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Fundamental Selling Techniques for the New or Prospective Salesperson

Start your sales career with this intensive introduction to selling.

With mounting pressure for salespeople this challenging profession is becoming even more competitive. But many prospective sales professionals don’t have the necessary sales training and understanding of the fundamental skills for selling. This intensive, interactive 2-day introduction to the art of selling will equip you with the tools and techniques to achieve sales success and improve your performance.

How You Will Benefit

  • Understand how sales create revenue that contributes to the industry and your organization
  • Use a customer-centred sales approach to provide value to customers
  • Identify the behaviours, characteristics, and skills of a successful sales professional
  • Expand your communication skills and apply sales tips, tools and techniques to enhance sales performance
  • Develop an action plan to apply the learned skills
  • Adopt the behaviors and skills of a successful sales professional
  • 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 ongoing customer relationships

Want a better sense of what learning with CMC is like? Learn more about the CMC Classroom Experience.

 

Who Should Attend

Individuals with less than three years of selling experience, as well as potential candidates for sales positions. Customer service representatives may also benefit from this course.

 

$2,295 Non Member Fee
$2,095 Member Fee
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Do you need a different date or location? We offer Courses On Request.

When colleagues learn together, everyone benefits!

Connect with an advisor to discuss delivering this course to your team.

Frequently Asked Questions

 I’m new to sales. Is this course a good place to start?

Yes. This program introduces the core principles every salesperson needs to succeed. If you are new to selling or preparing for a sales role, this course helps you understand the fundamentals of building relationships, identifying customer needs and presenting solutions effectively.

 What skills will I learn in this fundamental selling techniques course?

Participants develop essential sales skills including prospecting, asking effective questions, presenting solutions and responding to customer concerns. The course also explores how to structure a sales conversation, so you can guide prospects toward confident buying decisions.

 Who should attend this sales training program?

This program is designed for new or prospective salespeople, professionals transitioning into a sales role and individuals responsible for selling products or services as part of their job. It is also helpful for professionals who want to strengthen their confidence in customer interactions.

 How can this course help me become more confident in sales conversations?

Confidence in sales often comes from having a clear process to follow. This course provides practical frameworks for starting conversations, identifying customer needs and presenting value, so you can approach sales discussions with greater clarity and confidence.

 What are the key elements of successful selling?

Successful selling focuses on understanding the customer, asking thoughtful questions and connecting your solution to the customer’s needs. This course helps participants develop a structured approach that builds trust and supports long-term customer relationships.

 How is this course different from advanced sales training?

This program focuses on the essential techniques every salesperson needs before moving into more advanced strategies. It provides a strong foundation in the sales process so participants can build skills that support long-term sales success

Course Reviews

4.1 ★★★★★★★★★★ 59 Reviews

Recent Reviews

  • Past Participant, Account Manager Mar 31, 2026

    This was amazing training and real life examples from the instructor were wonderful.

  • Michael K., National Sales Manager Feb 8, 2024

  • Kane O., Territory Manager Jun 16, 2023

    Great Course structure and loved the useful resources it provides!

  • David West, Circular Materials Dec 5, 2022

    Lots of good tips, great resources and materials, excellent trainer. I think it would have been good to mix up the breakout rooms a bit more, to get more ideas of other people's sales styles, however we always did a group review after so everyone did still have the opportunity to hear other people's approaches.

  • Past Participant, Koppert Canada Sep 13, 2022

    Overall good course with a knowledgeable instructor.

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