Sales Fundamentals

Introduction:

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