Sales Fundamentals | The Corporate Training School

Description

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 you 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. You will become more confident, at handling objections and learn how to be a great sales closer.

Course Curriculum

Introduction
- Course Objectives ..
Module 1
- Understanding the Talk ..
- Types of Sales ..
- Common Sales Approaches ..
- Glossary of Common Terms ..
- Knowledge Check ..
Module 2
- Getting Prepared to Make the Call ..
- Identifying Your Contact Person ..
- Performing a Needs Analysis ..
- Creating Potential Solutions ..
- Knowledge Check ..
Module 3
- Creative Openings ..
- A Basic Opening for Warm Calls ..
- Warming Up Cold Calls ..
- Using the Referral Opening ..
- Knowledge Check ..
Module 4
- Making Your Pitch ..
- Features and Benefits ..
- Outlining Your Unique Selling Position ..
- The Burning Question That Every Customer Wants Answered ..
- Knowledge Check ..
Module 5
- Handling Objections ..
- Common Types of Objections ..
- Basic Strategies ..
- Advanced Strategies ..
- Knowledge Check ..
Module 6
- Sealing the Deal ..
- Understanding When It’s Time to Close ..
- Powerful Closing Techniques ..
- Things to Remember ..
- Knowledge Check ..
Module 7
- Following Up ..
- Thank You Notes ..
- Resolving Customer Service Issues ..
- Staying in Touch ..
- Knowledge Check ..
Module 8
- Setting Goals ..
- The Importance of Goals ..
- SMART Goals ..
- Knowledge Check ..
Module 9
- Managing Your Data ..
- Choosing a System That Works for You ..
- Using Computerized Systems ..
- Using Manual Systems ..
- Knowledge Check ..
Module 10
- Using a Prospect Board ..
- The Layout of a Prospect Board ..
- How to Use Your Prospect Board ..
- A Day in the Life of Your Board ..
- Knowledge Check ..
Assessment
- Post-Test ..