This document provides an overview of an "Introduction to Sales" training course. The course uses a two-staged approach, first exploring the impact of mindset on sales abilities, then teaching selling skills and techniques. Key outcomes include identifying how to eliminate cold calling fear, transforming thoughts about prospecting, and learning techniques for generating leads, overcoming objections, and closing sales. The training is suitable for new consultants or experienced consultants seeking a refresher. It includes a needs analysis, pre-course work, a 1-day workshop, follow-up webinar, and action plans to develop sales skills.

1. Introduction to Sales
COURSE OVERVIEW
‘Introduction to Sales’ 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

2. Introduction to Sales
OUTCOMES OF TRAINING
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!
PO BOX 112 Brisbane OLD 4509
Phone: 07 3273 2642
Email: info@fusiontraining.com.au
Website: www.fusiontraining.com.au
ABN: 73 448 242 192

3. Introduction to Sales
WHO IS IT 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
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.
4) Feedback
During our training courses, we ask each delegate to compile a self-assessment,
personal development/action plan and key learning points which they then take back into
work for discussion with their manager.
PO BOX 112 Brisbane OLD 4509
Phone: 07 3273 2642
Email: info@fusiontraining.com.au
Website: www.fusiontraining.com.au
ABN: 73 448 242 192

4. Introduction to Sales
INVESTMENT
Training Type Price Unit
Pre-training managers brief
Sales skills learning needs analysis
Distance learning pre-coursework module
1 Day public workshop
1 Hour post workshop webinar and recorded role play
Action Plans and follow in weeks 2 & 12
Managers guide for on-going coaching & development $599 + GST Per Delegate
Fusion training sales courses are limited to 10 delegates so that they get the personal attention
they deserve. But don’t take our word for it take a look at what these customers had to say
Register your interest or call for further information 07 3273 2642
PO BOX 112 Brisbane OLD 4509
Phone: 07 3273 2642
Email: info@fusiontraining.com.au
Website: www.fusiontraining.com.au
ABN: 73 448 242 192