Sales Fundamentals Corporate Training Materials

1. Sales Fundamentals Corporate Training Materials

2. Module One: Getting Started Before beginning a Hunt, it is wise to ask someone what you are looking for before you begin looking for it. Winnie the Pooh 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.

3. Workshop Objectives

4. Module Two: Understanding the Talk 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 In this module, we will be looking at the types of sales, common sales approaches, and common sales terminology.

5. Types of Sales

6. Common Sales Approaches

7. Glossary of Common Terms

8. Module Two: Review Questions • Telemarketing, direct mail, the internet, and person-to-person are examples of types of ____________. • Sales • Scams • Marketing • Dilemmas • What is considered to be the average response rate for direct mail? • 50% • 25% • 1% • 5%

9. Module Two: Review Questions • Most companies offer information about their products on their __________. • Websites • Magazines • Outside • Vehicles • How many main types of selling are there? • Four • Six • Five • Seven

10. Module Two: Review Questions • Which is not an example of a common sales approach? • Consultative approach • Technical sales • Subliminal messages • Hard sell • Consultative approach is a ___________ approach to sales. • Long-term • Short-term • Fast • Structural

11. Module Two: Review Questions • Which of the common sales approaches is considered pushy? • Technical sales • Internet marketing • Hard sell • Consultative approach • What is the second to last step in the sales process? • Cold calling • Closing • Decision making • Networking

12. Module Two: Review Questions • What does qualifying clients mean? • Determining if they are worthwhile prospects • Getting to know potential customers • First phone call made to prospective client • Encouraging the customer to sign the order • What is the term for a pattern that describes the conversion of prospects of sales? • Sales funnel • Networking • Closing • Pre-qualifying clients

13. Module Two: Review Questions • Telemarketing, direct mail, the internet, and person-to-person are examples of types of ____________. • Sales • Scams • Marketing • Dilemmas • What is considered to be the average response rate for direct mail? • 50% • 25% • 1% • 5%

14. Module Two: Review Questions • Most companies offer information about their products on their __________. • Websites • Magazines • Outside • Vehicles • How many main types of selling are there? • Four • Six • Five • Seven

15. Module Two: Review Questions • Which is not an example of a common sales approach? • Consultative approach • Technical sales • Subliminal messages • Hard sell • Consultative approach is a ___________ approach to sales. • Long-term • Short-term • Fast • Structural

16. Module Two: Review Questions • Which of the common sales approaches is considered pushy? • Technical sales • Internet marketing • Hard sell • Consultative approach • What is the second to last step in the sales process? • Cold calling • Closing • Decision making • Networking

17. Module Two: Review Questions • What does qualifying clients mean? • Determining if they are worthwhile prospects • Getting to know potential customers • First phone call made to prospective client • Encouraging the customer to sign the order • What is the term for a pattern that describes the conversion of prospects of sales? • Sales funnel • Networking • Closing • Pre-qualifying clients

18. Module Three: Getting Prepared to Make the Call The concept of “I’ll play it by ear” is a guarantee of mediocrity at best. David A. Peoples Preparing to make a call begins with learning about your client — specifically, what your client needs and how you can meet those needs.

19. Identifying Your Contact Person

20. Performing a Needs Analysis

21. Creating Potential Solutions

22. Module Three: Review Questions • Preparing to make a call begins with ___________ about your client. • Wondering • Learning • Inventing • Running • A good salesperson must __________ their contact person. • Like • Identify • Envy • Alienate

23. Module Three: Review Questions • In looking for a contact person, it is often worthwhile to go through a _____________process. • Prequalifying • Problematic • Persistent • Purported • When you first speak to the contact it will be appropriate to let them know who _______ you to them. • Selected • Questioned • Referred • Belittled

24. Module Three: Review Questions • Your contact person is your ____ in to an organization. • Lead • Contact • Way • Tunnel • The more you can do for a client, the more you will be seen as a ____________ partner. • Valuable • Reliable • Dependable • Remarkable

25. Module Three: Review Questions • If you provide a product that requires ___________, make it part of the package. • Batteries • Instructions • Training • Money • A needs ___________ begins with research about what an organization does. • Analysis • Benefit • Dilemma • Problem

26. Module Three: Review Questions • Providing _________ is a matter of finding ways to address the problems identified. • Cash • Customers • Solutions • Clients • Find the best ideas and ___________ them. • Pitch • Disregard • Implement • Adore

