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Sales Fundamentals

Welcome to the Sales Fundamentals workshop. Although the definition of a sale is simple enough, the process of turning someone ... Show more
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admin
  • Description
  • Curriculum
  • Reviews

Introduction

  1. Course Objectives

Module 1

  1. Understanding the Talk
  2. Types of Sales
  3. Common Sales Approaches
  4. Glossary of Common Terms
  5. Knowledge Check

Module 2

  1. Getting Prepared to Make the Call
  2. Identifying Your Contact Person
  3. Performing a Needs Analysis
  4. Creating Potential Solutions
  5. Knowledge Check

Module 3

  1. Creative Openings
  2. A Basic Opening for Warm Calls
  3. Warming Up Cold Calls
  4. Using the Referral Opening
  5. Knowledge Check

Module 4

  1. Making Your Pitch
  2. Features and Benefits
  3. Outlining Your Unique Selling Position
  4. The Burning Question That Every Customer Wants Answered
  5. Knowledge Check

Module 5

  1. Handling Objections
  2. Common Types of Objections
  3. Basic Strategies
  4. Advanced Strategies
  5. Knowledge Check

Module 6

  1. Sealing the Deal
  2. Understanding When It’s Time to Close
  3. Powerful Closing Techniques
  4. Things to Remember
  5. Knowledge Check

Module 7

  1. Following Up
  2. Thank You Notes
  3. Resolving Customer Service Issues
  4. Staying in Touch
  5. Knowledge Check

Module 8

  1. Setting Goals
  2. The Importance of Goals
  3. SMART Goals
  4. Knowledge Check

Module 9

  1. Managing Your Data
  2. Choosing a System That Works for You
  3. Using Computerized Systems
  4. Using Manual Systems
  5. Knowledge Check

Module 10

  1. Using a Prospect Board
  2. The Layout of a Prospect Board
  3. How to Use Your Prospect Board
  4. A Day in the Life of Your Board
  5. Knowledge Check

Assessment

  1. Post-Test