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Selling Fundamentals

  1. Learn Selling Fundamentals with the Practica AI Coach

    The Practica AI Coach helps you improve in Selling Fundamentals by using your current work challenges as opportunities to improve. The AI Coach will ask you questions, instruct you on concepts and tactics, and give you feedback as you make progress.

  2. Curated Learning Resources

    • Palantir Technologies logo
      How To Sell

      Nabeel Qureshi, Enterprise Lead, Palantir Technologies

      Nabeel provides a comprehensive set of insights into the fundamentals of selling. Some of the actionable tactics include: • The main goal of sales is Qualification, not just selling. • Qualification involves asking the right set of questions to determine if the prospect is a good fit for your product. • The #1 rule of a sales call is to be quiet and let the customer talk. • Every sales call should have a structure, including introductions, current process, pain points & ideal solution, your solution, and next steps & timeline. • Pre-call research is essential to understand the person's role, buying power, and Organizational Structure. • During the call, ask open-ended questions to get the prospect to describe their current process and pain points expansively. • If the prospect is not a good fit, it's better to be honest and refer them to other companies that might meet their needs. • Understand the prospect's pain points and ideal solution to tailor your pitch accordingly. • Provide a brief introduction of your company and confirm the key things the prospect cares about, explaining how your product meets those needs. • Always have clear next steps and timeline before ending the call, including setting up a follow-up call if necessary. • Follow up with the prospect on the same day to show promptness and maintain momentum.