Course Directory > Sales, Marketing and Customer Service

Essential Selling Skills

Overview

This program introduces participants to a process for the effective selling of services, products or concepts. Participants will learn how to identify prospects, communicate product features and benefits, and present sales solutions to prospects. The program also provides participants with knowledge of effective administrative processes for preparing, presenting and completing sales. Participants will learn the communication and interpersonal skills needed to build rapport with prospects, identify needs, overcome objections, gain commitment and provide value through effective after sales support.

Designed For

Sales people consolidating the basic skills of selling, people new to selling and people seeking to acquire the skills involved in these roles.

Content

• Changing sales environment
  
• Transactional vs consultative selling
  
• Time management
  
• Goal setting
  
• Territory management
  
• 8 stages of sales process: Prospecting, Planning, Discovery, Presenting Solutions, Handling Objections, Negotiating, Getting Commitment and Following-up and Service
  

Learning Outcomes

• Develop product and/or service knowledge and turn into benefits
  
• Employ prospecting methods
  
• Qualify prospects and manage prospect information
  
• Prepare for a presentation by identifying suitable strategies and sales aids
  
• Present a solution using appropriate communication skills
  
• Link features to benefits to match the prospect’s needs
  
• Manage buyer resistance
  
• Identify and respond to verbal and non verbal buying signals
  
• Identify and use different methods of closing
  
• Finalise the sales agreement
  

Relationship to Accredited Training

This course meets the requirements of the following unit of Competency:

• BSBSLS402A - Identify sales prospects
  
• BSBSLS403A - Present a sales solution
  
• BSBSLS404A - Secure prospect commitment
  
• BSBSLS405A - Support post- sales activities
  

These units of competency comprise four ‘sales’ units that count to¬wards the Certificate IV in Business Sales. They may also be used as Electives towards other qualifications within the Business Services Training Package.

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