▲PARNELL Learning - Vital Skills Workshops

Sales Fundamentals

Although the definition of a sale is simple enough, the process of turning someone into a buyer can be very complex. This 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.

Workshop outline:

Module One: Getting Started
Icebreaker - Ground rules - The parking lot - Workshop objectives - Action plans and evaluation forms

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 Proposition - 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