Workshop Objectives

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

Course curriculum

  • 1

    Module One: Getting Started

    • Getting Started
    • Workshop Objectives
  • 2

    Module Two: Understanding the Talk

    • Understanding the Talk
    • Types of Sales
    • Common Sales Approaches
    • Glossary of Common Terms
    • Case Study
    • Module Two: Review Questions
  • 3

    Module Three: Getting Prepared to Make the Call

    • Getting Prepared to Make the Call
    • Identifying Your Contact Person
    • Performing a Needs Analysis
    • Creating Potential Solutions
    • Case Study
    • Module Three: Review Questions
  • 4

    Module Four: Creative Openings

    • Creative Openings
    • A Basic Opening for Warm Calls
    • Warming up Cold Calls
    • Using the Referral Opening
    • Case Study
    • Module Four: Review Questions
  • 5

    Module Five: Making Your Pitch

    • 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
  • 6

    Module Six: Handling Objections

    • Handling Objections
    • Common Types of Objections
    • Basic Strategies
    • Advanced Strategies
    • Case Study
    • Module Six: Review Questions
  • 7

    Module Seven: Sealing the Deal

    • Sealing the Deal
    • Understanding When It’s Time to Close
    • Powerful Closing Techniques
    • Things to Remember
    • Case Study
    • Module Seven: Review Questions
  • 8

    Module Eight: Following Up

    • Following Up
    • Thank You Notes
    • Resolving Customer Service Issues
    • Staying in Touch
    • Case Study
    • Module Eight: Review Questions
  • 9

    Module Nine: Setting Goals

    • Setting Goals
    • The Importance of Sales Goals
    • Setting SMART Goals
    • Case Study
    • Module Nine: Review Questions
  • 10

    Module Ten: Managing Your Data

    • Managing Your Data
    • Choosing a System That Works for You
    • Using Computerized Systems
    • Using Manual Systems
    • Case Study
    • Module Ten: Review Questions
  • 11

    Module Eleven: Using a Prospect Board

    • Using a Prospect Board
    • 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
  • 12

    Module Twelve: Wrapping Up

    • Wrapping Up
    • Words from the Wise

Investment

Investing in yourself is one of the best return on investments you can have.