COURSE OVERVIEW:

Selling skills are critical in organisations that rely on ongoing buying from customers or clients. The ability to build relationships with customers, persuade them to make purchases and generate repeat business is at the heart of selling. Sales is a component of a company's marketing and promotions.

What does it take to be a top performer in sales? Are some people born sales professionals? Why are some salespeople much better than others? Selling skills make a huge difference, and they can be learned.

No matter how good your products or services are, their success depends on your ability to sell them.

Your business will grow or fail based on the success of your products and services, and how well you persuade your customers to buy them.

Selling skills are the “muscles” that give strength and flexibility to sales professionals. They are developed through experience, sales coaching, and training. They must be refined throughout a sales person’s career.

Also, the best sales teams are a lot like great schools: They care about results, but the way they achieve them is by being relentless about developing the inside sales skills of their reps. In fact, the best sales teams are most often led by someone who is more like a sales coach than a sales manager.

This dedication to developing inside sales skills ultimately creates a sales team that not only hits its short-term goals, but instils a culture of learning and self-improvement in order to achieve its long-term goals as well.

Anyone can learn sales skills. Regardless of what you are selling, you and your sales team can achieve great product sales by mastering a set of proven selling skills.

This course provides a wide range of different skills and activities that take place during the selling process. This course explains how these core skills can help you perfect the sales process, including: setting objectives, targeting, researching, cold calling, networking, conversational skills, following up, building trust, non-verbal communication, listening, questioning, writing, presenting, persuading, negotiating, handling objections, closing and direct approaches

LEARNING OUTCOMES:

By the end of this course, you will be able to understand:

• The importance of selling skills during the selling process
• How to set objectives using the SMART method?
• How to target your prospective clients?
• How to research markets, clients, prospects and competitors?
• Primary research vs Secondary research
• How to increase the chances of a successful cold call?
• How to prepare for the call?
• Why research, set objectives and identify a topic of interest before the call?
• Why rehearse what you will say?
• Why verify the person you are speaking to?
• How to get past gatekeepers?
• How to generate interest?
• How to end the call?
• What to do after the call?
• The importance of networking
• How to network?
• How to make an approach?
• The importance of first impressions?
• How to show interest and ask questions?
• How to end conversations?
• How to have confidence and positive mental attitude?
• The importance of having conversational skills
• How to focus on the positive?
• How to feel good about yourself?
• Why you should not interrupt your client?
• How to use positive non-verbal communication in selling?
• Why avoid talking excessively about yourself?
• How to provide hooks and ask questions?
• How to make people feel important?
• How to be interested rather than interesting?
• The importance of following up in the selling process
• How to build trust with your client?
• The importance of non-verbal communication in sales?
• The different types of NVC
• The importance of listening skills in selling
• How to adopt an open stance?
• How to show interest in your customer?
• How to provide continuation prompts?
• How to eliminate distractions?
• How to avoid preconceptions?
• The importance of having questioning skills in sales?
• The types of questions?
• How writing is an important skill to aid selling?
• The Attention Interest Desire Action (AIDA) formula
• The importance of presentation skills in selling?
• The features and benefits of having persuasion skills
• The importance of having negotiating skills in selling
• The four outcomes in negotiation
• How negotiation is best approached?
• The ‘So What?’ test
• How to deal with sales objections?
• How to close a sale and get some form of commitment from the client?
• The importance of direct approaches in selling

COURSE DURATION:

The typical duration of this course is approximately 2-3 hours to complete. Your enrolment is Valid for 12 Months. Start anytime and study at your own pace.

COURSE REQUIREMENTS:

You must have access to a computer or any mobile device with Adobe Acrobat Reader (free PDF Viewer) installed, to complete this course.

COURSE DELIVERY:

Purchase and download course content.

ASSESSMENT:

A simple 10-question true or false quiz with Unlimited Submission Attempts.

CERTIFICATION:

Upon course completion, you will receive a customised digital “Certificate of Completion”.