Essential Selling Skills

Scheduled Sessions

Course 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 learners 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.

Key benefits

• 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.

Who Should attend

• Sales people consolidating the basic skills of selling.
• People new to selling.
• Experienced sales people with no formal sales training.

Qualification Pathway

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 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.

Course content

• Understanding the selling process and selling roles.
• The 7 step sales process.
• Essential knowledge and skills for selling.
• The importance of product knowledge.
• Knowing your products, services and supplies.
• Features, advantages and sell-on benefits.
• Knowing your customers.
• Prospecting methods.
• Competitor knowledge.
• Qualifying prospects.
• Planning and preparing your approach.
• The sales interview.
• Questioning and listening skills.
• Presenting your solution.
• Dealing with objections.
• Recognising buying signals.
• Closing techniques.
• Providing post sales support and establishing a relationship.

Assessment details

Australian Qualifications Framework level

• Level 4

Prices