Sales Skills:
Basic

Topic-Level Outline

Days: 1

Prerequisites: None

Unit 1 : Sales fundamentals

Topic A: 0 The sales process

A-1: Understanding the sales process

Topic B: 0 Elements of selling

B-1: Collaborating with clients

B-2: Discussing decision-making practices

Topic C: 0 Understanding sales terms

C-1: Discussing sales terminology

Unit 2 : Your professional self

Topic A: 0 Developing your character

A-1: Identifying beneficial personal characteristics

A-2: Identifying beneficial skills

Topic B: 0 Managing yourself

B-1: Establishing credibility

B-2: Behaving professionally

Unit 3 : Handling clients

Topic A: 0 Finding your clients

A-1: Prospecting for potential clients

A-2: Making successful sales calls

A-3: Discussing networking

Topic B: 0 Connecting with your clients

B-1: Discussing the importance of visibility and allies

B-2: Putting the client at ease

Topic C: 0 Finding solutions

C-1: Discussing the problem-solving process

C-2: Taking a proactive approach

Unit 4 : The sales presentation

Topic A: 0 Anticipating objections

A-1: Handling stalling and objections

Topic B: 0 Creating a sales presentation

B-1: Discussing the presentation

B-2: Identifying the characteristics of a good presentation

B-3: Identifying presentation elements

Topic C: 0 Responding to objections

C-1: Addressing objections