Sales Skills: Basic

Sales Skills: Basic

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Unit 1: Sales fundamentals

Topic A: The sales process

• Understanding the sales process

Topic B: Elements of selling

• Collaborating with clients
• Discussing decision-making practices

Topic C: Understanding sales terms

• Discussing sales terminology

Unit 2: Your professional self

Topic A: Developing your character

• Identifying beneficial personal characteristics
• Identifying beneficial skills
• Managing yourself
• Establishing credibility
• Behaving professionally

Unit 3: Handling clients

Topic A: Finding your clients

• Prospecting for potential clients
• Making successful sales calls
• Discussing networking

Topic B: Connecting with your clients

• Discussing the importance of visibility and allies
• Putting the client at ease

Topic C: Finding solutions

• Discussing the problem-solving process
• Taking a proactive approach

Unit 4: The sales presentation

Topic A: Anticipating objections

• Handling stalling and objections

Topic B: Creating a sales presentation

• Discussing the presentation
• Identifying the characteristics of a good presentation
• Identifying presentation elements

Topic C: Responding to objections

• Addressing objections