions, BOTI demonstrated a high level of professionalism, subject matter expertise, and commitment to quality training delivery. Their ability to effectively manage virtual learning environments and engage participants contributed significantly to the success of the programmes.”
Frequently asked questions
Can you run this course at our offices?
Yes. Most groups are trained at the client's premises anywhere in South Africa; we can also host it at a BOTI venue or deliver it live online.
How many people can attend?
From one delegate to groups of about 20. In-house groups practise on their own products, clients and territory.
Is it accredited?
No. It is a non-accredited short course and delegates receive a BOTI certificate of attendance. If your sales team needs a full qualification, BOTI also offers the accredited National Occupational Certificate: Sales Representative.
Is this suitable for experienced sales people?
It is designed as a one-day foundation. Experienced sales people usually get more from Overcoming Sales Objections, Professional Selling Over the Phone or Key Account Management (2 days).
Can it focus on our products and market?
Yes. Tell us what you sell and to whom, and the facilitator uses your products in the call planning and practice conversations.
Can you run this course in Johannesburg, Cape Town or Durban?
Yes. We train on site at your offices in Johannesburg, Pretoria, Durban, Cape Town and across South Africa, at a BOTI venue in Johannesburg, or live online so a team spread over several offices can attend together.
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