The Workshop Training Library includes all of our courses for workshop training. Scroll down to see all of the courses included, plus other bulk pricing options. All of these workshop resources can be easily customized: mix and match training topics between courses, add new content, and even re-brand as your own. Here's what's included with each course:
![]() INSTRUCTOR GUIDE
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![]() TRAINING MANUAL
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![]() POWER POINT SLIDES
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![]() FLIP CHART NOTES
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![]() ACTIVITIES AND EXERCISE FILES
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![]() QUIZZES AND TESTING
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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
SALES FUNDAMENTALS OUTLINE:
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
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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
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ACTIVITIES AND EXERCISE FILES
