This document provides a summary of a 12-module sales fundamentals workshop. The workshop covers topics such as understanding the sales process, preparing for sales opportunities, creative openings, pitching to customers, handling objections, closing deals, following up with customers, setting goals, and managing sales data. The overall goal is to provide participants with basic sales tools and processes to help them succeed in sales.
The document discusses key concepts in sales development and effective sales calls. It covers understanding customer perceptions versus sales representative self-perception. It also discusses different selling styles from the 1980s versus 2009, with relationship selling becoming more important over time. The document outlines elements of an effective sales call, including pre-call planning, opening the call, uncovering needs, discussing products, handling objections, and post-call analysis.
How to be a good Salesman. Knowing how to sell a product is a skill that must be practiced. Good salespeople have a strong work ethic and never give up on a sale. You must know your product, know your customer, and be able to clearly show how your product will improve the life of your customer. Develop a sales pitch that is specific to the needs of your customer and follow up to close the deal. If you are not able to close the deal, continue to develop a relationship with the customer. You may win them over eventually.
This document provides an overview of sales skills and techniques. It discusses key concepts like understanding customer needs and wants, identifying features and benefits, closing the sale, dealing with objections, and different types of customer motivations. The overall message is that to be successful in sales, one must understand customer psychology and motivations, build rapport, provide value by addressing needs and wants, and overcome objections by listening and responding effectively.
The document appears to be from a presentation by Tom Shay of Profits Plus Solutions about improving profits. Some key points discussed include that human shopping patterns remain consistent, there are 5 levels of selling from commodity to transforming a customer's lifestyle, nonverbal communication such as body language accounts for 55% of communication, and the importance of follow up and referrals for small businesses. The presentation provides tips and strategies for enhancing customer needs, experiences, and relationships to increase profits.
Today buyers are more cautious than ever before when it comes to making decisions. This means that you’ll need a variety of closing techniques at your disposal if you’re going to smash your sales targets.
The great news is that one or a combination of these 8 best Closing Techniques can be used in any sales situation to help you turn every prospect into a buying customer.
Personal selling involves building relationships between salespeople and customers to satisfy customer needs through face-to-face interactions. It aims to build long-term beneficial relationships rather than just short-term transactions. Successful personal selling requires the right attitudes, knowledge, and skills. Salespeople must have positive attitudes, understand their products and customers, and have strong communication, negotiation, and presentation abilities. The personal selling process involves prospecting, planning calls, approaching customers, discovering needs, presenting products, handling objections, closing sales, and following up. Building trust and addressing customer motivations and objections are key to effective personal selling.
This document provides tips and techniques for closing sales. It discusses what closing a sale entails, which is getting the buyer to agree to or commit to a deal. Some key tips for closing a sale discussed are tuning into buying signals from the customer, using silence effectively after asking a closing question, helping the customer make a decision, using the right closing vocabulary, and ensuring the sale is properly closed. It emphasizes the importance of closing as a critical part of the selling process.
The document provides information about The Selling Skills Institute, a company that specializes in sales training and personal development. It discusses the company's proprietary Shift Thinking teaching model, which focuses on changing how clients think in order to transform their behavior and drive better performance. The model addresses mindset, skills, behavior, and process. The document also outlines the company's approach to onboarding new clients, which includes assessing needs, defining objectives, diagnosing strengths/weaknesses, and developing a customized learning program. It provides an overview of the company's teaching topics and buyer-aligned sales framework.
The document provides guidance on planning and executing effective sales techniques. It recommends planning mass awareness programs and one-to-one sales by calculating the number of sessions and households that can be covered each day. It also outlines the components of a successful sales call, including preparation, introduction, discovery, demonstration, convincing the customer, and closing the sale. After-sales activities like updating records and providing customer service are also discussed.
Retail Sales Training program
Retail selling is an art which most people have lost because it is a low paying job. Training your retail team by upping their skill levels if you pay commissions can help them knock it out of the park.
This document provides information on sales techniques for professionals. It discusses the importance of appearance, manners, attitude, knowing your product, and providing good customer service. It also covers understanding customers, knowing yourself, and using the AIDA model of gaining attention, interest, desire, and action. The document outlines how to make effective telephone calls and handle common objections by showing understanding, clarifying objections, answering questions, and doing trial closes. Overall it provides guidance to salespeople on qualities, customer interactions, selling approaches, telephone skills, and objection handling.
