Certified Sales ExpertLearning is a treasure that will follow its owner everywhere.
Chinese Proverb

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

. It requires you to convince someone with a potential interest that there is something for them in making their 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.

A Basic Opening for Warm Calls

·         Your general appearance: how you dress, personal grooming etc.

·         Your facial expression and bearing.

·         Your posture.

·         Your tone of voice

·         Your nonverbal communications: eye contact, nodding, etc.

None of this means that you should pay any less attention to the verbal factors. Pay attention to the language that you use, and ensure that it is appropriate for the circumstances.

Common Types of Objections

Here are some of the real reasons why people are unwilling to make a purchase:

·         They don’t have the money.

·         They can’t get financing.

·         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.

·         They think your product is overpriced.

·         They want to shop around.

·         They have an established relationship with another vendor.

Warming up Cold Calls

An opening statement should include:

·         A greeting and an introduction

·         A statement about the prospect

·         A statement about the benefits of your product

·         A question or a statement that will lead (you hope) to a dialogue

Here is an example:

 “Hello, this is John Jones at Solar Solutions. I saw in the paper that you’re planning a new office building in IAPPD. Our company has a product that can cut your heating and cooling bills in half. Have you considered adding solar panels to your building?”

how can we help you?

Contact us at the Consulting WP office nearest to you or submit a business inquiry online.

Becoming a member of The International Association for People and Performance Development will help you stand out from the crowd no matter where you are in your career. With many years of experience, we can help you get the most out of people and performance development. Whether it’s through sharing knowledge, bringing you together with the right people or providing practical advice, we can help you take the next step.

The late Geoff Cook
Founder, IAPPD Global

Join this course and be CSE

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