Sales Fundamentals

Sales & Marketing


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 their interest concrete – something that merits spending some of their hard-earned money.

The Sales Fundamentals 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. Your participants will become more confident, handle objections, and learning how to be a great closer.

Sales Fundamentals Course Outline:

Module One: Getting Started
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
Lessons Learned
Completion of Action Plans and Evaluations

  • Sales Fundamentals
  • Pre-Assignment
  • 1 and 2 - Intro - Understanding the Talk _ Sales Fundamentals_
  • Module 2
  • 3. Getting Prepared to Make the Call _Sales Fundamentals_
  • Module 3
  • 4. Creative Opening _Sales Fundamentals_
  • Module 4
  • 5. Making Your Pitch _Sales Fundamentals_
  • Module 5
  • 6. Handling Objections _Sales Fundamentals_
  • Module 6
  • 7. Sealing the Deal _Sales Fundamentals_
  • Module 7
  • 8. Following Up _Sales Fundamentals_
  • Module 8
  • 9. Setting Goals _Sales Fundamentals_
  • Module 9
  • 10. Managing Your Data _Sales Fundamentals_
  • Module 10
  • 11- Using a Prospect Board _Sales Fundamentals_
  • Module 11
  • Closing
  • Action Plan
  • Recommended Reading List
Completion rules
  • All units must be completed
  • Leads to a certification with a duration: Forever