Sales:
Prospecting,
Qualifying, and Completing
Topic-Level Outline
Days: 2
Prerequisites: None
Unit 1: Introduction to selling
Topic A: Introduction to buying and selling
A-1: Defining FABs
Topic B: The sales model
B-1: Identifying your products and services
B-2: Discussing the sales model
Unit 2: Sales skills
Topic A: Organization
A-1: Prioritizing sales activities
A-2: Planning quotas
Topic B: Communication
B-1: Practicing tongue twisters
B-2: Discussing body language
Topic C: Personal motivation
C-1: Identifying the benefits of motivation
C-2: Developing your motivation
Unit 3: The sales process
Topic A: The selling process
A-1: Identifying stages of the selling process
Topic B: The buying process
B-1: Identifying stages of the buying process
Unit 4: Prospecting
Topic A: Introduction to prospecting
A-1: Defining your target market
A-2: Defining your target customer
Topic B: Prospecting methods
B-1: Discussing prospecting methods
B-2: Discussing gatekeepers
Topic C: Phone prospecting
C-1: Developing a cold-call sales script
Unit 5: Qualifying
Topic A: The qualifying process
A-1: Identifying decision criteria
A-2: Improving your listening skills
Topic B: The questioning process
B-1: Discussing the questioning process
B-2: Developing probing questions
B-3: Writing qualifying questions
Unit 6: Presenting
Topic A: Selling process and strategy
A-1: Discussing positioning
Topic B: Buyer types
B-1: Identifying buyer types
Topic C: Presenting to buyers
C-1: Writing your elevator pitch
C-2: Handling objections
C-3: Discussing post-meeting activities
Unit 7: Completing
Topic A: Negotiating
A-1: Negotiating to make a sale
Topic B: Closing the sale
B-1: Developing closing questions
Unit 8: Servicing
Topic A: Customer service
A-1: Discussing customer service
Topic B: Service as a process
B-1: Discussing Responsive CARE
Unit 9: Using what you’ve learned
Topic A: The implementation phase
A-1: Recording ideas from satori moments
A-2: Committing to improvement
Topic B: Resources and tools