Next Level Academy Sales Fundamentals eBook Course

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Every organization is responsible for maintaining records. The ability to create, organize, and maintain records and archives is essential to success. Correct records keeping will not only offer liability protection; it will also increase efficiency and productivity. To put it simply, maintaining records and archives will improve the bottom line.

Workshop Objectives

Research has consistently demonstrated that when clear goals are associated with learning, it occurs more easily and rapidly. With that in mind, let’s review our goals for today.

At the end of this workshop, participants should be able to:

Define records and archives

Analyze records in context

Classify records

Understand different systems

Maintain and convert records



Module One: Getting Started
  • Icebreaker
  • Housekeeping Items
  • The Parking Lot
  • Workshop Objectives
Module Two: Understanding the Talk
  • Types of Sales
  • Common Sales Approaches
  • Glossary of Common Terms
Module Three: Getting Prepared to Make the Call
  • Identifying Your Contact Person
  • Performing a Needs Analysis
  • Creating Potential Solutions
Module Four: Creative Openings
  • A Basic Opening for Warm Calls
  • Warming up Cold Calls
  • Using the Referral Opening
Module Five: Making Your Pitch
  • Features and Benefits
  • Outlining Your Unique Selling Position
  • The Burning Question That Every Customer Wants Answered
Module Six: Handling Objections
  • Common Types of Objections
  • Basic Strategies
  • Advanced Strategies
                                                Module Seven: Sealing the Deal
                                                • Understanding When It's Time to Close
                                                • Powerful Closing Techniques
                                                • Things to Remember
                                                Module Eight: Following Up
                                                • Thank You Notes
                                                • Resolving Customer Service Issues
                                                • Staying in Touch
                                                Module Nine: Setting Goals
                                                • The Importance of Sales Goals
                                                • Setting SMART Goals
                                                Module Ten: Managing Your Data
                                                • Choosing a System That Works for You
                                                • Using Computerized Systems
                                                • Using Manual Systems
                                                Module Eleven: Using a Prospect Board
                                                • The Layout of a Prospect Board
                                                • How to Use Your Prospect Board
                                                • A Day in the Life of Your Board
                                                Module Twelve: Wrapping Up
                                                • Words from the Wise
                                                • Review of Parking Lot
                                                • Lessons Learned
                                                • Completion of Action Plans and Evaluations