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Sales Fundamentals Modules

The document outlines a comprehensive sales training program divided into twelve modules covering essential topics such as understanding sales types, preparing for calls, making pitches, handling objections, and following up with clients. It emphasizes the importance of goal setting, data management, and using tools like a prospect board to enhance sales effectiveness. The program concludes with a review and evaluation to reinforce learning and action plans.

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realtyzone
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14 views2 pages

Sales Fundamentals Modules

The document outlines a comprehensive sales training program divided into twelve modules covering essential topics such as understanding sales types, preparing for calls, making pitches, handling objections, and following up with clients. It emphasizes the importance of goal setting, data management, and using tools like a prospect board to enhance sales effectiveness. The program concludes with a review and evaluation to reinforce learning and action plans.

Uploaded by

realtyzone
Copyright
© © All Rights Reserved
We take content rights seriously. If you suspect this is your content, claim it here.
Available Formats
Download as TXT, PDF, TXT or read online on Scribd
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Sales Fundamentals Outline:

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

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


Review of Parking Lot
Lessons Learned
Completion of Action Plans and Evaluations

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