About This Course
Welcome to the Sales Fundamentals workshop. 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.
Learning Objectives
Welcome to the Sales Fundamentals workshop.
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.
Curriculum
10h
Understanding the Talk
Understanding the talk in sales fundamentals involves active listening, interpreting customer needs, and effectively communicating solutions, fostering trust and engagement, ultimately leading to successful sales interactions and relationships.
Getting Prepared to Make the Call
Getting prepared to make the call in sales fundamentals involves researching prospects, setting clear objectives, crafting a compelling pitch, and anticipating objections to increase confidence and enhance success rates during calls.
Creative Openings
Creative openings in sales fundamentals focus on capturing attention and sparking interest. Techniques include unique questions, storytelling, or relevant anecdotes, making prospects curious and receptive to the sales conversation ahead.
Making Your Pitch
Making your pitch in sales fundamentals requires clarity, confidence, and relevance. Tailor your message to address the prospect's needs, highlight benefits, and engage them through compelling storytelling and persuasive arguments.
Handling Objections
Handling objections in sales fundamentals involves active listening, empathizing with concerns, and providing clear, factual responses. Addressing objections effectively fosters trust, encourages dialogue, and can ultimately lead to successful sales outcomes.
Sealing the Deal
Sealing the deal in sales fundamentals requires strong closing techniques, clear communication of value, and addressing any final concerns. Building rapport and creating urgency can enhance commitment and finalize the sale successfully.
Following Up
Following up in sales fundamentals is essential for nurturing relationships and ensuring customer satisfaction. It involves timely communication, addressing concerns, reinforcing value, and maintaining engagement to foster loyalty and potential referrals.
Setting Goals
Setting goals in sales fundamentals involves defining clear, measurable objectives that align with overall strategy. SMART criteria (Specific, Measurable, Achievable, Relevant, Time-bound) help focus efforts, track progress, and drive motivation toward success.
Managing Your Data
Managing your data in sales fundamentals entails organizing, analyzing, and leveraging customer information to inform strategies. Effective data management enhances targeting, personalizes communication, tracks performance metrics, and supports informed decision-making for improved sales outcomes.
Using a Prospect Board
Using a prospect board in sales fundamentals helps visualize potential leads and track their status. This tool enhances organization, prioritizes follow-ups, fosters accountability, and aids in strategizing approaches to convert prospects into customers.
Post-Test
Post-Test
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