| Module One: Getting Started |
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Icebreaker |
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Ground rules |
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The parking lot |
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Workshop objectives |
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Action plans and evaluation forms |
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| Module Two: Understanding the Talk |
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Types of Sales |
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Common Sales Approaches |
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Glossary of Common Terms |
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| Module Three: Getting Prepared to Make the Call |
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Identifying Your Contact Person |
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Performing a Needs Analysis |
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Creating Potential Solutions |
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| Module Four: Creative Openings |
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A Basic Opening for Warm Calls |
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Warming up Cold Calls |
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Using the Referral Opening |
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| Module Five: Making Your Pitch |
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Features and Benefits |
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Outlining Your Unique Selling Proposition |
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The Burning Question That Every Customer Wants Answered |
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| Module Six: Handling Objections |
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Common Types of Objections |
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Basic Strategies |
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Advanced Strategies |
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| Module Seven: Sealing the Deal |
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Understanding When it’s Time to Close |
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Powerful Closing Techniques |
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Things to Remember |
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| Module Eight: Following Up |
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Thank-You Notes |
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Resolving Customer Service Issues |
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Staying in Touch |
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| Module Nine: Setting Goals |
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The Importance of Sales Goals |
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Setting SMART Goals |
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| Module Ten: Managing Your Data |
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Choosing a System that Works for You |
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Using Computerized Systems |
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Using Manual Systems |
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| Module Eleven: Using a Prospect Board |
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The Layout of a Prospect Board |
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How to Use Your Prospect Board |
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A Day in the Life of Your Board |
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| Module Twelve: Wrapping Up |
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Words from the Wise |
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Review of Parking Lot |
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Lessons Learned |
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Completion of Action Plans and Evaluations |
