Sales Fundamentals

Description

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Sales Fundamentals

[/vc_column_text][vc_row_inner][vc_column_inner width=”1/2″][vc_column_text]Module One: Getting Started

• 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

[/vc_column_text][/vc_column_inner][vc_column_inner width=”1/2″][vc_column_text]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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