Sales Fundamentals

Welcome to the Sales Fundamentals workshop. Although the definition of a sale is simple enough, the process of turning someone ... Show more

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Module	Topics Covered
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
Assessment
Post-Test