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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
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