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.

Essential Selling Skills is designed for:

• sales people consolidating the basic skills of selling
• people new to selling
• 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
  • 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 prospects 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.

Units of competency

• BSBSLS402A Identify sales prospects
• BSBSLS403A Present sales solutions
• BSBSLS404A Secure prospect commitment
• BSBSLS405A Support post-sales activity

Duration
3 days