Essentials of selling

You'll learn

• Principles and practical tools for effective selling.
• How to plan and drive a sales process.
• How to best communicate features and benefits.
• How to build rapport with a client.

You'll be able to

• More confidently and effectively sell your products and services at all levels.

Course outline

• What is selling?
• Selling defined
• Opportunities
• What is the package you are selling
• Selling vs marketing
• The selling process
• Your sales tools
• Buying motives
• Planning your sale
• Prospecting
• Your prospecting plan
• Networking
• Do's and don'ts
• Pre-call planning
• Conducting the sale
• Your approach
• Components of your approach
• Purpose of call statement
• Rapport building
• Tips for building rapport
• Matching needs, features and benefits
• Handling objectives
• Address objections
• Closing the sale
• Closing techniques
• Trial closing
• Closing methods
• Reviewing the sale and follow up
• Product and service delivery
• Prospect information
• Testimonials and referrals

AU$99