1.
Sales Fundamentals
By Everyday Development L.L.C

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

3.
Workshop Objectives
Prepare for
a sales
opportunity
Handle
objections
Follow up
on sales
Manage
sales data

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

5.
Types of Sales
Person-to-person
The Internet
E-mail
Direct mail
Telemarketing

6.
Common Sales Approaches
Consultative approach
Hard sell
Technical sales

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

9.
Identifying Your Contact
Person
Networking and referrals
Prequalifying process
Don’t waste your time chasing contacts that
won’t do you any good

10.
Performing a Needs Analysis
Information
Training
FinancingCommunity
Personnel

11.
Creating Potential Solutions
Identify through
asking questions
On the spot, if
simple
Knowledgeable
staff
Build a good
reputation
Solution

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

17.
Features and Benefits
Explicit terms
Deal with any
objections
Save them
money
“What will it
do for me?”

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

26.
Powerful Closing Techniques
Delivery
date
Colors Models Quantity

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

30.
Resolving
Customer Service Issues
Get to the heart of the
complaint
Deal with it quickly
Apologize for any problems

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

34.
Setting SMART Goals
Specific Measurable Achievable
Relevant Timed

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

37.
Using Computerized Systems
Quick easy access
Search capabilities
Interface with other programs
Generate reports

38.
Using Manual Systems
Easy to use
No special training
Inexpensive

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