Comprehensive Curriculum for Sales Training PPT

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  • 11 Structured Sessions
  • 35+ Thought Provoking Discussion Questions
  • 5+ Training Activities
  • Detailed Explanation of Concepts
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Comprehensive Curriculum
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Assessment Questions
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Client Proposal

Complete Curriculum

  • What is Selling?
  • Myths about Being a Great Salesperson
  • Reasons Salespeople Fail
    • Not Knowing the Product and Competition
    • Not Listening
    • Not Understanding the Value Proposition
    • Inconsistency
    • Lack of Follow-up
    • Not Setting Daily Goals
  • How to Sell the Way Your Prospects Buy?
    • Make a List of All the Features of the Product/Service
    • Make a List of Benefits of the Product/Service (What the Feature Does)
  • How to Find Out What Prospects Actually Wants?
    • Request New Product or Service Ideas From your Current Customers
    • Request Feedback from Your Current Customers on the Products They are Currently Using (Not Yours)
    • Enquire about Prospects’ Significant Problems or Issues
    • Attend Trade-shows and Seminars
  • Why Prospects Don’t Buy from you?
    • Trying to Sell to Everyone
    • Not Selling Value
    • Not Listening to Prospects
    • Not Addressing Objections
    • Not Creating Urgency
    • Dysfunctional Sales Process
    • You May Be Driving Customers Away
  • Why You Lose Sales to your Competitors
    • You Lack Sufficient Product Knowledge
    • Not Aware of Prospects’ Needs
    • Lack of Clarity and Focus
    • Undefined
    • Target Market
    • Ineffective
    • Sales Pitch
    • Inefficient and Irregular Follow-up
    • Failure to
    • Close Deals
  • Tenacity Target Activity
  • Key Takeaways
  • Let’s Discuss
  • Let’s Test What We Have Learnt
  • What is a Sales Process?
  • An Ideal Sales Process
  • SPANCO Phases of Sales Process
    • Suspect
    • Prospect
    • Approach
    • Negotiation
    • Closure
    • Order
  • How to Create a Sales Process
    • Goal
    • Setting
    • Bringing all Stakeholders Aboard
    • Outlining the Sale Process Steps
    • Implementing Changes, Testing & Measuring Changes
    • Mapping the Buyer's Journey
  • Sales Process Flowchart
  • Lead Generation
    • What is a Lead?
    • Types of Leads
      • Based on Interest
        • Warm, or Inbound Leads
        • Cold, or Outbound Leads
      • Based on Enrichment
        • Non-enriched Leads
        • Enriched Leads
      • Based on Qualification
        • Marketing Qualified Lead (MQL)
        • Sales Qualified Lead (SQL)
        • Product Qualified Lead (PQL)
        • Service Qualified Lead
      • What is Lead Generation and its Importance?
      • Statistics on Lead Generation
      • When do we Need Lead Generation?
      • Introduction to Lead Scoring
      • Categories of Lead Scoring
        • Demographic
        • Behavioral
      • Lead Generation Process
        • Identify Buyer Personas
        • Develop Lead Generation Mediums
        • Build Lead Generation Database
        • Create Lead-ready Channels
        • Qualify and Score Leads
        • Invest in Tools & Analytics Engine
      • Lead Generation Strategies
        • Own Website
        • Email Marketing
        • Offer Demos and Presentations
        • Blogging
        • Online Social
        • Media Communities
        • Advertising and Retargeting
        • Competitor Analysis and SEO
        • Using AI and Automation
        • Incorporation of Sales Intelligence
      • What is Lead Management?
