THE ART OF SELLING

Sales is about helping prospects realize what they want. If you can do this, you will be able to close deals more quickly and efficiently.

This course will help you become an effective salesperson by following the 8-Step Sales Process. It will equip you with the skills required to plan effectively, build rapport, understand the customer’s needs, and present a solution. It will also help you gain insight into your customer’s needs and problems, and use those insights to guide your questions and probe effectively. You will learn how to handle objections with ease by showing customers how your product or service can uniquely help them, explore techniques to close a sale, and develop an after-sales service. This, in turn, will help you create value for your customers by creating a collaborative approach that leads to more effective sales interactions and a long-term customer relationship.

1

Appointment

Scheduling an appointment

2

Gaining Customers’ Attention

Gaining customers’ attention and creating a great first impression

3

Rapport and Credibility

Building rapport and credibility with them

4

Questioning

Recognising the importance of Questioning

5

Effective And Correct Question

Using effective and correct question types during a sales interaction

6

Probing Techniques

Using different Probing techniques

7

Valuable Sales Conversations

Engaging in valuable sales conversations that help customers develop a clear vision of solutions to their problems or needs

8

Benefit-Led Solutions

Offering benefit-led solutions

9

The ‘pull’ Strategy

Using the ‘pull’ strategy in sales to derive profits

10

Sales Objections

Identifying the different types of sales objections

11

Managing Objections

Managing objections effectively before the occurrence

12

ACR Technique

Implementing the ACR technique while handling objections

13

Approach Efficiently

Adopting the right approach efficiently in overcoming sales objections

14

Close A Sale

Applying certain strategies to close a sale