Welcome to the Sales Fundamentals workshop. Although the definition of a sale is simple enough, the process of turning someone into a buyer can be very complex. It requires you to convince someone with a potential interest that there is something for them in making their interest concrete – something that merits spending some of their hard-earned money.

 

This workshop will give participants a basic sales process, plus some basic sales tools, that they can use to seal the deal, no matter what the size of the sale.

 

Course Outline


INTRODUCTION
Course Objectives


MODULE 1
Understanding the Talk
Types of Sales
Common Sales Approaches
Glossary of Common Terms
Knowledge Check


MODULE 2
Getting Prepared to Make the Call
Identifying Your Contact Person
Performing a Needs Analysis
Creating Potential Solutions
Knowledge Check


MODULE 3
Creative Openings
A Basic Opening for Warm Calls
Warming Up Cold Calls
Using the Referral Opening
Knowledge Check


MODULE 4
Making Your Pitch
Features and Benefits
Outlining Your Unique Selling Position
The Burning Question That Every Customer Wants Answered
Knowledge Check


MODULE 5
Handling Objections
Common Types of Objections
Basic Strategies
Advanced Strategies
Knowledge Check


MODULE 6
Sealing the Deal
Understanding When It’s Time to Close
Powerful Closing Techniques
Things to Remember
Knowledge Check


MODULE 7
Following Up
Thank You Notes
Resolving Customer Service Issues
Staying in Touch
Knowledge Check


MODULE 8
Setting Goals
The Importance of Goals
SMART Goals
Knowledge Check


MODULE 9
Managing Your Data
Choosing a System That Works for You
Using Computerized Systems
Using Manual Systems
Knowledge Check


MODULE 10
Using a Prospect Board
The Layout of a Prospect Board
How to Use Your Prospect Board
A Day in the Life of Your Board
Knowledge Check


ASSESSMENT
Post-Test

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