Sales Fundamentals Course

Although the notion of a sale is straightforward, the process of converting someone into a buyer may be somewhat complex. It is necessary to persuade someone with a potential interest that there is something for them in making their interest tangible, something worth spending some of their hard-earned money on.

The Sales Fundamentals session will provide attendees with a fundamental sales procedure as well as some basic sales tools to help them close the deal, regardless of the size of the transaction. Your participants will gain confidence, learn how to overcome objections, and improve their closing skills.

INR 199 / USD 10

Module 1

Understanding the Talk
Types of Sales
Common Sales Approaches
Glossary of Common Terms
Knowledge Check

Module 2

Getting Prepared to Make the Call
Identifying Your Contact Person
Performing a Needs Analysis
Creating Potential Solutions
Knowledge Check

Module 3

Creative Openings
A Basic Opening for Warm Calls
Warming Up Cold Calls
Using the Referral Opening
Knowledge Check

Module 4

Making Your Pitch
Features and Benefits
Outlining Your Unique Selling Position
The Burning Question That Every Customer Wants Answered
Knowledge Check

Module 5

Handling Objections
Common Types of Objections
Basic Strategies
Advanced Strategies
Knowledge Check

Module 6

Sealing the Deal
Understanding When It’s Time to Close
Powerful Closing Techniques
Things to Remember
Knowledge Check

Module 7

Following Up
Thank You Notes
Resolving Customer Service Issues
Staying in Touch
Knowledge Check

Module 8

Setting Goals
The Importance of Goals
SMART Goals
Knowledge Check

Module 9

Managing Your Data
Choosing a System That Works for You
Using Computerized Systems
Using Manual Systems
Knowledge Check

Module 10

Using a Prospect Board
The Layout of a Prospect Board
How to Use Your Prospect Board
A Day in the Life of Your Board
Knowledge Check

Assessment

Post-Test