What you will learn

Learn Key Skills to Achieve Sales Targets

Although the definition of a sale is simple enough, the process of turning someone into a buyer can be very complex. It requires you to convince someone with a potential interest that there is something for them in making their interest concrete – something that merits spending some of their hard-earned money.

The Sales Fundamentals course will give you a basic sales process, plus some basic sales tools, that you can use to seal the deal, no matter what the size of the sale. You will become more confident, handle objections, and learn how to be a great closer.

Online Sales Fundamentals Course – Requirements

The Online Sales Course is delivered 100 percent online 24/7 and only takes 8 hours of study to complete. 

To successfully complete this course, a student must:

• Have access to the internet and the necessary technical skills to navigate the online learning resources
• Have access to any mobile device with internet connectivity (laptop, desktop, tablet)
• Be a self-directed learner
• Possess sound language and literacy skills

Quick Course Facts

1. Course content is structured for easy comprehension
2. Approximately 8 hours of study is needed to complete the course
3. Registered students gain unrestricted lifetime access to the Online Sales Fundamentals Course
4. All course material is available online 24/7 and can be accessed using any device
5. Study online from anywhere in your own time at your own pace
6. All students who complete the course will be awarded with a certificate of completion

Online Sales Fundamentals Course - Outline

Section One: Getting Started

Section Two: Learn the Lingo

In this module, you will learn the different types of sales, common sales approaches, and common sales terminology. Just like in any profession, sales have their vocabulary. However, this can easily be mastered with a little study and practiced.

Types of Sales

• Telemarketing
• Direct mail
• E-mail
• The Internet
• Person-to-person

Common Sales Approaches

• Consultative approach
• Hard sell
• Technical sales

Glossary of Common Terms

• Close/closing
• Cold calling
• Customer relationship management (CRM)
• Decision-maker
• Networking
• Prequalifying clients
• Qualifying clients
• Sales funnel
• Warm calling

Section Three: Preparing to Make the Call

Part of a sales agent’s task is to make phone calls, whether warm or cold calls. The objective of the call is to make a sale or get a sales agreement as soon as possible. The key to making a successful sale is to know the person you’re speaking with, the nature of the business, and what you can do for them.

Identifying Your Contact Person

Finding a contact person can be done in several ways. But the most valuable is through networking and referrals. Referrals instantly give you credibility, making it easier for you to make a sale.

Performing a Needs Analysis

Clients may have needs more than what you might be planning to sell them. The more you can do for a client, the more valuable you become as a partner.

Creating Potential Solutions

Providing solutions is another way of addressing the problems a client may be having. Find the best ideas and implement them. Performing successful research of the problem helps build your credibility.

Section Four: Make the Appointment

Starting off on the right foot is critical in sales meetings. This is why we should place our best foot forward towards creating a good first impression. This can be done by doing simple things such as looking and acting professional, treating clients with courtesy and respect, and finding creative ways to introduce yourself and the company.

A Basic Opening for Warm Calls

First impressions are based on both verbal and nonverbal factors. Nonverbal factors may be more important than what you say when selling in person. Nonverbal cues can include:

• Your general appearance
• Your facial expression and bearing.
• Your posture.
• Your tone of voice
• Your nonverbal communications: eye contact, nodding, etc.

Warming Up Cold Calls

An opening statement should include:

• A greeting and an introduction
• A statement about the prospect
• A statement about the benefits of your product

Using the Referral Opening

When using a referral, tell the client what the person that referred them found most attractive about your product. You could also do some initial research on the client what they are looking for and focus on this information.

Section Five: Pitch your Product

Once you’ve done with the opening, its time to make your pitch. in this section, you will learn how to prepare your pitch so you can come up with a clear, persuasive explanation of what your product can do for the client.

Features and Benefits

Sometimes the relationship between a particular feature and its benefit is obvious. But you should still make it a point to explain the benefits of your product even further. You must remember that sales pitches are not a one size fits all. When stating the features and benefits, you must keep in mind the specific needs of the customer.

Outlining your Unique Selling Position

Some may think that price is the deciding factor in purchasing decisions. But before making the decision to buy, clients base their purchases on several factors such as:

• Convenience of use
• Convenience of purchasing
• Special features
• Availability of service
• Need for training to use the product
• Reliability of the product
• Reputation of the seller
• Friendliness of the salesperson

The Burning Question That Every Customer Wants Answered

Customers are always asking, “What’s in it for me?” In an effort the explain all the benefits and features of the product, they forget to answer how their product answers a customer’s needs.

Section Six: Managing Objections

Undecided customers often come up with objections or statements about what is holding them back. Sometimes all it needs to overcome these objections is to tell the additional  information so they can be more confident in their purchase.

Common Types of Objections

• They don’t have the money.
• They can’t get financing.
• They can’t decide on their own.
• They think they can get a better deal from someone else.
• They’re not sure your product will meet their needs.
• They think your product is overpriced.
• They want to shop around.
• They have an established relationship with another vendor.

Basic Strategies

Before you can respond to a suggestion, you need to understand the real reasons behind it. If a customer simply can't afford your product, then offering a flexible payment plan can be a good way around it.

Advanced Strategies

A good strategy is to hold back on being a pushy salesperson and acting as a consultant. If they feel that they are just being "sold to," then they will just likely walk away.

