Sales Fundamentals

Introduction:

• Course Objectives

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