Sales Fundamentals

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EGP150.00 EGP100.00

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Description

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.

Course Outline
  • Housekeeping Items
  • The Parking Lot
  • Workshop Objectives
  • Action Plans and Evaluations
  • Types of Sales
  • Common Sales Approaches
  • Glossary of Common Terms
  • Case Study
  • Module Two: Review Questions
  • Identifying Your Contact Person
  • Performing a Needs Analysis
  • Creating Potential Solutions
  • Case Study
  • Module Three: Review Questions
  • A Basic Opening for Warm Calls
  • Warming up Cold Calls
  • Using the Referral Opening
  • Case Study
  • Module Four: Review Questions
  • Features and Benefits
  • Outlining Your Unique Selling Position
  • The Burning Question That Every Customer Wants Answered
  • Case Study
  • Module Five: Review Questions
  • Common Types of Objections
  • Basic Strategies
  • Advanced Strategies
  • Case Study
  • Module Six: Review Questions
  • Understanding When It’s Time to Close
  • Powerful Closing Techniques
  • Things to Remember
  • Case Study
  • Module Seven: Review Questions
  • Thank You Notes
  • Resolving Customer Service Issues
  • Staying in Touch
  • Case Study
  • Module Eight: Review Questions
  • The Importance of Sales Goals
  • Setting SMART Goals
  • Case Study
  • Module Nine: Review Questions
  • Choosing a System That Works for You
  • Using Computerized Systems
  • Using Manual Systems
  • Case Study
  • Module Ten: Review Questions
  • 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
  • Words from the Wise
  • Parking Lot
  • Action Plans and Evaluations

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