Take Action Sales Fundamentals
Course Outline
16 Modules broken into 67 video segments each 4-10 minutes long (like spending a whole day in a workshop)
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1
Module 1 - Introduction
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2
Module 2 - Setting the Foundation
Segment 1 – What is Selling
Segment 2 – #1 Reason
Segment 3 – Back to Basics
Segment 4 – Just One More
Segment 5 – Plan and Execute
Segment 6 – Best or Worst Paid
Segment 7 – 3 Ideas -
3
Module 3 - Introduce the Process
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4
Module 4 - Death of a Sales Person
Segment 1 – Setting the Stage
Segment 2 – Leads
Segment 3 – The Prospecting Continuum
Segment 4 – Prospecting Tips and Techniques
Segment 5 – Getting the Meeting
Segment 6 – Follow Up and Follow Through -
5
Module 5 - When Opportunity Knocks
Segment 1 – What is an Opportunity?
Segment 2 – What is a Qualified Opporunity? -
6
Module 6 - Build and Present a Solution
Segment 1 – The Inside Sale
Segment 2 – Understand the Complexities
Segment 3 – Building Quotes, Proposals or Solutions and Getting Approvals
Segment 4 – Presenting to the Customer
Segment 5 – The Importance of the ‘Leave Behind’ -
7
Module 7 - Getting the Order
Segment 1 – Dealing with Questions and Objections
Segment 2 – Managing the Follow Ups
Segment 3 – Ask for the Order! -
8
Module 8 - Woo Hoo We Got the Order
Segment 1 – They May Still Want to Negotiate
Segment 2 – Getting the Signed Order or Contract
Segment 3 – Fulfill and Deliver
Segment 4 – Why You Have to Stay Close to the Customer -
9
Module 9 - Account Review
Segment 1 – The Value of the Satisfaction Review
Segment 2 – Getting the Sign Off
Segment 3 – Restart the Process -
10
Module 10 - Preparation and Planning
Segment 1 – Why Plan?
Segment 2 – What to Plan?
Segment 3 – How to Plan?
Segment 4 – Fundamentals of a Well Written Business Plan
Segment 5 – Plan Meticulously, Execute Flawlessly -
11
Module 11 - Power Prospecting
Segment 1 – Develop your Ideal Customer Profile
Segment 2 – Own the Vertical
Segment 3 – Research
Segment 4 – Get the Meeting -
12
Module 12 - Have Great Meetings
Segment 1 – What is a Meeting?
Segment 2 – Be Organized
Segment 3 – Conduct a Great Meeting
Segment 4 – Make Great Presentations
Segment 5 – Managing the Follow Ups -
13
Module 13 - Closing
Segment 1 – Always Be Closing
Segment 2 – Test Closes
Segment 3 – Close the Right Person
Segment 4 – Gym Bag Technique
Segment 5 – Turn Lemons into Lemonade -
14
Module 14 - Have Fun with Rejection
Segment 1 – Art or Skill?
Segment 2 – Great Techniques
Segment 3 – Learn from Every Loss -
15
Module 15 - The Harder You Work
Segment 1 – Dealing with Adversity
Segment 2 – Learn from Other People’s Mistakes
Segment 3 – Know your Numbers
Segment 4 – Plan and Hope but Prepare
Segment 5 – Work to Avoid Surprises
Segment 6 – Manage Expectations
Segment 7 – Keep your Eyes on the Prize
Segment 8 – Emotion and Motion Go Together
Segment 9 – Suck it Up! -
16
Module 16 - Pulling it all Together
Segment 1 – Apply what you have Learned
Segment 2 – Reinforce this Training
Segment 3 – Working with your Manager
Segment 4 – Achieve your Why!