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Fundamental Selling Techniques for the New or Prospective Salesperson

Because of the mounting pressure facing salespersons in today’s landscape, this challenging profession is becoming even more competitive. But many prospective sales professionals don’t have the necessary sales training and understanding of the fundamentals of selling. This intensive, highly interactive 2-day introduction to the art of selling will equip you with the tools and techniques you need to achieve sales success and improve your performance.

Seminar Number: 05510

5
(324 reviews)
  • In-Person
  • Live Online
  • At Your Company Location

Course Scheduling & Pricing

Home>Course Topic>Sales>Fundamental Selling Techniques for the New or Prospective Salesperson

About This Course

Selling is about knowing what to say, when to say it and how to earn trust quickly. This course is hands-on salesperson training for new and prospective sales professionals who want a foundation they can actually use in live conversations. You'll learn core techniques for opening, questioning, handling objections and moving a sale forward. You'll also gain clarity on the 5 types of salespersons and what that means for your own style, so you can sell in a way that feels authentic and effective.

Read the FAQs

Who Should Attend

  • Salespeople and sales support
  • Potential candidates for sales positions who want to build and revitalize their existing selling skills

  •   In-Person2 Day(s)
    1.2 CEU
  •   Live Online2 Day(s)
    1.2 CEU
 
 

Because of the mounting pressure facing salespersons in today’s landscape, this challenging profession is becoming even more competitive. But many prospective sales professionals don’t have the necessary sales training and understanding of the fundamentals of selling. This intensive, highly interactive 2-day introduction to the art of selling will equip you with the tools and techniques you need to achieve sales success and improve your performance.

  • 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
  • Unique aspects of sales functions compared with the rest of an organization
  • Behaviors, characteristics and skills of a successful salesperson
  • Characteristics of different selling models, types and structures
  • Calculating and setting goals based on your sales quota and plan
  • Analyzing the territory and conducting account research
  • Planning your calendar to achieve sales goals and build a sales pipeline
  • Identifying resources and methods of generating leads
  • Strategies to respond to common new business objections
  • The “Earn the Business” process
  • The “Deliver the Business” process
  • The “Manage the Relationship” process
  • Technologies or methods for maintaining customer information
  • Strategies to maintain communication with a customer

Special Feature

AMA Blended Learning combines instructor-led training with online pre- and post-seminar assessments, tune-up courses and other resources to maximize your training goals. Through a blend of proven instructor-led seminars and powerful online technology, AMA Blended Learning provides a compelling and more comprehensive experience for the learner—producing a greater return-on-investment for the employer and the seminar participant.

Learning Objectives

  • Understand How Sales Creates Revenue That Contributes to the Industry and Your Organization
  • Use a Customer-Centered Sales Approach to Provide Value to Customers
  • Identify the Behaviors, 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 Learned Skills

The Importance of Sales

  • Understand How Sales Creates Revenue That Contributes to Your Industry and Your Organization
  • Define Sales from a Customer-Centered Perspective
  • Describe a Customer’s Buying Cycle

Selling Models

  • Describe Characteristics of Different Selling Models
  • Appreciate the Impact of Electronic Selling Models
  • Understand the Various Customer Buying Channels

Successful Salespeople and Relationship Building

  • Identify Characteristics of a Successful Salesperson
  • Recognize Sales Model Characteristics
  • Expand Your Communication Skills for Targeted Results By Understanding Personality Styles

Plan for the Business

  • Understand How to Analyze Your Industry and Territory
  • Identify Information That Should Be Included in a Customer Profile
  • Apply Segmentation Codes to Differentiate Customers
  • Describe How to Prepare Competitive Advantage Statements

Find and Qualify the Business

  • Describe the “Find and Qualify the Business” Process Steps
  • Identify Resources and Methods for Generating Leads
  • Understand Ways to Contact Existing Customers for New Sales Opportunities
  • Strategize Ways to Respond to Common Objections
  • Manage Your Time By Benchmarking Activities

Earn the Business

  • Describe the “Earn the Business” Process Steps
  • Identify Ways of Opening a Sales Call
  • Apply Proactive Listening Skills to Discover, Clarify and Confirm Needs
  • Understand Strategies to Present Options and Resolve Objections
  • Use Closing Techniques to Gain a Commitment

Deliver the Business

  • Describe the “Deliver the Business” Process Steps
  • Understand That Delivering the Business Is Directly Connected to Earning the Business

Manage the Relationship

  • Describe the “Manage the Relationship” Process Steps
  • Understand Strategies for Maintaining Relationships with Your Customers
  • Identify Technologies and Methods for Maintaining Customer Information

Putting It All Together: Strategies for Success

  • Apply the Skills, Tools, and Techniques Learned Throughout the Program

Download Extended Seminar Outline PDF

View a Sample of Our Reviews

5

324 reviews

 
I couldn't have been happier with the level of detail on Sales. I have already implemented some new processes and can't wait to add more!
5
Erica O.
 
Project Director
 
Industry: Transportation, Marine Shipping
This class was very informative. Being new to sales, like myself, I will definitely apply these tactics to my day to day.
5
Steven D.
 
Technical Sales Representative
 
Industry: Manufacturing, Industrial Machinery & Equipment
I enjoyed this training, it improved my selling skills and made me more confident in expressing myself and applying it to the daily sales routine.
5
Maria P.
 
Business Development Specialist
 
Industry: Manufacturing, Industrial Machinery & Equipment
I thought this course did a great job in providing me with nice examples I could take away with and use for my customer meetings.
5
Cameron W.
 
Market Development Manager
 
Industry: Manufacturing, Food & Beverage
Amazing course and amazing instructor, I have gained so much knowledge to use in the field that I am feel more confident in myself and my approach with future customers.
5
Jamie T.
 
sales representative
 
Industry: Manufacturing

 

American Management Association is accredited by the International Accreditors for Continuing Education and Training (IACET) and is accredited to issue the IACET CEU.

In-Person Schedule

3 Sessions Available

Live Online Schedule

3 Sessions Available

  • $2,445.00 Non Members
  • $2,245.00 AMA Members
  • $2,168.00 GSA
Date Duration State City Zip
  2026-06-11 2026-06-12 Jun 11, 2026 - Jun 12, 2026 2 Days IL Chicago 60601-5927 Chicago Register Now

  2026-10-14 2026-10-15 Oct 14, 2026 - Oct 15, 2026 2 Days NY New York 10019 New York Register Now

  2026-12-10 2026-12-11 Dec 10, 2026 - Dec 11, 2026 2 Days IL Chicago 60601-5927 Chicago Register Now

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
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