Essential Selling Skills

Australian Institute of Management Qld & NT
Brisbane, Gold Coast, QLD, Australia

Course Format: Classroom | E-learning | Virtual Class | Online/Live | On-site/In-house | Blended | Self-paced

Course Description:

'' 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.

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

...''

Elements of this syllabus are subject to change.

Phone:+ 61 7 3227 4888, +61 7 5562 5002

School Address/Venue(s):

Corner Boundary & Rosa Streets
Spring Hill Qld Australia 4000

Level 1, Suite 107
Eastside
232 Robina Town Centre Drive
Robina Qld Australia 4226

Jobs & Resumes: Brisbane, Gold Coast
Houses & Roommates: Brisbane, Gold Coast
Travel Agencies: Brisbane, Gold Coast

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