Sales Fundamentals

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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.

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.


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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.

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Free Sample

Sales Fundamentals 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

                                                                                              Administrative Skills

                                                                                              1. Administrative Office Procedures
                                                                                              2. Administrative Support
                                                                                              3. Archiving and Records Management
                                                                                              4. Basic Bookkeeping
                                                                                              5. Business Writing
                                                                                              6. Collaborative Business Writing
                                                                                              7. Executive and Personal Assistants
                                                                                              8. Meeting Management
                                                                                              9. Organizational Skills
                                                                                              10. Social Media In The Workplace
                                                                                              11. Supply Chain Management

                                                                                              Career Development

                                                                                              1. Assertiveness And Self-Confidence
                                                                                              2. Communication Strategies
                                                                                              3. Creative Problem Solving
                                                                                              4. Developing Creativity
                                                                                              5. Digital Citizenship
                                                                                              6. Entrepreneurship
                                                                                              7. Interpersonal Skills
                                                                                              8. mLearning Essentials
                                                                                              9. Negotiation Skills
                                                                                              10. Personal Branding
                                                                                              11. Project Management
                                                                                              12. Telework And Telecommuting
                                                                                              13. Ten Soft Skills You Need
                                                                                              14. The Cloud and Business
                                                                                              15. Time Management
                                                                                              16. Women in Leadership

                                                                                              Human Resources

                                                                                              1. Business Succession Planning
                                                                                              2. Contract Management
                                                                                              3. Crisis Management
                                                                                              4. Developing a Lunch and Learn
                                                                                              5. Diversity and Inclusion
                                                                                              6. Employee Onboarding
                                                                                              7. Employee Recruitment
                                                                                              8. Employee Termination Processes
                                                                                              9. Generation Gaps
                                                                                              10. Health and Wellness at Work
                                                                                              11. Hiring Strategies
                                                                                              12. Human Resource Management
                                                                                              13. Managing Workplace Harassment
                                                                                              14. Measuring Results From Training
                                                                                              15. Millennial Onboarding
                                                                                              16. Office Health And Safety
                                                                                              17. Talent Management
                                                                                              18. Train-The-Trainer
                                                                                              19. Universal Safety Practices
                                                                                              20. Workplace Diversity
                                                                                              21. Workplace Harassment
                                                                                              22. Workplace Violence

                                                                                              Personal Development

                                                                                              1. Adult Learning - Mental Skills
                                                                                              2. Adult Learning - Physical Skills
                                                                                              3. Anger Management
                                                                                              4. Attention Management
                                                                                              5. Being A Likeable Boss
                                                                                              6. Critical Thinking
                                                                                              7. Emotional Intelligence
                                                                                              8. Goal Setting and Getting Things Done
                                                                                              9. Improving Mindfulness
                                                                                              10. Improving Self-Awareness
                                                                                              11. Increasing Your Happiness
                                                                                              12. Job Search Skills
                                                                                              13. Life Coaching Essentials
                                                                                              14. Managing Personal Finances
                                                                                              15. Managing Workplace Anxiety
                                                                                              16. Personal Productivity
                                                                                              17. Public Speaking
                                                                                              18. Social Intelligence
                                                                                              19. Social Learning
                                                                                              20. Stress Management
                                                                                              21. Taking Initiative
                                                                                              22. Work-Life Balance

                                                                                              Sales And Marketing

                                                                                              1. Body Language Basics
                                                                                              2. Call Center Training
                                                                                              3. Coaching Salespeople
                                                                                              4. Contact Center Training
                                                                                              5. Creating a Great Webinar
                                                                                              6. Employee Recognition
                                                                                              7. Event Planning
                                                                                              8. High Performance Teams Inside the Company
                                                                                              9. High Performance Teams Remote Workforce
                                                                                              10. In Person Sales
                                                                                              11. Internet Marketing Fundamentals
                                                                                              12. Marketing Basics
                                                                                              13. Media And Public Relations
                                                                                              14. Motivating Your Sales Team
                                                                                              15. Multi-Level Marketing
                                                                                              16. Overcoming Sales Objections
                                                                                              17. Presentation Skills
                                                                                              18. Proposal Writing
                                                                                              19. Prospecting and Lead Generation
                                                                                              20. Sales Fundamentals
                                                                                              21. Servant Leadership
                                                                                              22. Social Media Marketing
                                                                                              23. Telephone Etiquette
                                                                                              24. Top 10 Sales Secrets
                                                                                              25. Trade Show Staff Training

                                                                                              Supervisors And Managers

                                                                                              1. Budgets And Financial Reports
                                                                                              2. Coaching And Mentoring
                                                                                              3. Conducting Annual Employee Reviews
                                                                                              4. Developing New Managers
                                                                                              5. Employee Motivation
                                                                                              6. Facilitation Skills
                                                                                              7. Knowledge Management
                                                                                              8. Leadership And Influence
                                                                                              9. Lean Process And Six Sigma
                                                                                              10. Manager Management
                                                                                              11. Middle Manager
                                                                                              12. Office Politics For Managers
                                                                                              13. Performance Management
                                                                                              14. Self-Leadership
                                                                                              15. Supervising Others
                                                                                              16. Team Building Through Chemistry
                                                                                              17. Virtual Team Building And Management

                                                                                              Workplace Essentials

                                                                                              1. Appreciative Inquiry
                                                                                              2. Business Acumen
                                                                                              3. Business Ethics
                                                                                              4. Business Etiquette
                                                                                              5. Change Management
                                                                                              6. Civility In The Workplace
                                                                                              7. Conflict Resolution
                                                                                              8. Customer Service
                                                                                              9. Customer Support
                                                                                              10. Cyber Security
                                                                                              11. Delivering Constructive Criticism
                                                                                              12. Developing Corporate Behavior
                                                                                              13. Handling a Difficult Customer
                                                                                              14. Networking Outside the Company
                                                                                              15. Networking Within the Company
                                                                                              16. Respect in the Workplace
                                                                                              17. Risk Assessment and Management
                                                                                              18. Safety In The Workplace
                                                                                              19. Team Building For Managers
                                                                                              20. Teamwork And Team Building

                                                                                              Microsoft Office Specialist (MOS)

                                                                                              1. Access 2016 Essentials
                                                                                              2. Excel 2016 Essentials
                                                                                              3. Outlook 2016 Essentials
                                                                                              4. PowerPoint 2016 Essentials
                                                                                              5. Word 2016 Essentials
                                                                                              6. Excel 2016 Expert
                                                                                              7. Word 2016 Expert