• Overview

  Although the definition of a sale is simple enough, the process of turning someone into a buyer can be very complex. It requires you to convince someone with a potential interest that there is something for them in making this interest concrete – something that merits spending some of their hard-earned money.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.

• Duration

  Course duration :12 hrs

• Location

  Available at Maadi Branch

• Course Outlines

  • Module One: Understanding the Talk
  • Types of Sales
  • Common Sales Approaches
  • Glossary of Common Terms

  • Module Two: Getting Prepared to Make the Call
  • Identifying Your Contact Person
  • Performing a Needs Analysis
  • Creating Potential Solutions

  • Module Three: Creative Openings
  • A Basic Opening for Warm Calls
  • Warming up Cold Calls
  • Using the Referral Opening

  • Module Four: Making Your Pitch
  • Features and Benefits
  • Outlining Your Unique Selling Position
  • The Burning Question That Every Customer Wants Answered

  • Module Five: Handling Objections
  • Common Types of Objections
  • Basic Strategies
  • Advanced Strategies

  • Module Six: Sealing the Deal
  • Understanding When It’s Time to Close
  • Powerful Closing Techniques
  • Things to Remember

   

  • Module Seven: Following Up
  • Thank You Notes
  • Resolving Customer Service Issues
  • Staying in Touch

  • Module Eight: Setting Goals
  • The Importance of Sales Goals
  • Setting SMART Goals

  • Module Nine: Managing Your Data
  • Choosing a System That Works for You
  • Using Computerized Systems
  • Using Manual Systems

  • Module Ten: 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 Eleven: Wrapping Up
  • Words from the Wise

• Objectives

  • Understand the language of sales
  • Prepare for a sales opportunity
  • Begin the discussion on the right foot
  • Make an effective pitch
  • Handle objections
  • Seal the deal
  • Follow up on sales
  • Set sales goals
  • Manage sales data
  • Use a prospect board

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