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Fundamental Selling Techniques for the New or Prospective Salesperson (Live Online)

With this intensive introduction to selling, you can begin your sales career with confidence.
Many new sales professionals lack a strong understanding of the fundamentals of selling, making it highly unlikely they’ll close as many sales as they need to. With ever-increasing competition, they face the unfortunate prospect of a short-lived sales career. This highly interactive Live Online introduction to the art of selling will equip you with the tools and techniques necessary to improve your performance and achieve sales success.

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Upcoming Sessions

Date City Times Course# 65510
  • Oct 9, 2017
    - Oct 12, 2017
    Live Online 2:00 PM
    - 5:00 PM
    Add to Cart
  • Feb 26, 2018
    - Mar 1, 2018
    Live Online 2:00 PM
    - 5:00 PM
    Add to Cart

Do you need a different date or location? We offer Courses On Request.

Course Details

What You Will Learn

The Importance of Sales 
  • Your role in the sales organization 
  • Exploring selling models 
  • The AMA Sales Framework 
  • Planning for the business
Finding and Qualifying the Business
  • Prospecting and generating leads 
  • Understanding how to get referrals 
  • Qualifying the prospect 
  • Setting appointments
Earn the Business
  • Opening the sales call 
  • The discovery phase 
  • Questioning techniques to discover needs 
  • From discovery to presenting
After the Sale
  • Delivering the business 
  • Communicating and confirming 
  • Gauging customer satisfaction 
  • Managing the relationship

How You Will Benefit

  • Identify the behaviors and skills of a successful sales professional
  • Describe different types of selling models
  • Identify elements of the sales framework
  • Understand prospecting basics and be able to conduct a sales call
  • Use a customer-centered selling approach to provide value
  • Choose a closing technique to earn the business
  • Complete a formula to achieve sales goals
  • Manage the customer relationship on an ongoing basis
  • Develop an action plan to apply your new skills.

Additional Details

Four 3-hour sessions run over a 2 week period

Live Online courses are delivered in partnership with the American Management Association.

These courses offer the high-calibre faculty and quality content that Canadian Management Centre is known for, but in a live online format— delivered in easy-to-manage lesson installments that won’t disrupt your work week. Learn new skills, sharpen existing ones and enhance your career journey!

  • Interactive, instructor-led course in a user-friendly platform
  • Talk and text with faculty and peers via chat and VoIP
  • Share files and work in breakout group activities
  • Access live, 24/7 customer support throughout your AMA learning experience
  • Lessons are divided into manageable 3-hour blocks


  • $2,100 Member         
  • $2,399 non Member

Become a Member and save

Who Should Attend

Salespeople, sales support, as well as potential candidates for sales positions who want to build and revitalize their existing selling skills.