No sales, no business. It’s the most fundamental fact of commerce. However, Sales is often one of the most misunderstood and mismanaged aspect of business, despite its obvious and enormous importance.

On the other hand, selling is one of the most demanding professions; it requires strength, skill, determination and resilience. This workshop will equip new sales people with the right skills, at the right time and give them the fundamentals they need to develop their sales career.

At the end of this workshop, participants should be able to:

• Explain what sales is and its role within an organization
• Articulate how the sales department relates to the organization and how to create an organization that utilizes sales effectively
• Have an understanding of basic sales language, techniques and best practices
• Create Ideal Customer Profiles and use them to their advantage
• Conduct Effective Prospecting
• Qualify leads quickly and effectively
• Create a basic Sales Funnel and push leads through it
• Write Great Sales Pitches and Sales Emails

Course Outline:

1. The Number One Reason Businesses Fail
2. Sales by the Numbers
3. Prospecting and the Sales Cycle
4. Where to look for Leads
5. Cold Call Mechanics
6. Six Specific Telephone Tips
7. Turning Around Common Responses
8. The Ledge
9. Mastering Third Party and Referral Calls
10. Leaving Messages
11. Follow Up Calls
12. Mutual Conversations
13. Effective Sales Advice
14. Selling Is a Conversation
15. Selling by Not Selling
16. Good Sales Makes Sense
17. Verification
18. Remember Why People Buy!
19. The Mole
20. The Special Challenges of Telesales
21. What Telesales Numbers Mean?
22. The Dynamics of the Call
23. More Telesales Strategies
24. 50 SALES QUESTIONS TO CLOSE THE DEAL
25. 6 Key Principles of Sales Success
26. 10 Traits of Successful Sales People
27. 7 Questions You Should Be Able to Answer Before You Try
    To Close the Deal
28. The 5 Stages of the Sales Career