Sales Fundamentals for Non-Marketing Staff Course

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 learn how to be a great closer.

Module One: Getting Started

• Icebreaker
• 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