The role of a salesperson has evolved from traditional product-focused to needs-based selling. Successful salesmen and saleswomen are people who have experience in problem-solving, and follow a structured approach to identify and cater to their customers needs and challenges. Following a needs-based approach will help you develop customized value added solutions for the entire sales process.Course Highlights Whether you are selling a new or an existing product, your selling approach should be to apply the right strategies, tactics and techniques to achieve business objectives, whilst establishing and maintaining a preferred position amongst your customers. This course will cover proven sales practices and strategies to help you plan and prepare for effective and productive sales calls. Key elements include: Understanding the key Sales Fundamentals. Provision of an 8-Step Structured Selling Framework for use in all aspects of sales planning and sales calls. Focus on the Effective Sales Framework (ESF) for use in sales calls.