Sales Fundamentals
- Training Time: 1 Day, 9:00 am to 5:00 pm
- Inclusion: Participants Manual and Certificate of Completion
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.
Learning Points
- Prepare for a sales opportunity
- Make an effective pitch
- Handle objections
- Seal the deal
- Follow up on sales
- Set sales goals
- Manage sales data
- Use a prospect board
Course Outline
Sales Fundamentals – Module 1
Getting Started
- Introduction to the Workshop
- Workshop Objectives
Sales Fundamentals – Module 2
Understanding the Talk
- Types of Sales
- Common Sales Approaches
- Glossary of Common Terms
Sales Fundamentals – Module 3
Getting Prepared to Make the Call
- Identifying Your Contact Person
- Performing a Needs Analysis
- Creating Potential Solutions
Sales Fundamentals – Module 4
Creative Openings
- A Basic Opening for Warm Calls
- Warming Up Cold Calls
- Using the Referral Opening
Sales Fundamentals – Module 5
Making Your Pitch
- Features and Benefits
- Outlining Your Unique Selling Proposition
- The Burning Question in every Customers Mind
Sales Fundamentals – Module 6
Handling Objections
- Common Types of Objections
- Basic Strategies
- Advanced Strategies
Sales Fundamentals – Module 7
Sealing the Deal
- Understanding When It’s Time to Close
- Powerful Closing Techniques
- Things to Remember
Sales Fundamentals – Module 8
Following Up
- Thank You Notes
- Resolving Customer Service Issues
- Staying in Touch
Sales Fundamentals – Module 9
Setting Goals
- The Importance of Sales Goals
- Setting SMART Goals
Sales Fundamentals – Module 10
Managing Your Data
- Choosing a System That Works for You
- Using Computerized Systems
- Using Manual Systems
Sales Fundamentals – Module 11
Using a Prospect Board
- The Layout of a Prospect Board
- How to Use Your Prospect Board
- A Day in the Life of Your Board
Sales Fundamentals – Module 12
Wrapping it up
- Words from the Wise
You Can Expect...
- To learn types of sales, and common sales approaches
- To learn and use the language of sales
- To be able to perform a needs analysis and provide potential solutions
You Need This If...
- You want to learn essentials sales fundamentals
- You want to gain confidence and be prepared to start selling
- You want to increase sales success
This Is About...
- Considering your customers’ needs and how you can meet them
- Demonstrating your business’s strength and credibility
- Letting others see you and speak to you from a business level
- Being viewed by clients’ as a partner for business support
In-House Rate
Participants: 10 – 30
Duration: 1 day
Course Fee:
Level 8*
, per person
Includes: Manual, Certificate of Completion
* hover over the level link to see the actual price summary