This document provides tips and techniques for effective selling. It discusses understanding the customer's individual purchase process and needs. Key aspects of the sales process include preparing by researching the customer and product, presenting the value proposition to solve the customer's needs, handling objections, negotiating, and following up. Important elements are listening to the customer, controlling the flow of the presentation, asking for the order, and providing excellent customer service after the sale. Common mistakes include not listening, not asking for the order, and neglecting existing customers.
Selling skills involve focusing on customers' needs, listening to them, and helping find solutions rather than pressuring sales. Objectives of selling skills are to increase product knowledge, understand how behavior impacts sales and service, and develop communication and listening skills. For managers, selling skills are important to create differentiation in high competition, have a point of difference, and build a reputation to attract new customers. Key ways to acquire selling skills include developing confidence, listening well, being persuasive by focusing on benefits, building strong relationships, and self-motivation.
The document outlines a seven step selling cycle for successful sales. The steps are: 1) Prospecting to find qualified buyers, 2) Making original contact and building rapport, 3) Qualifying prospects to determine fit, 4) Presenting the product while demonstrating trustworthiness, 5) Addressing any concerns raised, 6) Closing the sale, and 7) Getting referrals from satisfied customers. Following this cycle and developing strong product knowledge, selling skills, and a positive attitude will lead to good sales outcomes.
15 sales techniques to improve the sales processYuri Piltser
The document outlines 15 strategies and 6 core concepts for being an effective salesperson. The strategies include: calling prospects regularly to stay top of mind; always asking for business; asking probing questions; promoting your strengths while managing expectations; developing personal relationships; staying organized; and becoming a trusted advisor by providing value-added solutions. The core concepts emphasize treating clients well, having a positive attitude, and properly framing sales conversations through effective questioning.
Consultative Sales Skills-Presented by Jeffrey MesquitaSCORE Atlanta
The document provides tips for surviving a sales slump, including maintaining a positive attitude, constantly monitoring changes in the market, taking time to evaluate your business and look for areas of improvement, and treating the slump as a learning experience. It also advises salespeople to focus on understanding customers' needs rather than just making sales, and to see opportunities in a market slowdown to strengthen relationships with clients.
This document provides techniques for improving sales closing skills. It discusses that enthusiasm, belief in the product, and persistence are key to success. Specific closing techniques include finding the "hot button" benefit for each customer, using suggestive language to imply the purchase decision has been made, inviting customers to "give it a try", and telling relevant stories about how others benefited from the product. Qualifying customers and addressing their fears around purchase decisions are also important. The overall message is that sales is a skill developed through practice of different closing approaches.
This document provides guidance on developing effective selling skills, from basic to advanced levels. It emphasizes the importance of understanding customer needs and focusing on benefits rather than just product features. The selling process involves preparation, building rapport, presenting solutions, overcoming objections, closing the sale, and following up for customer satisfaction. Key skills include active listening, asking open and closed questions, handling objections, suggesting additional products, and providing ongoing service. Mastering these skills can help salespeople succeed in matching customer needs and gaining sales.
The document discusses strategies for mastering lead generation. It recommends identifying a target market and their key needs. Companies should create a portfolio of offerings at different trust levels to educate prospects as they move through the buying process. The final step is to implement a strategic plan using various marketing, networking, and outreach channels to regularly generate leads in a sustainable way. The goal is to build trust over time and move prospects toward becoming customers.
Connecting: The Key to a Successful Buying and Selling RelationshipBob Hafer
You only meet a new customer for the first time once. What is done at that time sets up the relationship you will have from that moment forward. In a consumer research article in the Wall Street Journal, 57% of the respondents stated, “The reason I didn’t buy was because I didn’t like the salesperson”. This means customers are more likely to say yes to someone they like.
However, before customers will like you, you must demonstrate through words and actions that you like customers. The strategies for ‘liking’ are developed in this PowerPoint seminar.
There are four distinct elements which make up the ‘Connecting’ process:
1.Attitude
2.Building rapport
3.Presentation
4.Determining needs
Getting to Product Market Fit - An Overview of Customer Discovery & ValidationJason Evanish
An overview of the first two stages of Steve Blank's Four Steps to the Epiphany: Customer Discovery and Customer Validation. Includes in depth advice on the customer development interview as well.
