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 this 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. 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 For more information about this course, kindly contact us at: [email protected] Duration Four Days