      • Lead Management Process
        • Lead Capturing
        • Lead Tracking
      • Lead Management Process
        • Lead Nurturing
        • Lead Qualification
        • Lead Distribution
      • Lead Generation Channels
        • Content Marketing
        • Social Media Marketing
        • Website Landing Pages
        • Brand Partnerships
        • Retargeting
        • Organic Search (SEO)
        • Paid Search/PPC
        • Webinars and Podcasts
        • Event Networking
        • Email Marketing
      • B2B vs B2C Lead Generation
      • Introduction to Lead Flow
      • Lead Flow Chart
      • Introduction to Lead Funnel
      • Lead Generation Funnel
        • Awareness
        • Lead Capture
        • Prospect
        • Marketing Qualified Leads
        • Sales Qualified Leads
        • Opportunities Leads
        • Customer
      • Understanding Lead Nurturing
      • Statistics around Lead Nurturing
      • Lead Nurturing Tactics
        • Retargeting
        • Targeted Content
        • Multi-channel Lead Nurturing
        • Surveys
        • Follow-Ups
        • Personalized Emails
        • Lead Scoring
        • Sales and Marketing Alignment
      • Inbound vs Outbound Lead Generation
  • Dashboards
  • Key Takeaways
  • Let’s Discuss
  • Let’s Test What We Have Learnt
  • What is Sales Methodology?
  • Most Popular Sales Methodologies
    • SPIN Selling
    • Challenger Sale
    • E.A.T. Selling
    • MEDDPICC
    • Conceptual Selling
    • SNAP Selling
    • The Sandler System
    • Solution Selling
    • Inbound Selling
    • Target Account Selling
    • Command of the Sale
    • Gap Selling
  • Consultative Selling
  • Consultative Selling vs Traditional Selling
  • Top Consultative Selling Skills
    • Curiosity
    • Active Listening
    • Balancing Questions
  • The Consultative Sales Process
    • Research
    • Build Trust
    • Ask Questions
    • Give Valuable Advice
    • Close
    • Follow-up
  • Key Takeaways
  • Let’s Discuss
  • Let’s Test What We Have Learnt
  • What is Sales Prospecting?
  • Importance of Sales Prospecting
    • Increased Sales
    • More Revenue
    • Gained Insights
    • Increased Customer Lifetime Value
  • Sales Prospecting Process
    • Research
    • Outreach
    • Discovery Call
    • Educate and Evaluate
    • Close
  • The Detective Activity
  • Sales Prospecting Methods
    • Cold Email
    • Cold Calling
    • Social Media 
    • Webinars 
    • Referral
    • Events
  • Who is a Decision Maker in a Company?
  • Steps to Get Past the Gatekeeper
    • Treat the Gatekeeper as a Resource
    • Be Honest
    • Be Assertive
    • Don’t Try to Sell to the Gatekeeper
    • Try Social Engagement
  • Dealing Upfront Rejection in Sales
    • Keep your Cool
    • Lower Resistance
    • Realize that the Prospects are Easy to Deal With
  • Activity on Rejection Handling
  • Opening Sales Conversation
    • Hardest Part of Sales Cycle
    • Sales Conversation that Grabs the Interest
  • How to Have a Successful Sales Conversation?
    • Have the Right Opening Statement
    • Personalized Conversation
    • Build Rapport
    • Maintain the Right Tone
    • Ask the Right Questions
    • Demonstrate your Expertise
    • Be Clear with the Next Step
  • Sharpening your Opening Conversation - Checklist
  • Key Takeaways
  • Let’s Discuss
  • Let’s Test What We Have Learnt
  • What is a Sales Opportunity?
  • Progression of Contacts from Leads to Prospects to Opportunities
  • What is Sales Qualification?
  • Why is Sales Qualification Important?
  • What is a Qualified Prospect?
    • Organization-level
    • Opportunity-level
    • Stakeholder-level
  • How to Qualify an Opportunity?
  • The BANT Qualification Framework
    • Budget
    • Authority
    • Need
    • Timeline
  • What Makes Selling Easier
  • What is a Buyer Persona?
  • How to Determine Customer Pain Points
    • Conduct Qualitative Market Research
    • Use Live Chat Data
    • Spend Time on Social Media
    • Sales and Marketing Team Alignment
  • Developing Prospects’ Need for Your Product
    • Understand Prospects’ Problems and Real Needs
    • Set the Stage for a Discussion About Their Pain
    • Refrain from Rushing Ahead
    • Ask Discovery Questions
    • Don't Assume You’re a Good Match for your Prospect
    • The Indirect Approach
  • How to Establish Credibility with Your Prospects?
