Sales Foundation

Learn how we can take your business and employees to the next level 

All too often a salesperson arrives in a new company and is given a one to two-week induction which normally involves shadowing a senior salesperson and a quick walkaround each department in the company. They are then given their business cards, products and market and told to “sink or swim”. We understand why a business will want to have someone cover a region especially if the area has not been serviced for some time but putting a salesperson into the field too earlier can have a detrimental impact on your business.

If you are new to sales, coming from an academic or another discipline background our Foundation programme has been carefully designed to give you a 360 insight into selling. We start our training by debunking the many myths of selling and the misapprehension that selling is secondary to the product offering, operations and finance.

Understanding and identifying who your target market is, how you will reach them and the processes to convert them to a client while retaining them for future business will help you get the best start possible in your sales career. Of course, after you have served your client well we will show you when and how to ask for a referral.

Why your team needs sales training

44% of salespeople give up on prospects after one follow-up

80% of prospects require a minimum of five follow-ups

Research shows that if you follow up with a prospect within 5 min you are 9x more likely to close the sale

With 63% of prospects requesting information and not buying for 3 months your sales funnel needs to be accurate


Who should attend New to sales (less than 2 years)

Duration 2 Days

Delivery Instructor-Led Workshop

Qualification Certificate in Professional Sales Foundation

Location Customers Premises or external room hire*

Participants 12 - 15 people


Introduction to sales

Building Trust


Learning to listen

Why salespeople fear cold calls

Great sales questions to ask

Handling objection

Know when to be quiet

Selling to difficult customers

Forms of communication with customers

Conveying your message

Knowing your product offering


Understanding the buyer

The buyer's journey

Where to find customers

Qualify a prospect


CRM and Report Management

Market Intelligence

Wiki Library

Sales playbook


The Gatekeeper

Telephone sales

Field Sales

Software as a Service (SAAS)

Group selling

Social Media Selling

Arrange a meeting


Close a sale


Moving a sale along to the next step

What to do when a sale stall’s


High Pay-off activities

Important Vs Urgent

Systems and processes to sell


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Ready to move your Sales team to the next level?


For members of the press or those seeking to book Stephen as a keynote speaker.


Contact Customer Service for information on training and availability


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