ELEV-MW 010: Sales Fundamentals

The following is the course description for the Sales Fundamentals Course:

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.  

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. 

Course Objectives: 

Research has consistently demonstrated that when clear goals are associated with learning that the learning occurs more easily and rapidly. With that in mind, let’s review our goals for today.  

You Will:

• Understand the language of sales 
• Prepare for a sales opportunity 
• Make an effective pitch 
• Handle objections 
• Seal the deal 
• Follow up on sales 
• Set sales goals 
• Manage sales data 
• Use a prospect board 

 

Target Student:

Course Core Competencies:

Module 1: Understanding the Talk

Topic A: Types of Sales

Topic B: Common Sales Approaches

Topic C: Glossary of Common Terms

Module 2: Getting Prepared to Make the Call

Topic A: Identifying Your Contact Person

Topic B: Performing a Needs Analysis

Topic C: Creating Potential Solutions

Module 3: Creative Openings

Topic A: A Basic Opening for Warm Calls

Topic B: Warming up Cold Calls

Topic C: Using the Referral Opening

Module 4: Making Your Pitch

Topic A: Features and Benefit

Topic B: Outlining Your Unique Selling Position

Topic C: The Burning Question That Every Customer Wants Answered

Module 5: Handling Objections

Topic A: Common Types of Objections

Topic B: Basic Strategies

Topic C: Advanced Strategies

Module 6: Sealing the Deal

Topic A: Understanding When It’s Time to Close

Topic B: Powerful Closing Techniques

Topic C: Things to Remember

Module 7: Following Up

Topic A: Thank You Notes

Topic B: Resolving Customer Service Issues

Topic C: Staying in Touch

Module 8: Setting Goals

Topic A: The Importance of Sales Goals

Topic B: Setting SMART Goals

Module 9: Managing Your Data

Topic A: Choosing a System That Works for You

Topic B: Using Computerized Systems

Topic C: Using Manual Systems

Module 10: Using a Prospect Board

Topic A: The Layout of a Prospect Board

Topic B: How to Use Your Prospect Board

Topic C: A Day in the Life of Your Board