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04-06-2012: Duration: 20 - 30 minutes. Intended for: This training game helps participants to realise tha.. read more

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Sales Fundamentals

Target: Junior - Mid
Duration: 8 hours per day x 2days = 16 hours

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.

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

Please email to mark@strategyandteams.com for details. We will run courses only for corporates groups. Alternatively call us on +971 (0) 50 4505317 and we will be delighted to help.

"I, on behalf of everyone would like to thank you for the 2 day course, every piece of which added value We thoroughly enjoyed the class and appreciated your reality input into the discussions. Learning about all of the different techniques and methodologies was most valuable to us. Thank you once again for a wonderful experience."
Abdalla Omar Rahuma, Corporate Human Capital Manager - AlMansoori Specialized Engineering

"We would just like to thank you for your contribution to the event last week. Your reputation preceded you from the highly successful Social Breakfast earlier this year, however you surpassed even that by energizing the group for the whole day including the syndicate sessions and coming up with a creative approach to incorporating the Mission Vision and Values into the quiz. Thanks again for your support."
Titus J N Earle , Leadership and Talent Development Section Leader, ADMA-OPCO

β€œIt was not only an amazing experience, but also considered more useful than the static presentations that used to dominate this most IMPORTANT session attended by the VVIPs of the industry. You made it very interesting."
Vasudevan K. S. | Director – Global Business Development | NavoLabs

 



































































































































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