I'm writing a book on How to Build Customer Driven Products based on tactics like the ones in this presentation. You can sign up to learn more here: http://eepurl.com/RZoO9
The document provides tips for creating an effective sales pitch. It advises understanding the customer's unique buying criteria and motivations. Salespeople should probe into the contact person, organization, decision process, current suppliers, competition, finances, problems, and needs. With this knowledge, an effective pitch will identify interested products, set objectives, clarify presentation style, establish a key message relating to customer needs, anticipate objections, and include a beginning, middle, and end. It should be rehearsed and include supporting evidence, while reminding the customer of prior discussions and asking for feedback through trial closes.
This presentation introduces the basics of needs-based selling processes. If you or your sales team is struggling to achieve your objectives, then this presentation is a must view. For more information contact us at dave.gregory@inspiredperformancesolutions.com
This document provides guidance on designing an effective sales process for B2B sales. It discusses defining the customer buying process, sales stages, objectives for each stage, required actions, and tools. Examples of sales and marketing tools are given. The author recommends defining the sales process, continuously improving it, and ensuring success factors like assigning responsibility and qualifying prospects are followed. Three recommended sales tools are Hubspot Sales for email tracking, Calendly for scheduling meetings, and Wunderlist for task management.
How to Design a Sales Process for B2B Sales - #1 Tool for the Dream Sales Team Daniel Nilsson
How Can You Grow & Develop Your Sales Pipe If You Don’t Know What You’re Doing? Learn how to design your B2B sales process and increase conversion, get bigger deals and close your deals in less time. I will give you the key steps, the right focus and example of tools that will take your sales team to a new level.
You should read this presentation if you believe in your own and your team's growth.
Personally, I have a deep passion for Growth and I created this presentation after doing extensive research on how I could grow sales into new levels. The data I have reviewed are from marketing experts, sales experts, Gartner, reports and my own personal experience defining sales processes in multiple verticals.
Please feel welcome to share your thoughts, insights or comments. I love feedback. You can send an email to info@daniel-one.com or visit my webpage www.daniel-one.com. I look forward to hearing from you.
This document provides a guide to improving sales skills. It discusses the importance of investing in professional development even when busy. The guide outlines the main steps of the sales process from researching products and prospects to qualifying leads and conducting sales calls. It emphasizes understanding prospects' needs and pain points to effectively position products as solutions.
Developing selling skills presented at lorache consulting lagosDaniel Chinagozi
Effective Selling Skills Presentation, during and in-house training For Lorache Consulting Lagos, Nigeria. Sharing on how to move from Transactional selling to Consultative selling
The document provides guidance on effective sales questioning strategies to move prospects through the sales process and close deals. It outlines 6 categories of questions to move from initial contact to closing the sale. These include questions to build rapport, understand the prospect's needs, identify obstacles, verify the right presentation, move towards the next step, and formalize the decision. Key recommendations are to ask open-ended questions, listen more than talk, understand the prospect's perspective, and focus on gathering information rather than pushing for the close.
Marketing focuses on satisfying customer needs while selling focuses on converting products into cash. The two basic functions of business are marketing and innovation. The goal of marketing is to understand customers so well that the product sells itself. Marketing techniques include researching customers, observing the market environment, designing products to meet customer needs, ensuring an efficient customer experience, developing communications, investing in employees, maintaining facilities, setting prices strategically, and having a marketing plan. Selling involves meeting with customers when they are ready to buy and focusing on solving their problems and meeting their needs.
How to Make Setting B2B Appointments EasySalesScripter
Setting B2B appointments can be tough. Once you do finally get a prospect on the phone, you only have a couple of minutes to work with and it can sometimes be a hostile environment.
But don’t worry as we have developed a B2B appointment setting sales methodology that not only makes this process easier, it will also produce better results. We will outline how this process works on our next webinar “How to Make Setting B2B Appointments Easy” and you will also receive an ebook under the same name when you register.
The document discusses the importance of sales training for promoting a company's products and services. It outlines the key elements of an effective sales training course, including understanding one's sales style, planning and preparation, using selling tools, understanding the core business, presentation skills, overcoming objections, closing the sale, and follow up. The training course helps salespeople balance obtaining orders with building effective relationships by teaching techniques for each stage of the sales process.
This document provides an overview of training for partners of BizCentral USA. It covers introduction and terminology, core strategies of successful partners, prospecting and building a business. Partners are given operational manuals, customized business plans, sales pitch books, and ongoing marketing and individual support. The core strategies section emphasizes defining the partner/company relationship, selling services, and communicating effectively with customers and the company. Prospecting involves identifying potential clients through various sources and being persistent.