    • Stay True to Your Word
    • Share Success Stories
    • Focus on Building Rapport
    • Do Excellent Work and Receive Recommendations
    • Always Be Consistent
    • Leverage Third-party Endorsements
    • Inform Prospects Who is and who isn’t a Fit for your Offerings
  • Tricks Experts Use to Gain Prospects Trust
    • Research on Prospects and Stakeholders
    • Recognize Prospect's Needs and Objectives
    • Demonstrate Understanding of the Prospect’s Business
    • Schedule a Meeting Early On
    • Provide an Honest Response to Prospect's Questions
    • Share Positive Aspects about Previous Customer Experiences
    • Recognize the Prospect's Previous Negative Experiences
    • Show Consideration for the Prospect's Time
  • Types of Buyer Persona
    • B2C Personas
    • B2B Personas
  • How to Create a Buyer Persona
    • Research Your Target Audience
    • Identify the Most Common Details
    • Craft Separate Personas
    • Give Each Persona a Name and a Backstory
    • Make a Marketing Strategy
  • What is an Ideal Buyer Profile?
  • Best Practices for Creating Buyer Profiles
    • Profiles should be Evidence-based
    • Buyer Profiles are based on Customer Interviews and Research
    • Validate your Profiles through Additional Interviews or Focus Groups
    • Sort Profiles according to their Impact and Importance
  • Sample Buyer Profile Questions
  • Key Takeaways
  • Let’s Discuss
  • Introduction to Sales Presentation
  • How to Make a Sales Presentation
    • Define the Purpose
    • Make a List of Critical Points and Add Data to it
    • Customize Sales Presentation based on the Audience
  • Things a Salesperson Should do Before a Sales Presentation
  • Sales Presentation Tips
    • Keep the Presentation Short
    • Tell a Story
    • Know ahead of time what your clients want or Require
    • Practice but Don’t Deliver a Memorized Speech
  • Key Takeaways
  • Let’s Discuss
  • Let’s Test What We Have Learnt
  • What is Closing and Why is it Important?
  • Why Salespeople Fail while Closing?
    • Salespeople Fail to Address the Needs of the Buyer
    • Salespeople Don’t Establish Personal Relationships
    • Salespeople Don’t Know How to Close
    • Salespeople Can’t Converse Effectively with the Senior
    • The Salesperson is Not a Respected or Trusted Executive
    • Salespeople Fail to Express Knowledge About their Industry
  • Closing Techniques in Sales
    • 1-2-3 Close
    • Adjournment Close
    • Affordable Close
    • Artisan Close
    • Assumptive Close
    • Empathy Close
    • Now-or-Never Close
    • Puppy Close
    • Quality Close
    • Rational Close
    • Summary Close
    • Opportunity-Cost Close
    • Ownership Close
    • Best-Time Close
    • Calendar Close
    • Testimonial Close
    • Concession Close
    • Conditional Close
    • Exclusivity Close
    • Yes-Set Close
  • Customer Buying Signals and their Importance
    • Top Customer Buying Signals
  • Responding to Buying Signals How to Close Sales with Complex Customers
    • Introduction
    • Complex Sales Closing Techniques
      • SPIN Selling Methodology
        • S for Situation
        • P for Problem
        • I for Implications
        • N for Need Payoff
      • Challenger Selling Methodology
        • Example of Challenger Sale Methodology
      • NEAT Selling Methodology
      • MEDDPICC Selling Methodology
        • Metrics
        • Economic Buyer
        • Decision Criteria
        • Decision Process
        • Paper Process
        • Identify Pain
        • Champion
        • Competition
  • Key Takeaways
  • Let’s Discuss
  • Let’s Test What We Have Learnt
  • What is a Sales Objection?
  • Types of Sales Objections
    • Lack of Budget
    • Lack of Trust
    • Lack of Need
    • Lack of Urgency
  • What is Objection Handling and Why is it Important?
