Sales Fundamentals

Course review:

1 Getting Started

• Icebreaker
• Ground rules
• The parking lot
• Workshop objectives
• Action plans and evaluation forms

2 Understanding the Talk

• Types of Sales
• Common Sales Approaches
• Glossary of Common Terms

3 Getting Prepared to Make the Call

• Identifying Your Contact Person
• Performing a Needs Analysis
• Creating Potential Solutions

4 Creative Openings

• A Basic Opening for Warm Calls
• Warming up Cold Calls
• Using the Referral Opening

5 Making Your Pitch

• Features and Benefits
• Outlining Your Unique Selling Proposition
• The Burning Question That Every Customer Wants Answered

6 Handling Objections

• Common Types of Objections
• Basic Strategies
• Advanced Strategies

7 Sealing the Deal

• Understanding When it’s Time to Close
• Powerful Closing Techniques
• Things to Remember

8 Following Up

• Thank-You Notes
• Resolving Customer Service Issues
• Staying in Touch

9 Setting Goals

• The Importance of Sales Goals
• Setting SMART Goals

10 Managing Your Data

• Choosing a System that Works for You
• Using Computerized Systems
• Using Manual Systems

11 Using a Prospect Board

• The Layout of a Prospect Board
• How to Use Your Prospect Board
• A Day in the Life of Your Board

12 Wrapping Up

• Words from the Wise
• Review of Parking Lot
• Lessons Learned
• Completion of Action Plans and Evaluation