The document provides recommendations for B2B sales in today's environment. It discusses that sales teams need credibility in the market through content creation and expertise. They must understand customers' businesses beyond just products. Sales people should track key metrics like funnel conversion rates and activities, not just revenue. The document also recommends developing 90-day plans with targets to keep sales efforts focused.
Traditional selling process comprising of 7 steps is mentioned in this PPT. The difference between solution selling and Insight selling is brought to light. Referred Harvard Business Review and other leading Journals for making this PPT.
Selling within the Entrepreneurial VentureKen Merbler
The document provides tips and guidance for entrepreneurs on sales and the sales process within a startup venture. It discusses the importance of sales for new businesses and defines the typical sales process as involving lead generation, qualification, needs identification, proposal development, negotiation, delivery, and follow-up. Specific tips are offered for each step of the process, emphasizing preparation, developing client relationships and understanding needs, and ensuring customer satisfaction.
"Sales - The new need of Life" represents my seniors experience. Many literature on sales are also used in our day to day experience, though its theoritical but its practical too and may lead to success if implemented accurately.
SalesMasters Meetup presentation deck (as presented on Oct 28th, 2015 at the CampusTLV): Startup Sales 101.
The presentation is about the best practices for Technology Startups looking to begin selling their innovative technology overseas
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Millions are spent each year on hair treatments and styling, as people obsess over their hair appearance. The author decided to get highlights but found the results were sometimes too subtle, making her look partially gray. She later decided to go fully blonde, but the result left her with a nearly bald patch on her scalp. She is now struggling with the loss of hair, which has challenged her self-confidence as someone who has always enjoyed styling her hair.
Ten X Fitness provides online personal training and fitness programs including nutrition coaching, group and individual training, and boot camps. Their programs focus on 5 components of fitness - nutrition, resistance training, cardiovascular training, supplements, and coaching. Nutrition is emphasized as 70% of results coming from eating a balanced diet with the right macros. Training includes resistance training to build muscle and interval cardiovascular training to burn fat. Coaches create custom programs and provide accountability to help clients reach their goals.
The document describes the services offered by Everyday Development to help people achieve personal, professional, and financial success. It offers various courses and coaching programs in areas like executive leadership, entrepreneurship, fitness and nutrition. Specific programs include a 60 course certification program in executive leadership, an online fitness and nutrition program with a mobile app, and one-on-one business or fitness coaching. Membership costs $30 per month for access to courses and weekly on demand training, while the business opportunity costs $100 per month and provides additional services and commission income. The goal is to help people improve themselves and build a business through these programs.
The document describes the services offered by Everyday Development to help people achieve personal, professional, and financial success. It offers various courses and coaching programs in areas like executive leadership, entrepreneurship, fitness and nutrition. Specific programs include a 60 course certification program in executive leadership, an online fitness and nutrition program with a mobile app, and one-on-one business or fitness coaching. The mission is to help members succeed through these programs and services.
The document describes the services offered by Everyday Development to help people achieve personal, professional, and financial success. It offers various courses and coaching programs, including a 60 course executive leadership certification program, an online fitness and nutrition program with a mobile app, and one-on-one business and fitness coaching. The mission is to help members succeed through educational courses and coaching, and people can also build a business as a brand affiliate by recruiting other members and coaches to earn residual commissions.
This document provides an overview of performance management. It discusses how performance management is not about micromanaging employees, but rather ensuring business and organizational goals are being met satisfactorily. It also describes defining performance standards, providing feedback, and setting effective goals. Additionally, it explains that performance management consists of planning, monitoring performance, developing capacity, periodically rating performance, and rewarding employees. The document also notes that goal setting should involve creating SMART (Specific, Measurable, Attainable, Realistic, and Timely) goals.
This document provides an overview of a training module for middle managers. It begins by welcoming managers to the workshop and explaining that middle managers are responsible for both subordinates and superiors. The objectives of the training are then defined as defining management, organizational strategies, and creating structures.
The second module introduces management and explains that managers ensure business runs smoothly by implementing superior's strategies. Managers are responsible for motivating employees and achieving results. The module discusses what management entails, the roles and responsibilities of managers, and why management is important for reducing costs and increasing profits.
