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Course overview
Welcome to 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.
What will i learn?
- Understand the language of sales
- Prepare for a sales opportunity
- Begin the discussion on the right foot
- Make an effective pitch
- Handle objections
- Seal the deal
- Follow up on sales
- Set sales goals
- Manage sales data
- Use a prospect board
Curriculum for this course
50 Lessons
03:00:00 Hours
Understanding the Talk
5 Lessons
00:15:00 Hours
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Understanding the Talk
.
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Types of Sales
.
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Common Sales Approaches
.
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Glossary of Common Terms
.
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Understanding the Talk - Formative Assessment
0:15:00
Getting Prepared to Make the Call
5 Lessons
00:15:00 Hours
-
Getting Prepared to Make the Call
.
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Identifying Your Contact Person
.
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Performing a Needs Analysis
.
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Creating Potential Solutions
.
-
Getting Prepared to Make the Call- Formative Assessment
0:15:00
Creative Openings
5 Lessons
00:15:00 Hours
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Creative Openings
.
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A Basic Opening for Warm Calls
.
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Warming Up Cold Calls
.
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Using the Referral Opening
.
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Creative Openings- Formative Assessment
0:15:00
Making Your Pitch
5 Lessons
00:15:00 Hours
-
Making Your Pitch
.
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Features and Benefits
.
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Outlining Your Unique Selling Position
.
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The Burning Question That Every Customer Wants Answered
.
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Making Your Pitch- Formative Assessment
0:15:00
Handling Objections
5 Lessons
00:15:00 Hours
-
Handling Objections
.
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Common Types of Objections
.
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Basic Strategies
.
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Advanced Strategies
.
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Handling Objections- Formative Assessment
0:15:00
Sealing the Deal
5 Lessons
00:15:00 Hours
-
Sealing the Deal
.
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Understanding When It’s Time to Close
.
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Powerful Closing Techniques
.
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Things to Remember
.
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Sealing the Deal-Formative Assessment
0:15:00
Following Up
5 Lessons
00:15:00 Hours
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Following Up
.
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Thank You Notes
.
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Resolving Customer Service Issues
.
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Staying in Touch
.
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Following Up- Formative Assessment
0:15:00
Setting Goals
4 Lessons
00:15:00 Hours
-
Setting Goals
.
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The Importance of Goals
.
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SMART Goals
.
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Setting Goals- Formative Assessment
0:15:00
Managing Your Data
5 Lessons
00:15:00 Hours
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Managing Your Data
.
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Choosing a System That Works for You
.
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Using Computerized Systems
.
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Using Manual Systems
.
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Managing Your Data- Formative Assessment
0:15:00
Using a Prospect Board
5 Lessons
00:15:00 Hours
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Using a Prospect Board
.
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The Layout of a Prospect Board
.
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How to Use Your Prospect Board
.
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A Day in the Life of Your Board
.
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Using a Prospect Board - Formative Assessment
0:15:00
ASSESSMENT
1 Lessons
00:30:00 Hours
-
TEST
0:30:00
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