Essential Selling Skills

Australian Institute of Management NSW & ACT
North Sydney, NSW, 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 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.

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.
...''

Elements of this syllabus are subject to change.

Phone:02 9956 3030

School Address/Venue(s):

Australian Institute of Management NSW
215 Pacific Highway
North Sydney NSW Australia 2060

Jobs & Resumes: North Sydney
Houses & Roommates: North Sydney

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