Learning Outcome
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.
Research and studies have consistently demonstrated that when clear goals and objectives are associated with learning, the learning and competency occur easily and vividly. By the end of this program, the participants will be familiar, proficient, and competent with the following topics of the workshop.
Modules
Kickstart
- Lesson 1: Pre-Questionnaire
- Lesson 2: Establishing Sales Fundamentals Skills Objectives
Understanding the Talk
- Lesson 1: Types of Sales
- Lesson 2: Common Sales Approaches
- Lesson 3: Glossary of Common Terms
Getting Prepared to Make the Call
- Lesson 1: Identifying Your Contact Person
- Lesson 2: Performing a Need Analysis
- Lesson 3: Creating Potential Solutions
Creative Openings
- Lesson 1: A Basic Opening for Warm Calls
- Lesson 2: Warming up Cold Calls
- Lesson 3: Using the Referral Opening
Making Your Pitch
- Lesson 1: Features and Benefits
- Lesson 2: Outlining Your Unique Selling Position
- Lesson 3: The Burning Question Every Customer Wants Answered
Handling Objections
- Lesson 1: Common Types of Objections
- Lesson 2: Basic Strategies
- Lesson 3: Advanced Strategies
Sealing The Deal
- Lesson 1: Understanding When It’s Time to Close
- Lesson 2: Powerful Closing Techniques
- Lesson 3: Things to Remember
Following Up
- Lesson 1: Thank You Notes
- Lesson 2: Resolving Customer Service Issues
- Lesson 3: Staying in Touch
Setting Goals
- Lesson 1: The Importance of Sales Goals
- Lesson 2: Setting SMART Objectives
Managing Your Data
- Lesson 1: Choosing a System That Works for You
- Lesson 2: Using Manual Systems
- Lesson 3: Using Computerized Systems
Using a Prospect Board
- Lesson 1: The Layout of a Prospect Board
- Lesson 2: How to Use Your Prospect Board
- Lesson 3: A Day in the Life of Your Board
Wrapping Up
- Lesson 1: Post Questionnaire
- Lesson 2: Words from the Wise
- Lesson 3: Establishing SMART objectives for Sales Fundamentals
