Our FSTS Professional Sales Bundle focuses on the fundamental skill of building relationships. These courses are designed for sales professionals, as well as business development partners who recognize the value in generating increased revenue through strengthening business partnerships. Whether you are new to a sales role, or simply looking to enhance your own professional development and business acumen, you will find the tools and strategies needed in these programs. The FSTS PS Bundle includes these 6 courses:

1. Sales Fundamentals
2. Top 10 Sales Secrets
3. Prospecting and Lead Generation
4. In Person Sales
5. Body Language Basics
6. Overcoming Sales Objections

Course Outline:



Sales Fundamentals

Module One: Understanding the Talk

• Types of Sales

• Common Sales Approaches

• Glossary of Common Terms

Module Two: Getting Prepared to Make the Call

• Identifying a Contact Person

• Performing a Needs Analysis

• Creating Potential Solutions

Module Three: Creative Openings

• A Basic Opening for Warm Calls

• Warming up Cold Calls

• Using the Referral Opening

Module Four: Making Your Pitch

• Features and Benefits

• Outline Unique Selling Position

• The Burning Question

Module Five: Handling Objections

• Common Types of Objections

• Basic Strategies

• Advanced Strategies

Module Six: Sealing the Deal

• When to Close

• Powerful Closing Techniques

• Things to Remember

Module Seven: Following Up

• Thank You Notes

• Resolving Customer Service Issues

• Staying in Touch

Module Eight: Setting Goals

• The Importance of Sales Goals

• Setting SMART Goals

Module Nine: Managing Your Data

• Selecting a System

• Digital Systems

• Manual Systems

Module Ten: Using a Prospect Board

• The Layout of a Prospect Board

• How to Use a Prospect Board

• A Day in the Life of Your Board

Module Eleven: Assignment Review / Wrap Up


Course Outline:



Top 10 Sales Secrets

Module One: Effective Traits

• Assertiveness

• Emotional Intelligence

• Problem solver

• Closer

• Case Study

• Module One: Review Questions

Module Two: Know Clients

• Research

• Customer Values

• Customer Needs

• Case Study

• Module Two: Review Questions

Module Three: Product

• Know your Product

• Believe in your Product

• Be Enthusiastic

• Link Product to Values

• Case Study

• Module Three: Review Questions

Module Four: Leads

• Sift Leads

• Time vs. Money

• When to let go

• Positive Leads

• Case Study

• Module Four: Review Questions

Module Five: Authority

• Develop Expertise

• Know Your Competition

• Continue Education

• Solve Problems

• Case Study

• Module Five: Review Questions

Module Six: Build Trust

• Testimonials

• Be Transparent

• Be Genuine

• Customers’ Point of View

• Case Study

• Module Six: Review Questions

Module Seven: Relationships

• Active Listening

• Communicate Often

• Rewards

• Build New Relationships

• Case Study

• Module Seven: Review Questions

Module Eight: Communication

• Prepared vs. Scripted

• Humor

• Be Yourself

• Thank and Reward

• Case Study

• Module Eight: Review Questions

Module Nine: Self-Motivation

• Value Your Work

• Reward Achievements

• Focus on Success

• Avoid Procrastination

• Case Study

• Module Nine: Review Questions

Module Ten: Goals

• SMART Goals

• Long-Term Goals

• Short-Term Goals

• Track and Modify

• Case Study

• Module Ten: Review Questions

Module Eleven: Assignment Review / Wrap Up


Course Outline:



Prospecting and Lead Generation

Module One: Prospecting

• Make it a Priority

• Identify Ideal Prospects

• Select Prospecting Methods

• Make it a Habit

• Case Study

• Module One: Review Questions

Module Two: Traditional Marketing Methods

• Cold Calling

• Direct Mail

• Trade Shows

• Networking

• Case Study

• Module Two: Review Questions

Module Three: New Marketing Methods

• Social Networks

• Search Engine Marketing

• Email Marketing

• Display Advertising

• Case Study

• Module Three: Review Questions

Module Four: Generating New Leads

• Become a Brand

• Webinars

• Blogs

• Engaging Video

• Case Study

• Module Four: Review Questions

Module Five: Avoid Common Lead Generation Mistakes

• Limiting Channels

• Failure to Provide Value

• Failure to Connect

• Failure to Try

• Case Study

• Module Five: Review Questions

Module Six: Educate Prospects

• Content Creation

• Stand Out from the Competition

• Fill Customer Needs

• Deliver on Promises

• Case Study

• Module Six: Review Questions

Module Seven: The Pipeline

• Contact

• Meet

• Propose

• Close

• Case Study

• Module Seven: Review Questions

Module Eight: Follow up Communication

• Recognize Your Leads

• Move Quickly

• How to Respond

• Set Future Meetings

• Case Study

• Module Eight: Review Questions

Module Nine: Track Activity

• Use Appropriate Tools

• Assess Advertising Sources

• Record Information about Leads

• Assess ROI

• Case Study

• Module Nine: Review Questions

Module Ten: Create Customers

• Develop Relationships

• Demonstrate Genuine Interest

• Be Professional

• Maintain Integrity

• Case Study

• Module Ten: Review Questions

Module Eleven: Assignment Review / Wrap Up


Course Outline:



