Sales Fundamentals

Module One: Getting Started
Course 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
 
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
Lessons Learned