The third module covers ethics and social responsibility. It explains that leadership must be ethical and socially conscious. Unethical behaviors like discrimination are discussed alongside frameworks
This document summarizes key points from a leadership workshop covering situational leadership. It discusses different leadership styles that should be adapted based on the situation and follower readiness. The Situational Leadership Model outlines four styles: Telling (for new/unable followers), Selling (task-focused with relationship building), Participating (competent followers with less direction), and Delegating (empowered followers with minimal oversight). The goal is to develop followers through these stages to become fully autonomous through adapting one's leadership style to the current situation and follower abilities.
This document provides an overview of Lean Process and Six Sigma. It discusses Six Sigma as a data-driven approach to eliminating defects and waste in business processes. Lean aims to continuously improve processes by eliminating waste. The Toyota Production System served as an early inspiration for Lean manufacturing. It outlines the Toyota Way principles of long-term philosophy, continuous improvement, problem solving, respect for people, and more. The document also reviews the TPS House model which depicts the goals of eliminating mura, muri and muda as well as the pillars of Just-in-Time and Jidoka supported by foundations of level production and waste reduction.
The document provides an overview of knowledge management concepts across 5 modules. It discusses getting started with knowledge management, understanding knowledge and knowledge management, the knowledge management life cycle, and the new knowledge management paradigm. The key points covered include defining data, information and knowledge, the tacit and explicit modes of knowledge, the knowledge management acquisition, integration and application stages, and how knowledge management has evolved from older static systems to newer networked models that foster learning.
The document provides an overview of a business writing workshop that covers basic writing concepts such as spelling, grammar, and punctuation. It discusses modules on getting started with writing, working with words, constructing sentences, creating paragraphs, writing meeting agendas, and writing emails. The workshop aims to provide participants an extra edge in the workplace by refreshing their writing skills.
Employees at the Rocking Panda Toys Company were worried about a change in management and the new annual review process being implemented. Irma, who has worked at the company for 3 years, does not like change. However, after talking to Darcy, Irma felt better about the changes. The document discusses various categories that can be included in annual reviews, such as work style, resource management, communication skills, and teamwork. It provides examples and definitions for each category. The goal is to help employees understand their strengths and areas for improvement in order to increase productivity and job satisfaction.
This document outlines modules from a workshop on budgets and financial reports. Module One introduces key terms like ROI, EBIT, GAAP. Module Two defines commonly used financial terms and the roles of key finance positions. Module Three explains financial statements including balance sheets, income statements, statements of retained earnings and cash flows. Module Four discusses using ratios to analyze financial statements, including liquidity, profitability, working capital and bankruptcy ratios. The review questions test understanding of the content.
This document provides an overview of a supply chain management course through various modules. Module One covers basic housekeeping and workshop objectives like improving supply chain performance levels and tracking methods. Module Two defines supply chain management and its role in customer satisfaction, performance improvement, lowering costs, and product development. It also presents a case study of a publishing company that failed to sufficiently market its new eBook product. Module Three defines key supply chain terms like procurement, forecasting, carrying costs, and the flow of upstream and downstream goods. It also provides a case study analyzing products for an outdoor equipment company.
The document provides an overview of project management concepts across four modules:
Module One introduces the concept that project management principles can be applied to projects of any size.
Module Two defines key terms like projects, project management, and project managers. It discusses the Project Management Institute's (PMI) Project Management Body of Knowledge (PMBOK) framework.
Module Three explores the PMBOK further, outlining its five process groups and ten knowledge areas, and how the "triple constraint" of scope, time and cost must be balanced.
Module Four focuses on project initiation, including identifying stakeholders, assessing needs vs wants, and setting SMART goals and project requirements.
The document provides information about social media policies in the workplace. It discusses how companies create social media policies to outline what is and is not acceptable use of social media by employees. It emphasizes the importance of having a "living document" for a social media policy that can be updated regularly as social media and company needs change over time. It also discusses appointing an "information officer" to be in charge of the policy and determining what types of content and sharing are appropriate or prohibited by the policy. The document uses examples and case studies to illustrate key points about developing comprehensive yet adaptable social media policies for companies.
Donald realized he was not connecting well with his coworkers. Some coworkers were upset about a new increased workload. He approached Brad, who was upset about the workload, and genuinely acknowledged how Brad felt about the stress, showing empathy.
