Sales Fundamentals Course

Course Introduction

This workshop is intended for beginners in sales. We teach communication and non-verbal commication and fundamentals of sales.

Course Outline

The sales fundamentals workshop is intended for beginners in sales. The workshop begins by introducing the different types of sales, sales approaches, and a few sales terms. Some types of sales are: telemarketing – in theory the telephone allows communication with almost anyone in the world. In practice however, not many people take kindly to telemarketers. Direct mail is another type of sales, as unlikely as it seems direct mail still works as a sales technique and if done correctly it still works. Email: this is different to spamming or carpet-bombing. This is legitimate and professional email sales correspondence. A list of customers is provided, where emails regarding your product or service will be sent only to the recipients stated on the list.

Most companies offer information about their products or services online, therefore the internet is one of the last sales platforms/techniques you can make use of. Sales approaches: A long term approach to sales is called the consultative approach, by attempting to build a solid and trusting relationship with your clients, sales opportunities are created for the future. Sales may not instantly occur, but the chance of constant business with your clients assures your own steady progress. The hard sale is not advisable because many people consider it too aggressive. The most successful example of a hard sale is an auction where if you don’t bid to buy immediately, you will not get the opportunity again. In technical sales, sales personnel need a certain amount of technical knowledge to communicate effectively with clients because the clients will already have an idea of what they are looking for. An example of this is upgrading your cell-phone contract. Much planning goes into preparing to make a sales call. Knowing your client’s needs and preparing to meet those needs in addition to planning a sufficient greeting/opening message is essential to taking the first step. Once you have contacted the relevant person and a conversation starts to take place, it is important to learn as many facts about your contact person as possible. This will help you to more accurately identify the needs of your client. Make sure your contact person is the appropriate person (the person who has the authority to make decisions) to discuss needs within their company with. Now you can begin to pitch your sale but remember to include some ideas to meet other client needs: Information: keeping the client updated on new developments within your field. Training: offer training to your client for relevant products. Financing: wherever possible offer to aid the client financially (if offered by your company) or refer the client to banks that will aid the client instead. These are just some of the ideas that you can offer to your client in order to maintain a good business relationship and to seal the deal, also known as closing the call.TIP: Fully understanding your client’s needs and using your best ideas to meet those needs will gain you a reputation of dedication and reliability.

Key outcomes of the course include:

Component 1: Starting Out
• Activities to break the ice
• Housekeeping matters and administration
• The Parking Area
• program Objectives

Component 2: Comprehending the Talk
• Kinds of Sales
• Common Sales Approaches
• Glossary of Common Terms

Component 3: Getting Prepared to Make the Call
• Creating Potential Solutions
• Identifying Your Contact Person
• Performing a Needs Analysis

Component 4: Creative Openings
• A Basic Opening for Warm Calls
• Warming up Cold Calls
• Utilizing the Referral Opening

Component 5: Making Your Pitch
• Features as well as Benefits
• Outlining Your distinctive Selling Position
• The Burning Question That Every Customer Wants Answered

Component 6: Handling Objections
• Common Kinds of Objections
• Basic techniques
• Advanced techniques

Component 7: Sealing the Deal
• Comprehending When It’s Time to Close
• Powerful Closing Techniques
• Things to Remember

Component 8: Following Up
• Thank You Notes
• Resolving Customer Service Issues
• Staying in Touch

Component 9: Setting Objectives
• The Significance of Sales Objectives
• Setting SMART Objectives

Component 10: Controlling Your Data
• Choosing a System That Works for You
• Utilizing Computerized Systems
• Utilizing Manual Systems

Component 11: Utilizing a Prospect Board
• The Layout of a Prospect Board
• How to utilize Your Prospect Board
• A Day in the Life of Your Board

Component 12: Concluding
• Wise Men’s words
• Assessment of Parking Area
• Key Learnings
• Evaluations as well as Completion Of activity Plans

Course Duration

1 day/s

Who should attend

This is a general employee course, also for managers.

**Quote does not include Any Exam Fees (if applicable)

IMPORTANT ACTION: Do Not Wait To Improve Your Skills.  

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