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Sales Fundamentals

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.

Online Course / Classroom Training


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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:

Housekeeping Items
The Parking Lot
Workshop Objectives

Types of Sales
Common Sales Approaches
Glossary of Common Terms

Identifying Your Contact Person
Performing a Needs Analysis
Creating Potential Solutions

A Basic Opening for Warm Calls
Warming up Cold Calls
Using the Referral Opening

Features and Benefits
Outlining Your Unique Selling Position
The Burning Question That Every Customer Wants Answered

Common Types of Objections
Basic Strategies
Advanced Strategies

Understanding When It’s Time to Close
Powerful Closing Techniques
Things to Remember

Thank You Notes
Resolving Customer Service Issues
Staying in Touch

The Importance of Sales Goals
Setting SMART Goals

The Layout of a Prospect Board
How to Use Your Prospect Board
A Day in the Life of Your Board

Words from the Wise
Review of Parking Lot
Lessons Learned
Completion of Action Plans and Evaluations


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