27. Module Three: Review Questions • Preparing to make a call begins with ___________ about your client. • Wondering • Learning • Inventing • Running • A good salesperson must __________ their contact person. • Like • Identify • Envy • Alienate

28. Module Three: Review Questions • In looking for a contact person, it is often worthwhile to go through a _____________process. • Prequalifying • Problematic • Persistent • Purported • When you first speak to the contact it will be appropriate to let them know who _______ you to them. • Selected • Questioned • Referred • Belittled

29. Module Three: Review Questions • Your contact person is your ____ in to an organization. • Lead • Contact • Way • Tunnel • The more you can do for a client, the more you will be seen as a ____________ partner. • Valuable • Reliable • Dependable • Remarkable

30. Module Three: Review Questions • If you provide a product that requires ___________, make it part of the package. • Batteries • Instructions • Training • Money • A needs ___________ begins with research about what an organization does. • Analysis • Benefit • Dilemma • Problem

31. Module Three: Review Questions • Providing _________ is a matter of finding ways to address the problems identified. • Cash • Customers • Solutions • Clients • Find the best ideas and ___________ them. • Pitch • Disregard • Implement • Adore

32. Module Four: Creative Openings Begin at the beginning and go on till you come to the end: then stop. Lewis Carroll 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.

33. A Basic Opening for Warm Calls

34. Warming up Cold Calls

35. Using the Referral Opening

36. Module Four: Review Questions • Starting off on the right ______ is essential in sales meetings. • Leg • Foot • Shoe • Toe • The first impression people form of you is based on both _________ and ________factors. • Financial, educational • Superficial, financial • Verbal, nonverbal • Facial, intellectual

37. Module Four: Review Questions • Which is not an example of a nonverbal factor? • Facial expression • Accents • Tone of voice • Eye contact • When on the phone, pay attention to your ________ nods. • Verbal • Head • Right • Left

38. Module Four: Review Questions • As a rule of thumb, it is advisable to be as ____________ as you can on your first meeting. • Loud • Quiet • Polite • Shy • _________ the client for talking with you. • Think • Thank • Treat • Trace

39. Module Four: Review Questions • When making a warm phone call, you should ________ the conversation by thanking the client. • Close • End • Open • Hope • An opening statement should not include which of these? • Greeting and introduction • Statements about benefits • A goodbye • Statement about the prospect

40. Module Four: Review Questions • Making cold calls can be ________. • Fun • Frightening • Difficult • Time-consuming • What is a question that will lead to a dialogue an example of? • An opening statement • A closing statement • An interrogation • A provocation

41. Module Four: Review Questions • Starting off on the right ______ is essential in sales meetings. • Leg • Foot • Shoe • Toe • The first impression people form of you is based on both _________ and ________factors. • Financial, educational • Superficial, financial • Verbal, nonverbal • Facial, intellectual

42. Module Four: Review Questions • Which is not an example of a nonverbal factor? • Facial expression • Accents • Tone of voice • Eye contact • When on the phone, pay attention to your ________ nods. • Verbal • Head • Right • Left

43. Module Four: Review Questions • As a rule of thumb, it is advisable to be as ____________ as you can on your first meeting. • Loud • Quiet • Polite • Shy • _________ the client for talking with you. • Think • Thank • Treat • Trace

44. Module Four: Review Questions • When making a warm phone call, you should ________ the conversation by thanking the client. • Close • End • Open • Hope • An opening statement should not include which of these? • Greeting and introduction • Statements about benefits • A goodbye • Statement about the prospect

45. Module Four: Review Questions • Making cold calls can be ________. • Fun • Frightening • Difficult • Time-consuming • What is a question that will lead to a dialogue an example of? • An opening statement • A closing statement • An interrogation • A provocation

46. Module Five: Making Your Pitch The key to being a professional salesperson is not to sound like one. Jeffrey Gitomer 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?

47. Features and Benefits

48. Outlining Your Unique Selling Position

49. The Burning Question That Every Customer Wants Answered

50. Module Five: Review Questions • Once you've made it past the opening, it's time to make your _________. • Swing • Mess • Pitch • Mess • You will need a clear, _________ explanation of what your product can do for the client. • Concise • Persuasive • Aggressive • Potential