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