Business Skills Training Overview
Fundamentals of Selling provides an overview of the basics of selling with an emphasis on the different stages of the sales cycle. It provides guidelines and best practices for preparing to sell, finding and qualifying prospects, making sales presentations, negotiating the close, and following up after the sale. By applying the tools and techniques presented in this course, sales professionals will benefit by increasing their sales efficiency and effectiveness.
Delivery Method:
Instructor led, group-paced, classroom-delivery learning model with structured hands-on activities
Hardware / Software Requirements
You will need
- An overhead projector.
- A whiteboard projection screen and markers.
- A flip chart and markers.
- Microsoft Word 2000.
Performance-Based Objectives
Upon successful completion of this course, students will be able to:
- Select a sales approach so that it matches the sales situation and the needs of the buyer.
- Prepare for each sales encounter and sell using the sales cycle so that increased sales are achieved.
- Find and qualify a sales prospect so that the prospect is likely to benefit from and buy the product or service being sold.
- Make a sales presentation and close the sale so that the customer is satisfied with the deal.
- Follow up after a sales call so that a successful ongoing sales relationship is built with the buyer.
Course duration
1 Day
Business Skills Training outline
Lesson 1: Selling Basics
- Topic 1A: Identify Buyer Motivations
- Topic 1B: Identify Types of Selling
- Topic 1C: Select a Sales Approach
- Topic 1D: Communicate with Prospective Customers
Lesson 2: Preparing to Sell
- Topic 2A: Prepare Yourself to Sell
- Topic 2B: Sell Using the Sales Cycle
Lesson 3: Finding and Qualifying Prospects
- Topic 3A: Identify Potential Sources for Finding Sales
Leads
- Topic 3B: Develop an Ideal Customer Profile
- Topic 3C: Qualify Sales Prospects
Lesson 4: Making the Presentation and Closing the Sale
- Topic 4A: Get to Know Your Prospect
- Topic 4B: Plan Your Presentation
- Topic 4C: Give Your Presentation
- Topic 4D: Close the Sale
Lesson 5: Following Up After the Sales Call
- Topic 5A: Determine the Appropriate Follow-up Method
- Topic 5B: Develop a Customer Service Program
Appendix A: Works Cited
- References and Works CitedTopic
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