  • Different Approaches to Overcome Objections
    • Four-Step Approach to Overcome Sales Resistance
      • Listen
      • Understand
      • Respond
      • Confirm
    • Deflection
      • Introduction
      • Two Step Process of Deflection
      • Working of Deflection Technique
    • Storytelling
      • Introduction
      • Why Storytelling Works?
      • How to Handle Objections by Telling Stories?
    • Uncovering the Real Objection
      • Introduction
      • Questions to Identify the Real Objection
      • Ways to Identify the Real Objection
    • Building Your Objection Handling Technique
      • Introduction
      • Elements to Consider While Building Your Objection Handling Strategy
    • How to Handle the Most Common Types of Objections?
    • General Skills Required to Overcome Objections
      • Listening & Communication Skills
      • Problem Solving Skills
      • Interpersonal Skills
      • Persuasion Skills
      • Customer Service Skills
      • Integrity
    • Underlying Psychological Triggers for Effective Communication to Overcome Resistance
      • Scarcity
      • Consistency
      • Reward
      • Liking
      • Social Proof
      • Authority
  • Key Takeaways
  • Let’s Discuss
  • Let’s Test What We Have Learnt
  • What is a Follow-Up in Sales?
  • Why is Following Up Important?
  • Why do Most Salespeople Avoid Following Up?
  • Statistics Around Following Up
    • Key Statistics
    • Number of Follow-Ups required to Close a Sale
  • Methods Used to Follow-Up
    • Phone Calls/Text
    • Mail/E-Mail
    • Social Media
  • How to Follow-Up with Customers?
    • Use a Variety of Follow-Up Methods
    • Segment Your Leads
    • Respond in a Timely Manner
    • Nurture Your Leads with Useful Content
    • Track Your Communications
    • Personalize Your Communications
  • Dos and Don’ts of Following Up
  • Following Up with Emails
    • Follow-Up Email Subject Lines
      • General Follow-Up
      • After No Response
      • After a Trigger Event
    • Writing Follow-Up Emails for Different Scenarios
      • Following Up after a Demo
      • Following Up After No Response
      • Following Up After a Networking Event
      • Following Up After a Prospect Visits Website
      • Following Up After a Trigger Event
      • Following Up After a Prospect Goes Silent
      • Following Up when Reconnecting with a Client
    • Phrases to Avoid in Follow-Up Emails
  • Phrases in Emails that will land you in Spam
  • Tips to improve your Follow-Up Calls
    • Schedule your Calls
    • Be Prepared
    • Send an Email Before the Follow-Up Call
    • Ask the Right Questions
    • Keep the Conversation Balanced
    • Ask Follow-Up Questions
    • Pay Attention
    • Send a Follow-Up Email After the Call
  • Sample Script for Follow-Up Calls
  • Key Takeaway
  • Let’s Discuss
  • Let’s Test What We Have Learnt
  • What is an After-Sales Follow-Up and Why is it Important?
  • Advantages of an After-Sales Follow-Up
    • Builds trust
    • Wards Off Problems
    • Creates Goodwill
    • Sells More
    • Improves Negative Experiences
    • Offers Insight
  • Tips for an Effective After-Sales Follow-up
  • Seven Metrics Every Salesperson Should Track
  • Key Takeaway
  • Let’s Discuss
  • Let’s Test What We Have Learnt
  • What are Sales Skills and Why are they important?
  • Required Soft Skills in Sales
    • Communication
    • Active Listening
    • Empathy
    • Self-Motivation
    • Time Management
    • Adaptability
    • Goal Orientation
    • Relationship Building
    • Collaboration
  • Customer-Facing Sales Skills
    • Storytelling
    • Presentation Skills
    • Social Skills
    • Customer Engagement
    • Objection Management
    • Conflict Management
    • Problem Solving
    • Negotiation
  • Core Sales Skills
    • Product Knowledge
    • Research Skills
    • Strategic Prospecting
    • Lead Qualification
    • Closing Skills
    • Customer Success Management
    • Strategic Selling
    • CRM Software Knowledge
  • Key Takeaway
  • Let’s Discuss
  • Let’s Test What We Have Learnt