Selling skills

Course summary

Sales is both a skill and an art. In other words, the art of selling involves a gamut of skills. This course on 'Essential Sales Skills' covers the art of salesmanship, types of selling, types of customers and the ways to handle each type of customer. The course outlines the 7-step sales process and the soft skills and traits necessary for sales professionals.

Learning outcome

By the end of the course, learner will be able to:

  • Acquire the skills to sell and promote a product or service or concept to any customer.
  • Understand the customer needs and wants.
  • Choose thee right type of selling and adopt the sales strategies accordingly.
  • Learner will be able to handle different types of customers in the way that is unique for each with the right approach and customer handling techniques.
  • Apply the 7-step sales process to achieve excellence in sales.
  • Acquire the soft skills and traits to become a professional salesperson.

Modules

Salesmanship too is an art. The perfection of its technique requires learning and practicing. This module explains the significance of salesmanship.

This course covers the different types of selling and describes which type can be adopted for the product to be sold.

Understanding the customer is very important as a salesperson. The success of a sale is in knowing exactly what the customer needs. In this module, learner will get to know the types of customers, their nature and the ways to deal with them to fulfill their needs.

Sales is a structured set of tactical steps. This module covers the seven steps of sales process, starting from preparation and research, lead generation and prospecting, need identification, presenting the solution, handling objections, closing the sale, to the final step of following-up.

This course covers the soft skills that are critical for sales excellence. Skills such as organisation skills, communication skills, inter-personal relationship skills, negotiation and persuasion skills, and virtual selling skills are dealt in detail in the module. For a person to be successful in sales, one has to possess all these skills and excel in the art of selling process.