Sales Fundamentals

Although the definition of a sale is simple enough, the process of turning someone into a buyer can be very complex.

The Sales Fundamentals 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.

Sales Fundamentals Course Outline:

Module One: Getting Started

    * Workshop Objectives

Module Two: Understanding the Talk

    * Types of Sales
    * Common Sales Approaches
    * Glossary of Common Terms

Module Three: Getting Prepared to Make the Call

    * Identifying Your Contact Person
    * Performing a Needs Analysis
    * Creating Potential Solutions

Module Four: Creative Openings

    * A Basic Opening for Warm Calls
    * Warming up Cold Calls
    * Using the Referral Opening

Module Five: Making Your Pitch

    * Features and Benefits
    * Outlining Your Unique Selling Position
    * The Burning Question That Every Customer Wants Answered

Module Six: Handling Objections

    * Common Types of Objections
    * Basic Strategies
    * Advanced Strategies

Module Seven: Sealing the Deal

    * Understanding When It’s Time to Close
    * Powerful Closing Techniques
    * Things to Remember

Module Eight: Following Up

    * Thank You Notes
    * Resolving Customer Service Issues
    * Staying in Touch

Module Nine: Setting Goals

    * The Importance of Sales Goals
    * Setting SMART Goals

Module Ten: Managing Your Data

    * Choosing a System That Works for You
    * Using Computerized Systems
    * Using Manual Systems

Module Eleven: Using a Prospect Board

    * The Layout of a Prospect Board
    * How to Use Your Prospect Board
    * A Day in the Life of Your Board

Module Twelve: Wrapping Up

    * Words from the Wise