Sales fundamentals

An online course giving you an insight into the fundamentals of modern sales. E-Funnel goes beyond solution selling. You will learn to assess your own and the buyer's personality and use this to make researching customer needs and buying behaviour more effectively.

Program name

E-Funnel®

Target group

Sales Team, Directors, Front line Sales Managers, New Business and Account Managers, and all staff with frequent commercial conversations.

Content

  • DISC personality assessment and practical application in sales situations
  • Research Phase where you ascertain the business and personal needs


Expected outcome & results

E-Funnel lays a foundation for the Sales Funnel program. Better than reading material, e-learning is interactive and easy to digest.

It  will result in your sales people knowing whom you are selling to, what buying criteria are important to them and gaining access to those people who have influence on the buying decision. The program will be enable them and your company to be more effective, in preparing, presenting and negotiating deals.

Your people will be better prepared for the Sales Funnel program afterwards, enabling them to benefit more from classroom sessions and role play.

Learnings for me and my team

  • Understand your own and other people's DISC profile, and know how to adapt your communication to be effective.
  • Map all customer stakeholders in an simple and effective way.
  • Learn how to constantly monitor and exceed expectations of each buying influence, anticipate on changing needs, measure and monitor satisfaction of each buying influence on their most important performance criteria.
  • Identify, diagnose and define what is important to your client and how to use it to bring value
  • Learn how to quickly create rapport and resonate with your clients.
  • Establish a stronger brain position by using front talks

Training approach

  • Interactive
  • e-Learning
  • Voluntary assessment


Competencies learned

  • Conversation skills
  • Self-assurance
  • Commercial understanding

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