1. SALES ESSENTIALS
COURSE OVERVIEW
‘Essential sales skills’ offers a unique 2 staged approach to sales training:
1) Sales Mindset and Application
Firstly we explore the fundamental force that drives success and failure. Many salespeople are unaware of the
impact their thoughts, attitude and beliefs have on their sales abilities. This session includes discussion and group
exercises on the six cornerstones to achieving breakthrough results in sales, including:
1. Honest evaluation of how efforts are targeted everyday
2. Recognising behaviours that could be symptoms of ‘call reluctance’
3. Identifying problematic thinking patterns
4. Creating new positive thoughts
5. Planning and preparation of goals, targets, objectives and sales activities
6. Practicing new thinking for 21 days
2) Selling Skills and Techniques
Secondly we teach product knowledge, selling skills, and sales techniques by discussing and practicing sales calls
based on the Fusion Sales Cycle, including:
1. Prepare and Plan
2. Call Opening
3. Gaining Information
4. Matching Benefits
5. Overcoming Objections
6. Closing
WHERE BUSINESS AND TRAINING COME TOGETHER
FUSION APPROACH
Is simply to work in
synergy not only with
our clients and the
needs of their business
but also with our
delegates, to ensure
they are given the tools
to achieve success.
Tel: 07 3273 2642 www.fusiontraining.com.au

2. SALES ESSENTIALS
TRAINING OUTCOMES
Mindset
• Identify how to eliminate the fear of cold calling
• Transform thoughts and attitude about prospecting
• Overcome the fear of rejection
• Set realistic prospecting goals
• Provide tools to create an individual sales and marketing business plan
• Pick up the phone with confidence and an attitude of success
• Identify that practice and repetition is “The mother of all learning”
Techniques
• Identify the key decision-makers
• Find sources and methods for generating new leads
• Handle common issues with getting past Gate Keepers
• Formulate a 10 -15 second opening statement that creates interest
• Build rapport, credibility and trust quickly on the phone
• Ask the best variety of questions to uncover the prospect’s buying motives.
• Listen for buying signals and present solutions (FAB’s)
• Handle the most common recruitment objections
• Explore closing techniques that ensure commitment - every time!

3. SALES ESSENTIALS
WHAT THE TRAINING INCLUDES
1) Learning Needs Analysis
We will conduct a learning needs analysis comprising of a selection of
questionnaires and surveys with staff and management to discover the exact
learning needs of the collective group.
2) Pre-Course Work
The learning experience will start prior to the training and delegates are issued with
a pre-course work module, which will lay the foundations and create a platform for
further discussion on the day.
3) Live Training
Our philosophy is to provide active 3D training sessions (rather than a trainer
simply talking at a room of people). Delegates can expect plenty of discussion,
brain storming and role plays that will then go on to be critiqued by the trainer and
their peers.
4) On-Line Training
After the training day, delegates are invited to attend a live webinar to reinforce key
learning points and give them the opportunity to ask for assistance if they are
having difficulty transferring topics into real life situations.
SUITABLE FOR
• As an introduction to consultants with less than 2 years’ experience
• As a refresher to any experienced consultant, senior consultant or
manager wanting to re-focus their sales efforts
BOOK A FREE CONSULTATION TODAY
Talk to a member of the Fusion Training team today and discuss how we can
assist you with your organisational development needs.
Phone: 07 3273 2642
Mobile: 0449 593 933
Email: info@fusiontraining.com.au
Website:www.fusiontraining.com.au