Sales Fundamentals

Soft Skills
Schedules
Delivery Type (Must Select One)
  Instructor-Led
  Online Live Instructor-Led
  Online OnDemand
Quantity
If quantity is more than 1, Please add all Attendees' Names /Voucher #/ Learning Credit below separated with a comma. If not specified, we will contact you prior to the class start date. Special Instructions

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.

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. Your participants will become more confident, handle objections, and learning how to be a great closer.

Sales Fundamentals Course Outline:

Module One: Getting Started
  • Icebreaker
  • Housekeeping Items
  • The Parking Lot
  • 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
  • Review of Parking Lot
  • Lessons Learned
  • Completion of Action Plans and Evaluations

No prior experience is needed.

You may cancel this class 10 or more business days prior to the start date of the class for a full refund. No shows or cancellations made within 10 days will forfeit all fees paid. Online OnDemand can not be cancelled once the access key was generated and sent to the client.