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 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. Your participants will become
more confident, handle objections, and learning how to be a great
closer.
Sales Fundamentals
Outline:
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
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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
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