BUY COURSE NOW - online self directed

The Sales Fundamentals workshop will give participants an understanding of the foundational sales process, in addition to some essential tools and techniques that they can use to get the sale. Participants will become more confident in their ability to generate revenue, handle objections, and become a great closer. Many industries are heavily dependent on generating revenue and profitability through sales - investing in this skill is highly recommended for individual marketability and organizational success.

*This course pairs well with Top 10 Sales Secrets, for new or aspiring sales professionals

Course Objectives:

• Understand the language of sales
• Prepare for a sales opportunity
• Begin the discussion on the right foot
• Make an effective pitch
• Handle objections
• Seal the deal
• Follow up on sales
• Set sales goals
• Manage sales data
• Use a prospect board

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