Sales Fundamentals

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Course Description

While the concept of sale may seem straightforward, the process of converting interest into action is often complex. It requires persuading potential buyers that their interest is worth turning into a decision—one that justifies their investment of time and money.

Our Sales Fundamentals workshop provides a comprehensive sales process and essential tools to help you close deals effectively, regardless of size. Participants will gain confidence in addressing objections and learn strategies to transform a "no" into a resounding "yes."

8+

Hours

51

Lectures

$60

Price

WHAT TO EXPECT

Learning Objectives

  • Understand the language of sales
  • Prepare for a sales opportunity
  • Begin the discussion on the right foot
  • 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

Module One: Understanding the Talk

  • Types of Sales
  • Common Sales Approaches
  • Glossary of Common Terms

Module Two: Getting Prepared to Make the Call

  • Identifying Your Contact Person
  • Performing a Needs Analysis
  • Creating Potential Solutions

Module Three: Creative Openings

  • A Basic Opening for Warm Calls
  • Warming up Cold Calls
  • Using the Referral Opening

Module Four: Making Your Pitch

  • Features and Benefits
  • Outlining Your Unique Selling Position
  • The Burning Question That Every Customer Wants Answered

Module Five: Handling Objections

  • Common Types of Objections
  • Basic Strategies
  • Advanced Strategies

Module Six: Sealing the Deal

  • Understanding When It's Time to Close
  • Powerful Closing Techniques
  • Things to Remember

Module Seven: Following Up

  • Thank You Notes
  • Resolving Customer Service Issues
  • Staying in Touch

Module Eight: Setting Goals

  • The Importance of Sales Goals
  • Setting SMART Goals

Module Nine: Managing Your Data

  • Choosing a System That Works for You
  • Using Computerized Systems
  • Using Manual Systems

Module Ten:  Using a Prospect Board

  • The Layout of a Prospect Board
  • How to Use Your Prospect Board
  • A Day in the Life of Your Board

Assessment