• Sales Fundamentals

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.

The Sales Fundamentals 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. Your participants will become more confident, handle objections, and learning how to be a great closer.

Module One: Getting Started
  • Icebreaker
  • Housekeeping Items
  • The Parking Lot
  • Workshop Objectives
Module Two: Understanding the Talk
  • Types of Sales
  • Common Sales Approaches
  • Glossary of Common Terms
Module Three: Getting Prepared to Make the Call
  • Identifying Your Contact Person
  • Performing a Needs Analysis
  • Creating Potential Solutions
Module Four: Creative Openings
  • A Basic Opening for Warm Calls
  • Warming up Cold Calls
  • Using the Referral Opening
Module Five: Making Your Pitch
  • Features and Benefits
  • Outlining Your Unique Selling Position
  • The Burning Question That Every Customer Wants Answered
Module Six: Handling Objections
  • Common Types of Objections
  • Basic Strategies
  • Advanced Strategies
                                                Module Seven: Sealing the Deal
                                                • Understanding When It's Time to Close
                                                • Powerful Closing Techniques
                                                • Things to Remember
                                                Module Eight: Following Up
                                                • Thank You Notes
                                                • Resolving Customer Service Issues
                                                • Staying in Touch
                                                Module Nine: Setting Goals
                                                • The Importance of Sales Goals
                                                • Setting SMART Goals
                                                Module Ten: Managing Your Data
                                                • Choosing a System That Works for You
                                                • Using Computerized Systems
                                                • Using Manual Systems
                                                Module Eleven: Using a Prospect Board
                                                • The Layout of a Prospect Board
                                                • How to Use Your Prospect Board
                                                • A Day in the Life of Your Board
                                                Module Twelve: Wrapping Up
                                                • Words from the Wise
                                                • Review of Parking Lot
                                                • Lessons Learned
                                                • Completion of Action Plans and Evaluations


                                                Sales Fundamentals

                                                • $64.99

                                                • Ex Tax:$64.99

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