Sales Fundamentals
Sales Fundamentals
Power Skills | Sales & Marketing
About This Course
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 you a basic sales process, plus some basic sales tools, that you can use to seal the deal, no matter what the size of the sale. You will become more confident, handle objections, and learn how to be a great closer. Module One: Getting Started 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 Duration: 1-2 day in-house workshop with an expert trainer, dependent on your needs (in-person or online)
Policies
Quotations: Quotes are valid for 30 days only. Payments: Payments are due within 30 days from the invoice date if you have an approved account with ht+a, alternately according to any written agreement between ht+a and the Customer, failing which payment is due immediately upon receipt of the invoice. Confirmation: Delegate placements on public courses or scheduling of in-house courses will only be confirmed once payment, an approved purchase order or a signed quotation/agreement is received. All Events: It is the customer's responsibility to ensure they have a stable and active internet connection with suitable equipment (computer or smartphone) to join video calls (where applicable) and access course materials and tests. ht+a's sustainability policy includes not providing printed course materials, including for in-person events, however, customers may choose to print their course materials if desired. In-Person Public Events: The course fee includes the event venue, coffee, refreshments, and lunch. It does not include hotel rooms or travel expenses. ht+a will share the discounted group rate for hotel accommodation with you when available and recommends booking between 2 and 3 weeks prior to each event for rates and flexibility. ht+a is not liable for travel expense losses due to cancellation by either party, weather, flight delays, or other unforeseen circumstances. In-Person In-House Events: Pricing assumes the training will take place at the client's location and ht+a will not provide any catering. The Client will ensure that the training room will be equipped with all necessary tools including flip charts, markers, video projectors/screens, and appropriate furnishings. Publications: The price for certain courses includes the official VDA QMC publication and shipping thereof. Please note that additional local customs or delivery fees are for the customer's account and ht+a will not be responsible for these fees. Certificates: Certificates for VDA QMC courses will only be issued once full payment is received. Certificates for ht+a courses will be automatically issued upon completion of course requirements.