Sales Fundamentals Training Course, Dublin, Monday, 01. October 2018

Course Description
DSM Sales Fundamental Couse is ideal for individuals new to the sales profession who need a strong foundation of skills, knowledge and tools to help them build strong customer relationships and a solid portfolio. You will learn how to build trust with customers, discover customer needs and negotiate for win-win outcomes, all to maximise their sales performance and strengthen customer success.
Specifically, we can help them learn how to:

Use an effective sales process to manage a sale from initial contact to closing the business.
Build relationships through trust and credibility.
Adapt with versatility to individual interpersonal styles.
Discover customer needs and connect with the right offering.
Prospect to identify the right customers.
Negotiate effectively to protect margins, ensure profitable sales and strengthen relationships with customers.

What will you gain from the day?
The course has been designed over two (2) day to give an understanding of the fundamentals of sales. The course will cover the following areas;

What is selling?
Communication Skills: Getting the message across
Questioning and Listening: The power of asking the right things, at the right time
Qualify lead generation
Explaining what’s in it for the customer
Getting a foot in the door of a customer
Presenting your product or service while having a two way dialogue
Overcoming objections and non-buys
How to close a sale
Profiling your perfect customer
Understanding CRM systems and what they can offer
Sales Pipelines and Forecasting
Reporting and distribution of key information
Communicating negative news
How each department connects to deliver a product or service

Who has the course been designed for?

Outbound Sales Executive
Inside Sales Executive
Business Development Executive
Sales Junior
Administration Team Leader

Trainers Background
Stephen McComb has almost 25 years’ experience in International Sales and has opened both Public and Private sector accounts throughout the world. Stephen bases his courses on his “real-world experiences and mixes it with theory to give each sales person a blended approach to help them understand the sales process and to sell more. Stephen has sold extensively to business to business (B2B), business to consumer (B2C), public Tenders and reverse tender auctions. Stephen counts his achievements as opening multi-million-pound accounts with Marks & Spence Plc, Cathy Pacific Airline, Marriott Hotels and the US Government.
In Stephens own words he says, to be successful in sales you must first listen to what the customer wants and then provide a solution. All too often sales people have a script they recite and never stop to ask the customer what is it that they need or want.
What should you bring?
All training material will be provided so you don’t need to bring anything other than a willingness to learn.
Delegates who fully attend the course will receive a certificate on the course completion.

Monday, 01. October 2018, Dublin, Sales Fundamentals Training Course

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