Research has consistently demonstrated that when clear goals are associated with learning, it occurs more easily and rapidly. With that in mind, let’s review our goals for today. At the end of this workshop, you should be able to:
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
Getting Started
Workshop Objectives
Understanding the Talk
Types of Sales
Common Sales Approaches
Glossary of Common Terms
Case Study
Module Two: Review Questions
Getting Prepared to Make the Call
Identifying Your Contact Person
Performing a Needs Analysis
Creating Potential Solutions
Case Study
Module Three: Review Questions
Creative Openings
A Basic Opening for Warm Calls
Warming up Cold Calls
Using the Referral Opening
Case Study
Module Four: Review Questions
Making Your Pitch
Features and Benefits
Outlining Your Unique Selling Position
The Burning Question That Every Customer Wants Answered
Module Five: Review Questions
Case Study
Handling Objections
Common Types of Objections
Basic Strategies
Advanced Strategies
Case Study
Module Six: Review Questions
Investing in yourself is one of the best return on investments you can have.
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