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,
  • Promotional Advertorials
  • Lesson Plans with Flip Chart Notes

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

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

                                                                                              Other Course Kit's Available:

                                                                                              1. Accountability in the Workplace
                                                                                              2. Administrative Office Procedures
                                                                                              3. Administrative Support
                                                                                              4. Adult Learning - Mental Skills
                                                                                              5. Adult Learning - Physical Skills
                                                                                              6. Anger Management
                                                                                              7. Appreciative Inquiry
                                                                                              8. Archiving and Records Management
                                                                                              9. Attention Management
                                                                                              10. Basic Bookkeeping
                                                                                              11. Being a Likeable Boss
                                                                                              12. Body Language Basics
                                                                                              13. Budgets and Financial Reports
                                                                                              14. Building Confidence and Assertiveness
                                                                                              15. Business Acumen
                                                                                              16. Business Ethics
                                                                                              17. Business Etiquette
                                                                                              18. Business Succession Planning
                                                                                              19. Business Writing
                                                                                              20. Call Center Training
                                                                                              21. Change Management
                                                                                              22. Civility in the Workplace
                                                                                              23. Coaching and Mentoring
                                                                                              24. Coaching Salespeople
                                                                                              25. Collaborative Business Writing
                                                                                              26. Communication Strategies
                                                                                              27. Conducting Annual Employee Reviews
                                                                                              28. Conflict Resolution
                                                                                              29. Contact Center Training
                                                                                              30. Contract Management
                                                                                              31. Creating a Great Webinar
                                                                                              32. Creative Problem Solving
                                                                                              33. Creativity: Thinking Outside the Box
                                                                                              34. Crisis Management
                                                                                              35. Critical Thinking
                                                                                              36. Customer Service
                                                                                              37. Customer Support
                                                                                              38. Cyber Security
                                                                                              39. Delivering Constructive Criticism
                                                                                              40. Developing a Lunch and Learn
                                                                                              41. Developing Corporate Behavior
                                                                                              42. Developing Creativity
                                                                                              43. Developing Emotional Intelligence
                                                                                              44. Developing New Managers
                                                                                              45. Digital Citizenship
                                                                                              46. Diversity, Equity and Inclusion
                                                                                              47. Employee Motivation
                                                                                              48. Employee Onboarding
                                                                                              49. Employee Recognition
                                                                                              50. Employee Recruitment
                                                                                              51. Employee Termination Processes
                                                                                              52. Entrepreneurship
                                                                                              53. Event Planning
                                                                                              54. Executive and Personal Assistants
                                                                                              55. Facilitation Skills
                                                                                              56. Generation Gaps
                                                                                              57. Goal Setting and Getting Things Done
                                                                                              58. Handling a Difficult Customer
                                                                                              59. Health and Wellness at Work
                                                                                              60. High Performance Teams Inside the Company
                                                                                              61. High Performance Teams Remote Workforce
                                                                                              62. Hiring Strategies
                                                                                              63. Human Resource Management
                                                                                              64. Improving Mindfulness
                                                                                              65. Improving Self-Awareness
                                                                                              66. In Person Sales
                                                                                              67. Increasing Your Happiness
                                                                                              68. Internet Marketing Fundamentals
                                                                                              69. Interpersonal Skills
                                                                                              70. Job Search Skills
                                                                                              71. Knowledge Management
                                                                                              72. Leadership and Influence
                                                                                              73. Leadership Development for Women
                                                                                              74. Lean Process and Six Sigma
                                                                                              75. Life Coaching Essentials
                                                                                              76. Manager Management
                                                                                              77. Managing Personal Finances
                                                                                              78. Managing Workplace Anxiety
                                                                                              79. Managing Workplace Harassment
                                                                                              80. Marketing Basics
                                                                                              81. Measuring Results From Training
                                                                                              82. Media and Public Relations
                                                                                              83. Meeting Management
                                                                                              84. Middle Manager
                                                                                              85. Millennial Onboarding
                                                                                              86. mLearning Essentials
                                                                                              87. Motivating Your Sales Team
                                                                                              88. Multi-Level Marketing
                                                                                              89. Negotiation Skills
                                                                                              90. Networking Outside the Company
                                                                                              91. Networking Within the Company
                                                                                              92. Office Health and Safety
                                                                                              93. Office Politics For Managers
                                                                                              94. Organizational Skills
                                                                                              95. Overcoming Sales Objections
                                                                                              96. Performance Management
                                                                                              97. Personal Branding
                                                                                              98. Personal Productivity
                                                                                              99. Presentation Skills
                                                                                              100. Project Management
                                                                                              101. Proposal Writing
                                                                                              102. Prospecting and Lead Generation
                                                                                              103. Public Speaking
                                                                                              104. Respect in the Workplace
                                                                                              105. Responsibility in the Workplace
                                                                                              106. Risk Assessment and Management
                                                                                              107. Safety in the Workplace
                                                                                              108. Sales Fundamentals
                                                                                              109. Self-Leadership
                                                                                              110. Sensitivity Training
                                                                                              111. Servant Leadership
                                                                                              112. Social Intelligence
                                                                                              113. Social Learning
                                                                                              114. Social Media In The Workplace
                                                                                              115. Social Media Marketing
                                                                                              116. Stress Management
                                                                                              117. Supervising Others
                                                                                              118. Supply Chain Management
                                                                                              119. Taking Initiative
                                                                                              120. Talent Management
                                                                                              121. Team Building For Managers
                                                                                              122. Team Building Through Chemistry
                                                                                              123. Teamwork and Team Building
                                                                                              124. Telephone Etiquette
                                                                                              125. Telework And Telecommuting
                                                                                              126. Ten Soft Skills You Need
                                                                                              127. The Cloud and Business
                                                                                              128. Time Management
                                                                                              129. Top 10 Sales Secrets
                                                                                              130. Trade Show Staff Training
                                                                                              131. Train-The-Trainer
                                                                                              132. Trust Building and Resilience Development
                                                                                              133. Unconscious Bias
                                                                                              134. Universal Safety Practices
                                                                                              135. Virtual Team Building and Management
                                                                                              136. Work-Life Balance
                                                                                              137. Workplace Bullying
                                                                                              138. Workplace Harassment
                                                                                              139. Workplace Violence