Essentials of Sales
Course Ref: SO1

Should I attend this course?
A sales person is the key communicator who helps customers to understand the benefits of a product or service and engages their interest to buy.

If you are new to sales, or if you would like to gain an understanding of the general principles, this course will help you to understand the key concepts. You will explore the skills, behaviours and techniques of successful sales people, and you will gain an understanding of the entire sales process.

This is a highly interactive and practical course, and you will have the opportunity to share ideas and experiences, and to learn through examples, discussions and exercises.

What will I learn?
After attending this course, you will be able to:

• Explain the roles and responsibilities of sales people
• Describe the skills and behaviours of a successful sales person
• Explain the stages of the sales process
• Apply tools and techniques to sell your product or service effectively

What does the course cover?

• What is sales?
• What are the roles and responsibilities of sales people?
• How should I prepare to sell to a customer?
• How can I identify the right people to make appointments with?
• How can I make the right first impression on my customer?
• How can I put the customer at ease?
• How can I establish my credibility and gain the customer's trust?
• What is the best way to discover my customer's needs?
• How can asking the right questions assist the sales process?
• What are the dangers of making assumptions about the customer's needs?
• FAB: How can I explain my product or service in terms of
       The features
       The advantages
       The benefits
• USP: What are the Unique Selling Points of my product or service?
• How can I link the features, advantages and benefits of my product or service with customer need?
• How can I read the signals from the customer about their interest?
• How can I improve my skills of listening and observation?
• What is the role of body language in the sales process?
• How can I handle objections and turn them into positives?
• How can I recognise a buying signal?
• What is the art of closing a sale?
• What action should I take to follow up the sale?
• How should I care for the customer after the sale?

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