Essential Sales Fundamentals
Overview:
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.
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.
Workshop Objectives
Research has consistently demonstrated that when clear goals are associated with learning that the learning occurs more easily and rapidly. With that in mind, let’s review our goals for today.
-Understand the language of sales
-Prepare for a sales opportunity
-Make an effective pitch
-Handle objections
-Seal the deal
-Follow up on sales
-Set sales goals
-Manage sales data
-Use a prospect board
Pre-Assignment Review
The purpose of the Pre-Assignment is to get you thinking about the sales fundamentals.
As a pre-assignment, think about what you consider are the essential sales fundamentals of a successful sales process.
Target audience:
All New Sales Professional
Course Outline
Module One: Understanding the Talk
Types of Sales
Common Sales Approaches
Glossary of Common Terms
Module Two: Getting Prepared to Make the Call
Identifying Your 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
Outlining Your Unique Selling Position
The Burning Question That Every Customer Wants Answered
Module Five: Handling Objections
Common Types of Objections
Basic Strategies
Advanced Strategies
Module Six: Sealing the Deal
Understanding When It’s Time 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
Choosing a System That Works for You
Using Computerized Systems
Using Manual Systems
Module Ten:Using a Prospect Board
The Layout of a Prospect Board
How to Use Your Prospect Board
A Day in the Life of Your Board
Case Study
Module Eleven: Wrapping Up
Words from the Wise
Live Workshop: 2 Days (Recommended) or 1Day (Compact)
2 Days (Recommended)
8 pax & above = SGD316/pax
4-7 pax = SGD456/pax
1 Day Compact Workshop
8 pax & above = SGD158/pax
4-7 pax = SGD228/pax
Virtual Classroom:
Full Length: 8 Hours X 2 Days/ 3 Hours X 5 Days + One Hour of Self Directed Work. ($2250 Nett)
(Max 15 participants)
Compact: 8 Hours X 1 Day/ 2.5 Hours X 3 Days + One Hour of Self Directed Work. ($1250 Nett)
(Max 15 participants)
Power Compact: 3 Hours Session / $450 Per session (Max 15 participants)