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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
