Course Overview

Developed for new sales professionals or new hires, our Sales Fundamentals live video training workshop assures that both new and experienced sale professionals will have the knowledge, tools, and strategies to jump-start successful careers.

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 this interest concrete – something that merits spending some of their hard-earned money.

In medical device sales, whether you are selling in an up or down economy, the fundamentals are the same. This 10-week live video workshop will give participants a basic sales process, plus some straightforward sales tools they can use to “seal the deal,” regardless of the sale’s size.

 Workshop Objectives

  • Understand the language of sales
  • Prepare for a sales opportunity
  • Begin the discussion on the right foot
  • Make an effective pitch
  • Handle objections
  • Seal the deal
  • Follow up on sales
  • Set sales goals
  • Manage sales data
  • Use a prospect board


What You Will Learn

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
  • 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 Sales Goals
  • Setting 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


Suggested Workshop Participants 

Small business owners, solopreneurs, service professionals, independent/1099 sales professionals, sales teams, and sales professionals.


Course Date & Times 

This live video workshop meets once a week for ten sessions on Wednesdays

Class begins on January 10, 2018, 7pm EDT

All classes are 7:00 – 8:00 p.m. EDT* (New York) on the following dates:

  • January 10, 17, 24 & 27
  • February 7, 14, 21 & 28
  • March 7 & 14

* 6:00 p.m. Central, 5:00 p.m. Mountain, 4:00 p.m. Pacific.


Meeting format

This workshop is offered via live video-conference format with an instructor.

Video-conferences are live workshops that are given over the internet where you can interact with the instructor and the other students. Video-conferences are a great way to learn, because you can learn from the convenience of your home or office.

Telephone dial-in access is available. If you don’t have a camera and microphone on your computer, or you’ll be away from your computer during a class, you can dial into the class via telephone.

The live workshop sessions will be recorded, so if you miss a session, you will be able to download the video recording of the class and listen to it at your leisure. Class recordings are generally made available within 24 hours of the class.

All call recordings, workbook and resources are downloadable for later reference. 



  • Ten-weekly live video conference meetings
  • Workbook, handouts and resources  –  in PDF format
  • Participant website and forum
  • Quick Reference Sheets
  • Certificates of Completion


About The Instructor

spp-link Hi, I’m Steve Porcaro, founder of SalesPlus MVP Coaching and Training. As an experienced medical device sales professional, I had been working in and around the Operating Room since 1983.

Today, I share my experience and knowledge with business owners, executives, and sales leaders to maximize professional development and growth. I look forward to sharing all of my tips and strategies to increase your success!

Learn more about Steve    


Registration Fees (In US Dollars) 

Live webinar course fee: $449 



P.S. After signing up, you will receive an email with instructions on how to access the
course workbook and resources in a few minutes.

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Our Workshop Promise

Our workshops are crammed with information. We are confident that you will find value in all the new ideas, tips and techniques. However, if you are not 100% satisfied with the quantity and quality of information you received after attending the first class session – we’ll give you your money back. 

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