Section Seven: Closing the Sale

After working so hard to make your sales pitch and responding to any objections your clients have, it's now time to close the sale. Your timing must be perfect. Giving your customers some extra thinking time can tip their decision into not buying. When you arrive at this point, you should speak as though they are going to buy.

Understanding When It’s Time to Close

After determining that this would be the most opportune time to close the sale, you can ask a confirmation question such as “How soon do you need this?” However, if the client still has objections, you must first handle those first.

Powerful Closing Techniques

Avoid using close-ended questions that require a yes or no question. Your closing question should give customers alternatives to make them feel they are in charge.

Things to Remember

Return clients are the result of them remembering a good experience with a salesperson. Remember that the impression that you make during closing is the one that will stay with the customer.

Section Eight: Following Up

Closing is not the final stage of a sale. The final state is following up, which is a process that may continue indefinitely. The success of your referral can mean two things: a repeat customer or a valuable referral.

Thank You Notes

Thank you notes are an inexpensive and personal way of showing that you want to build a long-term relationship with a client. To make this more effective, you could give this an extra personal touch by including details that shows the client that you were genuinely thinking of them.

Resolving Customer Service Issues

Excellent customer service is critical in maintaining strong customer relationships. This can be done by telling customers that they can call you to discuss any problems or questions about your product. When responding to customer concerns, you should consider these three things: efficiency, politeness, and thoroughness.

Staying in Touch

Creating a customer database makes it easier for you to remember important dates or details about your customer. This includes their contact information (phone number, email address).

Section Nine: Setting Goals

Goals are important if you want to accomplish anything in life. Goals give you direction, keep you focused, and motivated. Consistently achieving our goals will help us gain recognition, advance our status in the company, and even benefit from financial incentives.

Performing our jobs well is something expected, with or without incentives. However, goals make it easier for us to surpass expectations and keep us motivated.

The Importance of Sales Goals

• Goals provide direction
• Goals should be ambitious but realistic
• Goals clarify everyone’s role and responsibilities
• Goals can be motivational tools

Setting SMART Goals

• Specific
• Measurable
• Achievable
• Relevant
• Timed

Section Ten: Managing Your Data (CRM)

In this part of the Sales Fundamentals Online Certificate course, we will discuss the importance of collecting important information such as phone numbers, email addresses, employers, interests, and more. Advancements in technology have made collecting information simpler.

• Choosing a System that Works for You
• Using Computerized Systems
• Using Manual Systems

Section Eleven: Using a Prospect Board

A prospect board is a powerful tool that helps you track prospects and manage your time. Using a prospect board makes it simpler to monitor at a glance where work is needed and how you can work more efficiently in the sales field.

• The Layout of a Prospect Board
• How to use the prospect board
• A Day in the Life of Your Board

Section Twelve: Wrapping Up

Recognition & Accreditation

Upon successful completion of this course and achieving a passing score for the assessment, you will be issued with an international continuing education credit (CEU) certificate.

This Certificate is applicable worldwide, which demonstrates your commitment to learning new skills. You can share the certificate with your friends, relatives, co-workers, and potential employers. Also, include it in your resume/CV, professional social media profiles and job applications.

Other Sales and Marketing Courses

You can never learn too much when working in sales and marketing, so if you’d like to hone your skills, browse through our range of sales and marketing courses!

Section One: Getting Started

• Objectives

Section Two: Learn the Lingo

• Types of Sales
• More Common Sales Approaches
• Glossary of Common Terms

Section Three: Preparing to Make the Call

• Identifying the Right Person to Contact
• Research and Planning
• Creating Potential Solutions

Section Four: Make the Appointment

• First Impressions
• Making the Cold Call
• Using the Referral Opening

Section Five: Pitch your Product

• Features and Benefits
• Outlining Your Unique Selling Position
• What’s in it for me?

Section Six: Managing Objections

• Common Types of Objections
• Basic Strategies
• Advanced Strategies

Section Seven: Closing the Sale

• Understanding Buying Signals
• Closing Techniques
• Things to Remember

Section Eight: Following Up

• Thank You Notes
• Customer Service Issues
• Staying in Touch

Section Nine: Setting Goals

• The Importance of Sales Goals
• Setting SMART Goals

Section Ten: Managing Your Data (CRM)

• Choosing a System That Works for You
• Using Computerized Systems
• Using Manual Systems

Section Eleven: Using a Prospect Board

• The Layout of a Prospect Board
• How to use the prospect board
• A Day in the Life of Your Board

Section Twelve: Wrapping Up

• Words from the Wise

Entry requirements

Students must have basic literacy and numeracy skills.

Minimum education

Open entry. Previous schooling and academic achievements are not required for entry into this course.

Computer requirements

Students will need access to a computer and the internet.

Minimum specifications for the computer are:

Windows:

Microsoft Windows XP, or laterModern and up to date Browser (Internet Explorer 8 or later, Firefox, Chrome, Safari)

MAC/iOS

OSX/iOS 6 or laterModern and up to date Browser (Firefox, Chrome, Safari)

All systems

Internet bandwidth of 1Mb or fasterFlash player or a browser with HTML5 video capabilities(Currently Internet Explorer 9, Firefox, Chrome, Safari)

Students will also need access the following applications:

Adobe Acrobat Reader

Entry requirements:

Students must have basic literacy and numeracy skills.

Minimum education:

Open entry. Previous schooling and academic achievements are not required for entry into this course.

Device requirements:

Students will need access to a computer/any device and the internet.

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