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. This course 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.

Research has consistently demonstrated that when clear goals are associated with learning, it occurs more easily and rapidly. At the end of this course, you should be able to:

  • Understand the language of sales
  • Prepare for a sales opportunity
  • Make an effective pitch
  • Handle objections
  • Seal the deal
  • Follow up on sales
  • Set sales goals
  • Manage sales data
  • Use a prospect board

Understanding the Talk

  • Types of Sales
  • Common Sales Approaches
  • Glossary of Common Terms
  • Case Study
  • Assessment

Getting Prepared to Make the Call

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

Creative Openings

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

Making Your Pitch

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

Handling Objections

  • Common Types of Objections
  • Basic Strategies
  • Advanced Strategies
  • Case Study
  • Assessment

Sealing the Deal

  • Understanding When It’s Time to Close
  • Powerful Closing Techniques
  • Things to Remember
  • Case Study
  • Assessment

Following Up

  • Thank You Notes
  • Resolving Customer Service Issues
  • Staying in Touch
  • Case Study
  • Assessment

Setting Goals

  • The Importance of Sales Goals
  • Setting SMART Goals
  • Case Study
  • Assessment

Managing Your Data

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