T1. Sales: This topic will introduce the learner to how sales work at the organization by focusing on the employee's role in sales and the importance of cross-selling.
T2. Sales Basics: This topic will stress the importance of sales by educating the learner on how to be an effective employee by keeping up-to-date product information, maintaining a professional selling environment, and being consultative.
T3. The Model: This topic will familiarize the learner with the sales model, which consists of identifying a need, building a relationship, and advancing the sale, among others.
T4. Identify the Need: This topic will familiarize the learner with identifying customer needs by seeing an opportunity for a sale and providing tips and techniques to cross-sell.
T5. Build the Relationship: This topic will stress the importance of relationships by familiarizing the learner with the qualities of professionalism, sincerity, competence, and others.
T6. Advance the Sale: This topic will provide the learner with strategies for advancing a sale, such as the funnel technique and educating the customer.
T7. Customize Solutions: This topic will stress the importance of customizing solutions for customers by providing the learner with a process to follow, which includes restating the need, relating solutions to needs, and presenting solutions.
T8. Overcome Objections: This topic will familiarize the learner with handling objections through the use of the sales equation and by knowing the five categories of objections.
T9. Close the Sale: This topic will provide the learner with strategies for closing the sale, included in which are not overselling, knowing when to be silent, and ensuring a smooth close.
T10. Maintain Quality Service: This topic will familiarize the learner with the ways in which s/he can continue quality service by following up with a phone call, confirming satisfaction, and periodically reviewing the relationship.