A 30-Day Sales Foundations Program for New Sales Professionals

Build the confidence, communication skills, and practical sales techniques needed to turn more conversations into customers.

This one-month course is designed for new salespeople, business owners, account representatives, customer service staff, and professionals who need a clear, repeatable sales process.

Participants will learn how to approach prospects professionally, identify customer needs, present solutions with confidence, handle objections, follow up effectively, and ask for the sale without sounding aggressive or desperate.

The program combines practical instruction, guided exercises, sales scripts, role-playing, and personalized feedback. By the end of the course, every participant will have a complete sales conversation framework they can immediately use in real customer situations.

No previous sales experience is required.

Course Format

• Duration: One month
• Total sessions: Five live sessions
• Session length: Two hours per session
• Week 1: Two sessions
• Weeks 2–4: One session per week
• Available as one-on-one coaching or small-group training
• Delivery: In-person in Cebu or live online
• Includes practical exercises, role-playing, worksheets, scripts, and feedback

Who This Course Is For

This course is ideal for:

• Newly hired salespeople
• Employees moving into a sales role
• Entrepreneurs and small-business owners
• Account executives and sales representatives
• Customer service staff who need to recommend or upsell products
• Freelancers and professionals who need to sell their services
• Anyone who wants to become more confident in sales conversations

What Participants Will Learn

By the end of the program, participants will be able to:

• Follow a clear step-by-step sales process
• Start sales conversations with greater confidence
• Build trust and rapport with potential customers
• Ask effective questions to uncover customer needs
• Qualify prospects and recognize genuine buying opportunities
• Explain products and services based on customer value
• Deliver a clear and persuasive sales presentation
• Respond professionally to common sales objections
• Discuss price without immediately offering discounts
• Recognize buying signals and ask for the sale
• Follow up consistently without becoming pushy
• Organize leads and track important sales activities
• Create a personal sales improvement plan

Complete Course Program

Week 1 – Session 1

Building the Foundation of a Successful Salesperson

Participants begin by understanding what professional selling really means and how a structured sales process produces more consistent results.

Topics include:

• The role and responsibilities of a salesperson
• The difference between helping, persuading, and pressuring
• The complete sales process from prospecting to follow-up
• Understanding the customer’s buying journey
• Building a confident and professional sales mindset
• Creating strong first impressions
• Establishing trust and credibility
• Setting personal sales targets
• Identifying the daily activities that lead to sales

Practical activities:

• Personal sales strengths assessment
• Sales confidence exercise
• Customer profile worksheet
• Creating a personal introduction and opening statement
• Setting a 30-day sales activity goal

Assignment:

Participants track their sales activities and practice their professional introduction before the next session.

Week 1 – Session 2

Starting the Conversation and Discovering Customer Needs

Participants learn how to lead a natural sales conversation by asking the right questions and listening carefully.

Topics include:

• How to approach a new prospect
• Opening a sales conversation naturally
• Building rapport without wasting time
• Asking open-ended and follow-up questions
• Understanding the customer’s problems, goals, priorities, and budget
• Active listening techniques
• Qualifying potential customers
• Recognizing decision-makers and buying authority
• Avoiding common mistakes such as talking too much or presenting too early

Practical activities:

• Customer discovery role-play
• Needs-analysis question-building exercise
• Active listening practice
• Lead qualification scenarios
• Personalized discovery-call script

Assignment:

Participants use the discovery framework in real or simulated sales conversations and record the questions and responses.

Week 2 – Session 3

Presenting Value and Making a Persuasive Sales Offer

Participants learn how to connect their product or service directly to what the customer needs.

Topics include:

• Turning product features into customer benefits
• Explaining value clearly and simply
• Creating a strong value proposition
• Matching solutions to customer priorities
• Structuring an effective sales presentation
• Using examples, proof, and stories to build credibility
• Presenting price with confidence
• Avoiding information overload
• Creating urgency without manipulating the customer
• Ending the presentation with a clear next step

Practical activities:

• Features-to-benefits exercise
• One-minute sales pitch
• Product presentation role-play
• Value proposition workshop
• Individual presentation feedback

Assignment:

Participants prepare and practice a three- to five-minute sales presentation for their actual product or service.

Week 3 – Session 4

Handling Objections and Protecting the Sale

Participants learn how to remain calm, professional, and persuasive when customers hesitate or object.

Topics include:

• Why customers raise objections
• The difference between an objection and a rejection
• Listening without becoming defensive
• Clarifying the customer’s real concern
• Responding to “It’s too expensive”
• Responding to “I need to think about it”
• Responding to “Send me more information”
• Responding to “I need to ask my boss or partner”
• Responding to “We already have a supplier”
• Reducing unnecessary discounts
• Negotiating while protecting value and profit
• Moving the conversation back toward a decision

Practical activities:

• Objection-handling framework
• Rapid-response objection drills
• Price objection role-play
• Negotiation scenarios
• Creating a personalized objection-response guide

Assignment:

Participants prepare responses to the five objections they hear most often from customers.

Week 4 – Session 5

Closing the Sale and Building a Consistent Follow-Up System

The final session brings the entire sales process together. Participants practice leading a complete conversation from opening to closing.

Topics include:

• Recognizing verbal and nonverbal buying signals
• Knowing when to ask for the sale
• Different professional closing techniques
• Confirming the customer’s decision
• Agreeing on the next step
• Following up without being annoying
• Writing effective follow-up messages
• Recovering stalled sales opportunities
• Asking for referrals and repeat business
• Tracking leads and sales activities
• Reviewing performance and improving results
• Creating a personal 30-day sales action plan

Practical activities:

• Complete sales conversation role-play
• Closing technique practice
• Follow-up message workshop
• Individual trainer feedback
• Final sales performance assessment
• Personal action-plan presentation

Final Course Output

By the end of the program, each participant will have:

• A personalized sales introduction
• A customer discovery-question guide
• A structured sales presentation
• A clear value proposition
• An objection-handling response sheet
• Professional closing scripts
• Follow-up message templates
• A sales activity tracker
• A 30-day personal sales action plan

Training Materials Included

• Sales Performance & Closing workbook
• Sales conversation framework
• Discovery and qualification checklist
• Sales presentation template
• Objection-handling guide
• Closing scripts and examples
• Follow-up templates
• Sales activity tracker
• Certificate of Completion

Recommended Course Fee

₱15,000 per participant

Available for one-on-one coaching and small-group training. Customized private company training is also available upon request.

Start Selling With Greater Confidence

You do not need to be naturally persuasive to become successful in sales. You need the right process, consistent practice, and the confidence to guide customers toward the right decision.

Join the Sales Performance & Closing program and develop practical sales skills you can use from your very next customer conversation.