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Course Outline

Introduction to Sales Training Course covers the following:

#1   Course Overview
  • Course Overview
#2   Getting Leads
  • Lead Prospecting
  • Handout: How to Get leads
  • Creating a Prospecting Sequence
  • Handout: Day-By-Day Guide for Contacting Prospects
  • Cold Calls
  • Handout: Top Cold Calling Tips
  • Scenario
  • Test Your Knowledge
  • Chapter Feedback
#3   Nurturing Leads
  • Understanding the Buyer Journey
  • Handout: The Buyer’s Journey
  • Aligning Your Strategy with the Buyer Journey
  • Worksheet: Strategizing with the Buyer’s Journey
  • Creating a Lead Nurturing Strategy
  • Handout: Sample Lead Nurturing Emails
  • Scenario
  • Test Your Knowledge
  • Chapter Feedback
#4   Making a Pitch
  • The Psychology of Persuasion
  • The Three Elements of a Sales Pitch
  • Handout: Tips for a Great Sales Pitch
  • Types of Sales Pitches
  • Handout: Great Pitches Examples
  • Worksheet: Write Your Own Sales Pitch
  • Scenario
  • Test Your Knowledge
  • Chapter Feedback
#5   Handling Objections
  • Common Objections in Sales
  • Handout: Common Types of Sales Objections & Examples
  • Flashcards: Identify Sales Objections
  • Using the LAER Technique
  • Using the APAC Technique
  • Scenario
  • Test Your Knowledge
  • Chapter Feedback
#6   Closing Sales
  • Traditional Closing Techniques
  • Soft-Closing Techniques
  • Follow-up Techniques
  • Handout: Sales Follow-up Techniques
  • Handout: Sample Follow Up Emails
  • Handling Rejection
  • Handout: Tips to Deal with Rejection
  • Scenario
  • Test Your Knowledge
  • Chapter Feedback
#7   Conclusion
  • Course Handouts
  • Final Assessment
  • Course Feedback
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