Sales Fundamentals

Printable, customizable, training materials

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 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. Your participants will become more confident, handle objections, and learning how to be a great closer.
Sales Fundamentals

$499 

  • Unlimited Users
  • Unlimited Printing Rights
  • Completely Customizable

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Everything you need to teach a one-day workshop for Sales Fundamentals:

  • Training Manuals
 
  • PowerPoint Slides
  • Instructor's Guide
 
  • Quick Reference Job Aids
  • Icebreakers, Activities,
     & Exercise Files
 
  • Pre-Assignments,
    Pre-/Post-Assessments
  • Promotional Advertorials
 
  • Lesson Plans with Flip Chart Notes

Also available: training video clips, editable books, audiobook workshops, e-learning, and cloud-based LMS.

Sales Fundamentals Course Outline:

Module One: Getting Started
  • Icebreaker
  • Housekeeping Items
  • The Parking Lot
  • 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 Computerized 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
  • Review of Parking Lot
  • Lessons Learned
  • Completion of Action Plans and Evaluations

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