This document provides an overview of top sales secrets and strategies across 4 modules. Module 1 discusses getting started in sales and developing positive traits like being assertive. Module 2 focuses on effective traits like emotional intelligence and problem solving. It also provides case studies and review questions. Module 3 covers knowing your clients through research and anticipating their needs. Module 4 discusses believing in and promoting the product or service while linking it to customer values. The overall document aims to teach sales representatives how to be effective through developing the right traits, understanding customers, and believing in their product.
This document provides an overview of a personal productivity workshop with 4 modules:
1. Getting Started - The workshop teaches time management skills like goal setting and beating procrastination.
2. Setting SMART Goals - Goal setting is critical to productivity. The SMART framework (Specific, Measurable, Achievable, Relevant, Timed) is introduced.
3. The Power of Routines - Routines provide structure and allow focus on important tasks. Personal and professional routines are discussed.
4. Scheduling Yourself - Routines form the framework for efficient time management. Tracking systems and scheduling appointments and tasks are covered.
This document provides information on organizing skills and prioritizing tasks. It discusses getting started with organization, removing clutter, and prioritizing tasks. It suggests writing down tasks, using an Urgent/Important matrix with four boxes, dividing large tasks into smaller groups, and focusing on the most important 20% of tasks using the 80/20 rule. Case studies show characters writing lists and using the three boxes approach to declutter. Review questions assess understanding of prioritization techniques discussed.
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we may assume that God created the cosmos to be his great temple, in which he rested after his creative work. Nevertheless, his special revelatory presence did not fill the entire earth yet, since it was his intention that his human vice-regent, whom he installed in the garden sanctuary, would extend worldwide the boundaries of that sanctuary and of God’s presence. Adam, of course, disobeyed this mandate, so that humanity no longer enjoyed God’s presence in the little localized garden. Consequently, the entire earth became infected with sin and idolatry in a way it had not been previously before the fall, while yet in its still imperfect newly created state. Therefore, the various expressions about God being unable to inhabit earthly structures are best understood, at least in part, by realizing that the old order and sanctuary have been tainted with sin and must be cleansed and recreated before God’s Shekinah presence, formerly limited to heaven and the holy of holies, can dwell universally throughout creation
2. Module One:
Getting Started
Welcome to the Sales Fundamentals
workshop.
Although the definition of a sale is simple
enough, the process of turning someone into
a buyer can be very complex. This 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.
Before
beginning a
Hunt, it is wise
to ask someone
what you are
looking for
before you
begin looking
for it.
Winnie the
Pooh
4. Module Two:
Understanding the Talk
In this module, we will be looking at
the types of sales, common sales
approaches, and common sales
terminology.
In the modern
world of business,
it is useless to be a
creative original
thinker unless you
can also sell what
you create.
David Ogilvie
7. Glossary of Common Terms
Close/closing
Customer relationship
management (CRM
Qualifying clients
Sales funnel
8. Module Three: Getting
Prepared to Make the Call
Preparing to make a call begins with
learning about your client —
specifically, what your client needs
and how you can meet those needs.
The concept of
“I’ll play it by
ear” is a
guarantee of
mediocrity at
best.
David A.
Peoples
12. Module Four:
Creative Openings
Starting off on the right foot is absolutely
essential in sales meetings. Simple things
go a long way toward making a good first
impression: looking and acting
professional, treating clients with courtesy
and respect, and coming up with a creative
way to introduce yourself and your
company.
Begin at the
beginning and
go on till you
come to the end:
then stop.
Lewis Carroll
13. A Basic Opening for Warm Calls
Your general appearance
Your facial expression and bearing
Your posture
Your tone of voice
Your nonverbal communications
14. Warming up Cold Calls
A greeting and an introduction
A statement about the prospect
A statement about the benefits
A question that will lead to a dialogue
15. Using the Referral Opening
Their friend
found most
appealing
Be
prepared to
respond
Do some
research
16. Module Five:
Making Your Pitch
Once you have made it past the opening,
it’s time to make your pitch. In preparing
your pitch, work on coming up with a clear,
persuasive explanation of what your
product can do for the client. Be prepared
to answer the all-important question that
all clients have: What’s in it for me?
The key to being
a professional
salesperson is
not to sound like
one.
Jeffrey Gitomer
18. Outlining Your
Unique Selling Position
Convenience of use
Convenience of purchasing
Availability of service
Need for training to use the product
19. The Burning Question That Every
Customer Wants Answered
What’s
in it for
me?
Know the
answer.
20. Module Six:
Handling Objections
Customers who are not ready to
decide on a purchase often come up
with objections, statements about
what is holding them back.
