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
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