Sales Fundamentals

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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 an understanding of the basic sales process, plus some basic sales tools that can be used to seal the deal, no matter what the size of the sale.

[/vc_column_text][/vc_column][/vc_row][vc_row][vc_column][ucaddon_title title=”Course Outline” align=”left” padding_top=”20″ padding_bottom=”20″ uc_fonts_data=”JTdCJTIydGl0bGUlMjIlM0ElN0IlMjJmb250LXdlaWdodCUyMiUzQSUyMjUwMCUyMiUyQyUyMmNvbG9yJTIyJTNBJTIyJTIzZjc5NDFkJTIyJTdEJTdE”][vc_tta_accordion color=”white” spacing=”1″ gap=”1″ active_section=”0″ collapsible_all=”true”][vc_tta_section title=”Module One: Getting Started” tab_id=”1555372536699-3a3ff8ff-7ccfdd7b-d78ee45b-9059″][vc_column_text]

  • Housekeeping Items
  • The Parking Lot
  • Workshop Objectives
  • Action Plans and Evaluations

[/vc_column_text][/vc_tta_section][vc_tta_section title=”Module Two: Understanding the Talk” tab_id=”1555372536736-3eeeadcd-e75fdd7b-d78ee45b-9059″][vc_column_text]

  • Types of Sales
  • Common Sales Approaches
  • Glossary of Common Terms
  • Case Study
  • Module Two: Review Questions

[/vc_column_text][/vc_tta_section][vc_tta_section title=”Module Three: Getting Prepared to Make the Call” tab_id=”1555372536776-aec07400-f9e6dd7b-d78ee45b-9059″][vc_column_text]

  • Identifying Your Contact Person
  • Performing a Needs Analysis
  • Creating Potential Solutions
  • Case Study
  • Module Three: Review Questions

[/vc_column_text][/vc_tta_section][vc_tta_section title=”Module Four: Creative Openings” tab_id=”1555372536830-30b8d8af-717ddd7b-d78ee45b-9059″][vc_column_text]

  • A Basic Opening for Warm Calls
  • Warming up Cold Calls
  • Using the Referral Opening
  • Case Study
  • Module Four: Review Questions

[/vc_column_text][/vc_tta_section][vc_tta_section title=”Module Five: Making Your Pitch” tab_id=”1555373051487-df78e871-f3e3dd7b-d78ee45b-9059″][vc_column_text]

  • Features and Benefits
  • Outlining Your Unique Selling Position
  • The Burning Question That Every Customer Wants Answered
  • Case Study
  • Module Five: Review Questions

[/vc_column_text][/vc_tta_section][vc_tta_section title=”Module Six: Handling Objections” tab_id=”1555373050670-5781d6f6-ffb4dd7b-d78ee45b-9059″][vc_column_text]

  • Common Types of Objections
  • Basic Strategies
  • Advanced Strategies
  • Case Study
  • Module Six: Review Questions

[/vc_column_text][/vc_tta_section][vc_tta_section title=”Module Seven: Sealing the Deal” tab_id=”1555373044564-870b74e1-d113dd7b-d78ee45b-9059″][vc_column_text]

  • Understanding When It’s Time to Close
  • Powerful Closing Techniques
  • Things to Remember
  • Case Study
  • Module Seven: Review Questions

[/vc_column_text][/vc_tta_section][vc_tta_section title=”Module Eight: Following Up” tab_id=”1555373043454-2510d23c-fa8bdd7b-d78ee45b-9059″][vc_column_text]

  • Thank You Notes
  • Resolving Customer Service Issues
  • Staying in Touch
  • Case Study
  • Module Eight: Review Questions

[/vc_column_text][/vc_tta_section][vc_tta_section title=”Module Nine: Setting Goals” tab_id=”1555373037242-75eb7004-01c6dd7b-d78ee45b-9059″][vc_column_text]

  • The Importance of Sales Goals
  • Setting SMART Goals
  • Case Study
  • Module Nine: Review Questions

[/vc_column_text][/vc_tta_section][vc_tta_section title=”Module Ten: Managing Your Data” tab_id=”1555373224684-2a2752a4-47c4dd7b-d78ee45b-9059″][vc_column_text]

  • Choosing a System That Works for You
  • Using Computerized Systems
  • Using Manual Systems
  • Case Study
  • Module Ten: Review Questions

[/vc_column_text][/vc_tta_section][vc_tta_section title=”Module Eleven: Using a Prospect Board” tab_id=”1557873694520-b6141156-8ffd”][vc_column_text]

  • The Layout of a Prospect Board
  • How to Use Your Prospect Board
  • A Day in the Life of Your Board
  • Case Study
  • Module Eleven: Review Questions

[/vc_column_text][/vc_tta_section][vc_tta_section title=”Module Twelve: Wrapping Up” tab_id=”1557873695287-de0d5298-092e”][vc_column_text]

  • Words from the Wise
  • Parking Lot
  • Action Plans and Evaluations

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