Sales Fundamentals

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.

The Sales Fundamentals workshop 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. Your participants will become more confident, handle objections, and learning how to be a great closer.

Course Outline

  • Workshop Objectives
  • Types of Sales
  • Common Sales Approaches
  • Glossary of Common Terms
  • Identifying Your Contact Person
  • Performing a Needs Analysis
  • Creating Potential Solutions
  • A Basic Opening for Warm Calls
  • Warming up Cold Calls
  • Using the Referral Opening
  • Features and Benefits
  • Outlining Your Unique Selling Position
  • The Burning Question That Every Customer Wants Answered
  • Common Types of Objections
  • Basic Strategies
  • Advanced Strategies
  • Understanding When It’s Time to Close
  • Powerful Closing Techniques
  • Things to Remember
  • Thank You Notes
  • Resolving Customer Service Issues
  • Staying in Touch
  • The Importance of Sales Goals
  • Setting SMART Goals
  • Choosing a System That Works for You
  • Using Computerized Systems
  • Using Manual Systems
  • The Layout of a Prospect Board
  • How to Use Your Prospect Board
  • A Day in the Life of Your Board
  • Words from the Wise
  • Review of Parking Lot
  • Lessons Learned
  • Completion of Action Plans and Evaluations