Big shots are
only little shots
who keep
shooting.
Christopher
Morley
21. Common Types of Objections
They don’t have the money
They can’t decide on their own
They think they can get a better deal
from someone else
They’re not sure your product will
meet their needs
22. Basic Strategies
A payment plan
Get their needs ironed out
Emphasize that the product has more
benefits than negative aspects
23. Advanced Strategies
When can we get together when you have more time?
What other brands are you considering?
What additional information would be helpful to you?
How much were you thinking of spending?
24. Module Seven:
Sealing the Deal
You have worked hard to get your foot in
the door, tell customers what your product
can do for them, and respond to any
objections they might have. Now it’s time
to seal the deal. Or is it? A good
salesperson needs to know when it’s time
to close and how to go about doing it.
We were born to
succeed, not to
fail.
Henry David
Thoreau
25. Understanding
When It’s Time to Close
Confirmation
questions
Handle
objections
first
“How soon do
you need
this?”
Respect all
questions
27. Things to Remember
• Respect by salespeople — before,
during, and after the closing
• Make the experience as positive as
possible
• Ask what more you can do for the
customer
28. Module Eight:
Following Up
The closing is not the final stage of a
sale. The final stage is following up,
which is actually a process that may
continue indefinitely. This stage may
have two valuable outcomes:
referrals and future sales.
The deepest
craving of
human nature is
the need to be
appreciated.
William James
29. Thank You Notes
Interested in building a
long-term relationship
Shows that you value
their business
Stand out in a
customer’s memory
31. Staying in Touch
The anniversary of a sale
A new product offering
A sale or special offer
An upgrade to the product you sold
32. Module Nine:
Setting Goals
If you want to accomplish anything
important in life, you need to have
goals.
Goals give you something to shoot for.
They keep you focused and motivated.
They let you know when to celebrate and
when to start shooting for something
higher.
We find no real
satisfaction in
life without
obstacles to
conquer and
goals to achieve.
Maxwell Maltz
33. The Importance of Sales Goals
Goals provide direction
Goals should be ambitious but realistic
Goals clarify everyone’s role and responsibilities.
Goals can be motivational tools
35. Module Ten:
Managing Your Data
Salespeople collect an enormous amount
of information during the course of a day:
names, phone numbers, e-mail addresses,
employers, interests, and more.
Managing your data will help you work
more efficiently and make it easier to keep
track of your clients.
If a cluttered
desk is the sign
of a cluttered
mind, what is
the significance
of a clean desk?
Laurence J.
Peter
36. Choosing a System
That Works for You
•Do not rely on memory
•Enter data on a regular
basis
39. Module Eleven:
Using a Prospect Board
A prospect board is a powerful tool
that can help you track prospects and
manage your time. It is basically a
way of showing where each prospect
is in the sales process at any given
point in time.
Plan your work
for today and
every day. Then
work your plan.
Norman
Vincent Peale
40. The Layout of a Prospect Board
O
(Opportunities)
FA (First
Appointments)
25% 50% 90%
Lead or
referrals
yet to be
called
Appointme
nt set but
prospect
has not yet
been met
Met at
least once.
25% chance
of closing
deal within
a month or
two
50% chance
of closing
deal within
a month or
so
90% chance
of closing
within one
or two
weeks
41. How to Use Your Prospect Board
Create a card for each prospect
Place the card in the left column
Move it to the right as the sales process moves forward
Every card should be dated
Reviewed on a daily basis
42. A Day in the Life of Your Board
Phone call to
a client
Meeting with
a prospect
Email from a
client
Indication
from a client
43. Module Twelve:
Wrapping Up
Although this workshop is coming to
a close, we hope that your journey to
improve your sales skills is just
beginning. Please take a moment to
review and update your action plan.
This will be a key tool to guide your
progress in the days, weeks, months,
and years to come. We wish you the
best of luck on the rest of your
travels!
I know of no more
encouraging fact
than the
unquestioned
ability of a man to
elevate his life by
conscious
endeavor.
Henry David
Thoreau
44. Words from the Wise
• If you think you can, or if you think
you can’t, you’re right either way.
Henry Ford
• By working faithfully eight hours a day
you may eventually get to be boss and
work twelve hours a day
Robert Frost
• Every day I get up and look at the
Forbes list of the richest people in
America. If I’m not there, I go to work.
Robert
Orben