Sales Fundamentals

1 Day

Introduction

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 workshop will give participants an understanding of the basic sales process, plus some basic sales tools which they can use to seal the deal, no matter what the size of the sale. You will become more confident, handle objections, and learning how to be a great closer.

Programme 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

Method and Approach

This programme will involve the use of slides, handout material, work manual with all instructor notes and slides, examples of best practice, appropriate videos and appropriate video material.

The use of flip-charts, syndicate workshops and reporting back sessions will encourage a fully participative and enjoyable event. Delegates will be encouraged to participate actively in relating previous work experiences.

Who Should Attend

Sales Fundamental Skills is designed to benefit everyone who would like to become more confident in selling, whether at work or home. This course will be of particular benefit for those new to sales and marketing functions. Supervisors and Managers should definitely develop these skills.

Course Content

This one-day workshop will cover the following subjects:

Module One: Getting Started

• Introduction to the workshop
• Workshop Objectives

Module Two: Understanding the Talk

• Types of Sales
• Common Sales Approaches
• Glossary of Common Terms

Module Three: Getting Prepared to Make the Call

• Identifying Your Contact Person
• Performing a Needs Analysis
• Creating Potential Solutions

Module Four: Creative Openings

• A Basic Opening for Warm Calls
• Warming up Cold Calls
• Using the Referral Opening

Module Five: Making Your Pitch

• Features and Benefits
• Outlining Your Unique Selling Position
• The Burning Question That Every Customer Wants Answered

Module Six: Handling Objections

• Common Types of Objections
• Basic Strategies
• Advanced Strategies

Module Seven: Sealing the Deal

• Understanding When It’s Time to Close
• Powerful Closing Techniques
• Things to Remember

Module Eight: Following Up

• Thank You Notes
• Resolving Customer Service Issues
• Staying in Touch

Module Nine: Setting Goals

• The Importance of Sales Goals
• Setting SMART Goals

Module Ten: Managing Your Data

• Choosing a System That Works for You
• Using Computerised Systems
• Using Manual Systems

Module Eleven: Using a Prospect Board

• The Layout of a Prospect Board
• How to Use Your Prospect Board
• A Day in the Life of Your Board

Module Twelve: Wrapping Up

• Words from the Wise
• Lessons Learned
• Completion of Action Plans and Evaluations