In Person Sales

Module One: In-Person Sales

• Definition

• Benefits

• Cost

• Effectiveness

• Case Study

• Module One: Review Questions

Module Two: Examples of In-Person Sales

• Sales Call

• Retail

• FaceTime

• Meetings

• Case Study

• Module Two: Review Questions

Module Three: Sales Funnel

• Generate Leads

• Nurture Leads

• Acquire Customer Base

• Expand Customer Base

• Case Study

• Module Three: Review Questions

Module Four: Prepare

• Effective Methods to Generate Leads

• Know Your Customer

• Practice

• Set Goals

• Case Study

• Module Four: Review Questions

Module Five: Presentation

• Determine Venue

• Stay on Point

• Connect to Customer Values

• Past Conversations

• Case Study

• Module Five: Review Questions

Module Six: Engage

• Emotional Intelligence

• Allow Evaluation

• Overcome Objections

• Incentives

• Case Study

• Module Six: Review Questions

Module Seven: Commitment

• A Verbal “Yes”

• Maintain Connection

• Remind Customer of Value

• Call to Action

• Case Study

• Module Seven: Review Questions

Module Eight: Sale

• Closing the Sale

• Make the Process Easy

• Close with Exceptional Service

• Thank and Reward

• Case Study

• Module Eight: Review Questions

Module Nine: Loyalty

• Continuity Programs

• Special Rewards

• Cards

• Case Study

• Module Nine: Review Questions

Module Ten: Expand

• Word of Mouth

• Networking

• Clubs

• Case Study

• Module Ten: Review Questions

Module Eleven: Assignment Review / Wrap Up


Course Outline:



Body Language Basics

Module One: Communicating With Body language

• Learning a New Language

• The Power of Body Language

• More than Words

• Actions Speak Louder Than Words

• Case Study

• Module One: Review Questions

Module Two: Reading Body Language

• Head Position

• Translating Gestures into Words

• Open vs. Closed Body Language

• The Eyes Have It

• Case Study

• Module Two: Review Questions

Module Three: Body Language Mistakes

• Poor Posture

• Invading Personal Space

• Quick Movements

• Fidgeting

• Case Study

• Module Three: Review Questions

Module Four: Gender Differences

• Facial Expressions

• Personal Distances

• Female Identifying Body Language

• Male Identifying Body Language

• Case Study

• Module Four: Review Questions

Module Five: Non-Verbal Communication

• Common Gestures

• The Signals You Send to Others

• It’s Not What You Say, it’s How You Say It

• What Your Posture Says

• Case Study

• Module Five: Review Questions

Module Six: Facial Expressions

• Linked With Emotion

• Micro-expressions

• Facial Action Coding System (FACS)

• Universal Facial Expressions

• Case Study

• Module Six: Review Questions

Module Seven: Body Language in Business

• Communicate With Power

• Understanding Cultural Differences

• Building Trust

• Mirroring

• Case Study

• Module Seven: Review Questions

Module Eight: Lying and Body Language

• Hands

• Forced Smiles

• Eye Contact

• Changes in Posture

• Case Study

• Module Eight: Review Questions

Module Nine: Improve Your Body Language

• Be Aware of Your Movements

• The Power of Confidence

• Position and Posture

• Practice in a Mirror

• Case Study

• Module Nine: Review Questions

Module Ten: Matching Your Words to Your Movement

• Involuntary Movements

• Say What You Mean

• Always Be Consistent

• Actions speak louder

• Case Study

• Module Ten: Review Questions

Module Eleven: Assignment Review / Wrap Up


Course Outline:



Overcoming Sales Objections

Module One: Three Main Factors

• Skepticism

• Misunderstanding

• Stalling

• Module One: Review Questions

Module Two: Seeing Objections as Opportunities

• Translating the Objection - 1

• Translating the Objection - 2

• Case Study

• Module Two: Review Questions

Module Three: Getting to the Bottom of it

• Asking Appropriate Questions

• Common Objections

• Basic Strategies

• Case Study

• Module Three: Review Questions

Module Four: Finding a Point of Agreement

• Features and Benefits

• Unique Selling Position

• Agreeing with the Objection

• Case Study

• Module Four: Review Questions

Module Five: Have the Client Answer Their Own Objection

• Understand the Problem

• Render It Unobjectionable

• Case Study

• Module Five: Review Questions

Module Six: Deflating Objections

• Initiate Common Objections

• Understand the Inner Workings of Objections

• Case Study

• Module Six: Review Questions

Module Seven: Unvoiced Objections

• Determine the Real Issue

• Bring Objections to Light

• Case Study

• Module Seven: Review Questions

Module Eight: The Five Steps of Dealing with Objections

• Expect Them

• Welcome Them

• Affirm Them

• Complete Answers

• Compensate Benefits

• Module Eight: Review Questions

Module Nine: Dos and Don’ts

• Dos

• Don’ts

• Module Nine: Review Questions

Module Ten: Sealing the Deal

• Understanding When to Close

• Powerful Closing Techniques

• The Power of Reassurance

• Things to Remember

• Module Ten: Review Questions

Module Eleven: Assignment Review / Wrap Up