Module 1 - Introduction

Module 1 - Getting Started

Module 1 - Workshop Objectives

Module 2 - Understanding the Talk

Module 2 - Types of Sales

Module 2 - Common Sales Approaches

Module 2 - Glossary of Common Terms

Module 2 - Video

Module 2 - Quiz

Module 3 - Getting Prepared to Make the Call

Module 3 - Identifying Your Contact Person

Module 3 - Performing a Needs Analysis

Module 3 - Creating Potentials Solutions

Module 3 - Video

Module 3 - Quiz

Module 4 - Creative Openings

Module 4 - A Basic Opening for Warm Calls

Module 4 - Warming up Cold Calls

Module 4 - Using the Referral Opening

Module 4 - Video

Module 4 - Quiz

Module 5 - Making Your Pitch

Module 5 - Features and Benefits

Module 5 - Outlanding Your Unique Selling Position

Module 5 - The Burning Question that Every Customer Wants Answered

Module 5 - Video

Module 5 - Quiz

Module 6 - Handling Objects

Module 6 - Common Types of Objectives

Module 6 - Basic Strategies

Module 6 - Advanced Strategies

Module 6 - Video

Module 6 - Quiz

Module 7 - Sealing the Deal

Module 7 - Understanding When it is Time to Close

Module 7 - Power Closing Technique

Module 7 - Things to Remember

Module 7 - Video

Module 7 - Quiz

Module 8 - Following Up

Module 8 - Thank You Notes

Module 8 - Resolving Customer Service Issues

Module 8 - Staying in Touch

Module 8 - Video

Module 8 - Quiz

Module 9 - Setting Goals

Module 9 - The Importance of Sales Goals

Module 9 - Setting SMART Goals

Module 9 - Video

Module 9 - Quiz

Module 10 - Managing Your Data

Module 10 - Choosing a System That Works for You

Module 10 - Using Computerized Systems

Module 10 - Using Manual Systems

Module 10 - Video

Module 10 - Quiz

Module 11 - Using a Prospect Board

Module 11 - The Layout of a Prospect Board

Module 11 - How to Use Your Prospect Board

Module 11 - A Day in the Life of Your Board

Module 11 - Video

Module 11 - Quiz

Module 12 - Wrapping Up