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Fundamentals of Selling




This course allows the student to better understand the sales cycle, prepare effective sales presentations and knowing how to close the deal. These are all crucial to effective sales.

Fundamentals of Selling provides an overview of the basics of selling with an emphasis on the different stages of the sales cycle. It provides guidelines and best practices for preparing to sell, finding and qualifying prospects, making sales presentations, negotiating the close, and following up after the sale. By applying the tools and techniques presented in this course, sales professionals will benefit by increasing their sales efficiency and effectiveness.

Delivery Methods

Leading Training is focusing on providing virtual training courses for the foreseeable future and will only consider in-person and classroom training on request, with a required minimum group size of four delegates. We remain committed to offering training that is fast, focused and effective.

Delivery Method Duration Price (excl. VAT)
Fulltime 1 Day R 2,299.00
Webinar 1 Day R 1,849.00

Discounts Available

Save up to 10% by booking and paying 10 business days before the course.


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Information may change without notice.


Sales staff, Management.



Course Outline / Curriculum

Lesson 1: Selling Basics Topic 1A: Identify Buyer Motivations Topic 1B: Identify Types of Selling Topic 1C: Select a Sales Approach Topic 1D: Communicate with Prospective Customers Lesson 2: Preparing to Sell Topic 2A: Prepare Yourself to Sell Topic 2B: Sell Using the Sales Cycle Lesson 3: Finding and Qualifying Prospects Topic 3A: Identify Potential Sources for Finding Sales Leads Topic 3B: Develop an Ideal Customer Profile Topic 3C: Qualify Sales Prospects Lesson 4: Making the Presentation and Closing the Sale Topic 4A: Get to Know Your Prospect Topic 4B: Plan Your Presentation Topic 4C: Give Your Presentation Topic 4D: Close the Sale Lesson 5: Following Up After the Sales Call Topic 5A: Determine the Appropriate Follow-up Method Topic 5B: Develop a Customer Service Program

Schedule Dates and Booking

There are currently no scheduled dates.

Please note that this course needs a minimum of 6 delegates to schedule a course. You can choose to be added to the waiting list by clicking the button below and we will contact you when we have enough delegates interested. Should we not get enough delegates, we will refund or credit your paid booking.

Add me to the waiting list

Should you need this course urgently, the following options are available:

  1. Pay for 6 delegates (whether you have them or not) and we will schedule the course as soon as possible.
  2. If you have fewer delegates and cannot pay for 6, we can negotiate a shortened course where some of the time will be spent in blended learning - watching videos and doing tutorials and exercises with some contact time with the trainer. We would want to discuss what your core needs are so that we cover those aspects. You need to have paid for 3 delegates at least.