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 training 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.
Who should attend?
This course is for everybody
CURRICULUM
- Types of Sales
- Common Sales Approaches
- Glossary of Common Terms
- Case Study
Identifying Your Contact Person
Performing a Needs Analysis
Creating Potential Solutions
Case Study
A Basic Opening for Warm Calls
Warming up Cold Calls
Using the Referral Opening
Case Study
Features and Benefits
Outlining Your Unique Selling Position
The Burning Question That Every Customer Wants Answered
Case Study
Common Types of Objections
Basic Strategies
Advanced Strategies
Case Study
Understanding When It’s Time to Close
Powerful Closing Techniques
Things to Remember
Case Study
Thank You Notes
Resolving Customer Service Issues
Staying in Touch
Case Study
The Importance of Sales Goals
Setting SMART Goals
Case Study
Choosing a System That Works for You
Using Computerized Systems
Using Manual Systems
Case Study
The Layout of a Prospect Board
How to Use Your Prospect Board
A Day in the Life of Your Board
Case Study
Lessons Learned
Completion of Action Plans and Evaluation
