Understanding the Talk

Types of Sales

Common Sales Approaches

Glossary of Common Terms

Getting Prepared to Make the Call

Identifying Your Contact Person

Performing a Needs Analysis

Creating Potential Solutions

Creative Openings

A Basic Opening for Warm Calls

Warming Up Cold Calls

Using the Referral Opening

Making Your Pitch

Features and Benefits

Outlining Your Unique Selling Position

The Burning Question That Every Customer Wants Answered

Handling Objections

Common Types of Objections

Basic Strategies

Advanced Strategies

Sealing the Deal

Understanding When It’s Time to Close

Powerful Closing Techniques

Things to Remember

Following Up

Thank You Notes

Resolving Customer Service Issues

Staying in Touch

Setting Goals

The Importance of Goals

SMART Goals

Managing Your Data

Choosing a System That Works for You

Using Computerized Systems

Using Manual Systems

Using a Prospect Board

The Layout of a Prospect Board

How to Use Your Prospect Board

A Day in the Life of Your Board