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Foundations of Customer-Centric 
Sales Training  

Listen to the Customer. Understand Their Needs. Develop Sustainable Relationships.

In today's rapidly changing world, there is a need to redefine sales and the role of the salesperson. With competition increasing every day, the "Foundations of Sales" program equips participants with essential competencies needed for sustainable successful sales performance through exercises and real-life examples.

Opening up different customer types with powerful questions, adapting to each of them, and understanding the motivation underlying purchasing decisions are fundamental steps that lead a salesperson to success by building mutually beneficial, trust-based, long-term relationships. In addition to these, participants will gain mastery over understanding the sales process end-to-end, performing consistently with high motivation, and managing challenging customers, distinguishing a successful salesperson with attention to detail from others.

Program Outline

​Definition of sales

  • The role of the salesperson in the new world

  • Priorities of the buyer in the digital world

  • Discovery of fundamental needs


Buyer’s decision-making process

  • Buying psychology

  • Value proposition


Salesperson competencies

  • Listening - asking questions - convincing

  • Analysis and planning

  • Taking the stage and internal motivation


Managing customer relationships

  • Different types of customers

  • Dealing with difficult customers


Building sustainable relationships

  • Being a trusted advisor

  • Deepening with the customer


Sales process

  • Pre-sales - moment - post-sales

  • Sales funnel

Program Structure and Innovative Techniques

Like all Enthusiast trainings, this program aims to create awareness and includes practical elements for behavior change. Comprising 70% exercises and role-playing, it ensures ample practice for all participants in desired behaviors and useful techniques. While briefly touching on all aspects of sales, this program provides exercises specifically for the most crucial skills. It can be tailored to enrich or streamline according to the needs of both the organization and the participants.

Participant Profile

The program is suitable for all employee and managerial segments seeking basic-level knowledge of product and service sales techniques and strategies. Its content is adjusted based on the experience level of the participant group.

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