Essential Sales Fundamentals

Duration: 1 Day

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Overview:

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. 
This 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.

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Workshop Objectives
 Research has consistently demonstrated that when clear goals are associated with learning that the learning occurs more easily and rapidly. With that in mind, let’s review our goals for today. 
-Understand the language of sales
-Prepare for a sales opportunity
-Make an effective pitch
-Handle objections
-Seal the deal
-Follow up on sales
-Set sales goals
-Manage sales data
-Use a prospect board

Module One: Understanding the Talk 
Types of Sales 
Common Sales Approaches 
Glossary of Common Terms 

Module Two: Getting Prepared to Make the Call 
Identifying Your Contact Person 
Performing a Needs Analysis 
Creating Potential Solutions 

Module Three: Creative Openings 
A Basic Opening for Warm Calls 
Warming up Cold Calls 
Using the Referral Opening 

Module Four: Making Your Pitch 
Features and Benefits 
Outlining Your Unique Selling Position 
The Burning Question That Every Customer Wants Answered 
 
Module Five: Handling Objections 
Common Types of Objections 
Basic Strategies 
Advanced Strategies 

Module Six: Sealing the Deal 
Understanding When It’s Time to Close 
Powerful Closing Techniques 
Things to Remember 

Module Seven: Following Up 
Thank You Notes 
Resolving Customer Service Issues 
Staying in Touch 

Module Eight: Setting Goals 
The Importance of Sales Goals 
Setting SMART Goals 

Module Nine: Managing Your Data 
Choosing a System That Works for You 
Using Computerized Systems 
Using Manual Systems 

Module Ten:Using a Prospect Board 
The Layout of a Prospect Board 
How to Use Your Prospect Board 
A Day in the Life of Your Board 
Case Study 

Module Eleven: Wrapping Up 
Words from the Wise