C107 — Sales Fundamentals

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