Project Description

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 course 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 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 the course. By the end of this course, you will be able to:

    • Understand the language of sales
    • Prepare for a sales opportunity
    • Begin the discussion on the right foot
    • 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: Getting Started

  • Icebreaker
  • Housekeeping Items
  • The Parking Lot
  • Workshop 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
  • Review of Parking Lot
  • Lessons Learned
  • Completion of Action Plans and Evaluations

Sales Fundamentals

Inspired By Excellence & Innovation

COURSE TUTORS

EMERSON BURNS
EMERSON BURNSCourse Tutor
Students interact with each other and their tutors continuously through various online forums which foster a strong sense of community at Talent Studio.
CHUMASANDE NDUBELE
CHUMASANDE NDUBELECourse Tutor
Talent Studio has an intake of 200 students on targeted courses. I present two webinars a week per course. Participation during these sessions are always amazing.
PHOENIX MILLS
PHOENIX MILLSCourse Tutor
I am always inspired being part of a team of professional academic and administrative support staff who are passionate about developing people.

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