COURSE OVERVIEW
While the definition of a sale may be straightforward, transforming a potential buyer into an actual customer is a complicated process. It entails persuading individuals that there are benefits to be gained by investing their money in a product or service that piques their interest.
By attending the Sales Fundamentals workshop, participants will gain knowledge about the fundamental sales process, as well as basic sales techniques that they can employ to finalize any sales transaction, regardless of its magnitude. The workshop aims to boost participants’ self-assurance, teach them how to handle objections, and develop their closing skills.
COURSE OUTLINE
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
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