Getting Started

Welcome to Sales Fundamentals

This short course covers five techniques that consistently separate top sales performers from the rest. Each lesson takes two to three minutes, and a knowledge check at the end lets you test what you have learned.

What you'll learn

Open conversations by building genuine rapport
Uncover real needs through questions and active listening
Respond to objections with a calm, proven framework
Recognize buying signals and confidently ask for the sale

How this works Move through lessons with Mark Complete & Continue, or jump around from the menu on the left. You earn XP as you go and unlock badges along the way.

Core Techniques · Technique 1

Build Rapport First

People buy from people they trust. Before you pitch anything, you have to earn the right to the conversation. Rapport is not small talk for its own sake - it is how you signal that you are a partner, not just a vendor.

Open warm and human. Lead with genuine interest before business. A relaxed opening lowers the other person's guard.
Find common ground. Reference something specific - their role, company, or a shared challenge - so the conversation feels tailored.
Match their pace. Subtly mirror tone and energy. A rushed buyer wants efficiency; a chatty one wants connection.

Pro tip Smile before you speak - even on the phone. It physically changes your tone and the buyer can hear it.

Core Techniques · Technique 2

Discover Needs

You cannot sell a solution you do not understand. Discovery is where the sale is really won - by asking sharp questions and then genuinely listening to the answers.

Ask open-ended questions. Start with "what," "how," and "why" so the buyer opens up instead of answering yes or no.
Dig into impact. Move from the surface problem to its consequences: "What does that cost you when it happens?"
Listen to confirm. Paraphrase what you heard - "So the real issue is..." - before you propose anything.

Did you know? 43% talking, 57% listening. An analysis of more than 25,000 B2B sales calls found that top-performing reps spend most of the conversation listening - a markedly higher listen ratio than average performers. Source: Gong.io call-analysis research

Core Techniques · Technique 3

Handle Objections

An objection is a sign of interest, not rejection - it means the buyer is engaged enough to push back. Treat it as a request for more information, and use a simple, proven framework to respond without getting defensive.

The Feel - Felt - Found framework

Feel. Acknowledge the concern. "I understand how you feel - price is a real consideration."
Felt. Normalize it. "Other customers felt the same way when they first looked at this."
Found. Reframe with evidence. "What they found was that it paid for itself within the first quarter."

Pro tip Never argue. Ask a clarifying question first - "What are you comparing it to?" - so you solve the real concern, not the surface one.

Core Techniques · Technique 4

Ask for the Sale

Surprisingly, many reps never actually ask for the sale. After you have built rapport, uncovered needs, and handled concerns, you have earned the right to close - so do it directly and with confidence.

Trial close. Test readiness without pressure: "How does this solution sound so far?"
Assumptive close. Move forward as if the decision is made: "Should we start the team on the standard plan?"
Summary close. Recap the value, then ask: "We've solved A, B, and C - shall we get started?"

Pro tip After you ask, stay silent. Let the buyer fill the space - the first person to speak often concedes.

Assessment

Knowledge Check

Answer the four questions below. You'll get instant feedback on each, and earn 15 XP for every correct answer. You need 3 of 4 to pass.

0/4

Your score