Sales Skills Basic and Advanced

Course Content

Sales Skills Basic

Unit 1: Sales fundamentals

Topic A: The sales process
A-1: Understanding the sales process

Topic B: Elements of selling
B-1: Collaborating with clients
B-2: Discussing decision-making practices

Topic C: Understanding sales terms
C-1: Discussing sales terminology

Unit 2: Your professional self

Topic A: Developing your character
A-1: Identifying beneficial personal characteristics
A-2: Identifying beneficial skills

Topic B: Managing yourself
B-1: Establishing credibility
B-2: Behaving professionally

Unit 3: Handling clients

Topic A: Finding your clients
A-1: Prospecting for potential clients
A-2: Making successful sales calls
A-3: Discussing networking

Topic B: Connecting with your clients
B-1: Discussing the importance of visibility and allies
B-2: Putting the client at ease

Topic C: Finding solutions
C-1: Discussing the problem-solving process
C-2: Taking a proactive approach

Unit 4: The sales presentation

Topic A: Anticipating objections
A-1: Handling stalling and objections

Topic B: Creating a sales presentation
B-1: Discussing the presentation
B-2: Identifying the characteristics of a good presentation
B-3: Identifying presentation elements

Topic C: Responding to objections
C-1: Addressing objections

Sales Skills Advanced

Unit 1: Gaining customer commitment

Topic A:Building relationships
A-1: Building good relationships with customers
A-2: Asking the client appropriate questions
A-3: Getting customer commitment

Topic B:Demonstrating the need
B-1: Identifying the stages of need
B-2: Demonstrating need through envisioning

Topic C:Satisfying the need
C-1: Determining customer objections
C-2: Negotiating with clients

Unit 2: Studying the market

Topic A: Sales strategies
A-1: Understanding sales strategies

Topic B: Analyzing markets and competitors
B-1: Analyzing market trends
B-2: Analyzing competitors by using the SWOT matrix
B-3: Developing a client advisory panel

Topic C: Researching clients
C-1: Researching commercial clients
C-2: Researching individual clients

Unit 3: Developing a winning strategy

Topic A: Consulting with clients
A-1: Planning the solution
A-2: Preparing the presentation
A-3: Presenting the solution

Topic B: Developing solutions
B-1: Discussing the steps for developing solutions