Professional 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 advanced program is designed to enhance participants�existing sales skills. Through the presentation of proven selling approaches and the application of targeted techniques, participants will be coached on how to achieve ongoing sales success. The program will focus on the interpersonal aspects of selling such as the importance of listening, and negotiating techniques to respond to prospect needs and intentions. Participants will also discover how to gain ongoing advantage through smart approaches to pre-sale preparations and after-sales support.

Learning outcomes

Respond to buying signals.
Apply negotiation skills in a selling environment.
Finalise the sales agreement.
Strengthen the client relationship through well planned and executed post sales support.
Process and monitor the order.
Handle and monitor client feedback.

Course content

The sales process.
Contemporary approaches to sales.
Developing the right attitude and the vital skills for selling.
The ethics and legality of selling techniques.
Buyers motivation and perception of value.
Influence and negotiation in selling.
Sales negotiations - styles and hints.
Preparation for the sale - tips and methods.
Making contact - first impression.
Successful sales skills - listening, paraphrasing and questioning.
The sales interview and making a good first impression.
Writing for sales - preparing contact letters and proposals.
Preparing presentations that sell.
Managing time, territory and self.
Contact management.
Sales referrals.
The importance of service and follow up in the sales cycle.
Riding the peaks and troughs - managing stress and personal motivation. ...''

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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