Present a Sales Solution

One Step Further Pty Ltd
Elanora, QLD, Australia

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

Course Description:

'' This unit describes the performance ourcomes, skills and knowledge required to present a sales solution which responds to the specific buying needs of the client. No licensing, legislative, regulatory or certification requirements apply to this unit at the time of endorsement.

Elements:
1. Prepare for Presentation
Performance criteria:
1.1 Obtain and organise products for use within the presentation 1.2 Review product information to ensure familiarity with products
1.3 Identify sales tactic options, and assess and choose them in terms of their ability to meet the needs and preferences of the prospect
1.4 Consider a variety of sales solutions and prepare to meet buyer needs
1.5 Identify and select sales aids 1.6 Identify alternatives for prospects and assess them in relation to anticipated buyer needs

2. Present a Sales Solution
Performance criteria:
2.1 Use gestures, posture, body language, facial expressions and voice to create a supportive selling environment
2.2 Apply listening skills to determine buyer needs
2.3 Use open-ended questions to identify buyer needs, preferences, motives and objections
2.4 Adjust presentation to match the needs and preferences of the buyer
2.5 Use persuasive communication techniques to secure buyer interest
2.6 Demonstrate and explain products to enhance buyer retention
2.7 Ensure the presentation communicates the key features of the product and emphasises benefits in relation to identified buyer needs
2.8 Obtain and present proof of benefits through product purchase 2.9 Utilise sales aids to build buyer understanding of how the product is aligned with needs

3. Manage Buyer Resistance
Performance criteria:
3.1 Utilise probing to identify the source of buyer resistance
3.2 Identify the strengths and limitations of buyer resistance strategies
3.3 Elect and implement a strategy for managing buyer resistance
3.4 Ensure strategy selected addresses the source of buyer resistance
...''

Elements of this syllabus are subject to change.

Phone:(07) 5593 9111

School Address/Venue(s):

PO Box 4432
Elanora
Queensland, 4221 Australia



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