Sales Fundamentals

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 course 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. Participants will become more confident, handle objections, and learning how to be a great closer.

LevelAll levels
Price€ 49.90   € 39.90
Access365 days
LanguageEnglish
Audio lessonsNo
Commitment4 h
CertificateYes, PDF

Syllabus

Module One: Getting Started
Introduction
Course Objectives
Module Two: Understanding the Talk
Types of Sales
Common Sales Approaches
Glossary of Common Terms
Case Study
Module Two: Review Questions
Module Three: Getting Prepared to Make the Call
Identifying Your Contact Person
Performing a Needs Analysis
Creating Potential Solutions
Case Study
Module Three: Review Questions
Module Four: Creative Openings
A Basic Opening for Warm Calls
Warming up Cold Calls
Using the Referral Opening
Case Study
Module Four: Review Questions
Module Five: Making Your Pitch
Features and Benefits
Outlining Your Unique Selling Position
The Burning Question That Every Customer Wants Answered
Case Study
Module Five: Review Questions
Module Six: Handling Objections
Common Types of Objections
Basic Strategies
Advanced Strategies
Case Study
Module Six: Review Questions
Module Seven: Sealing the Deal
Understanding When It’s Time to Close
Powerful Closing Techniques
Things to Remember
Case Study
Module Seven: Review Questions
Module Eight: Following Up
Thank You Notes
Resolving Customer Service Issues
Staying in Touch
Case Study
Module Eight: Review Questions
Module Nine: Setting Goals
The Importance of Sales Goals
Setting SMART Goals
Case Study
Module Nine: Review Questions
Module Ten: Managing Your Data
Choosing a System That Works for You
Using Computerized Systems
Using Manual Systems
Case Study
Module Ten: Review Questions
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
Case Study
Module Eleven: Review Questions
Module Twelve: Wrapping Up
Wrapping Up
How to get your Diploma
Action Plan

Basic information

LevelAll levels
Price€ 49.90   € 39.90
Access365 days
LanguageEnglish
Audio lessonsNo
Commitment4 h
CertificateYes, PDF

Customer information

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Sales Fundamentals39.90
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