Course Overview

The Sales Course provides learners with the skills and strategies required to excel in sales roles. Participants will explore sales methodologies, customer relationship management, negotiation techniques, and sales analytics. The course covers key areas such as prospecting, qualifying leads, handling objections, and closing techniques. By the end of the course, learners will be equipped to create value-driven sales approaches, build rapport with customers, and exceed sales targets.

 

Prerequisites

A basic understanding of customer engagement or business operations is recommended.

Target Audience

This course is ideal for sales professionals, account managers, business development representatives, and entrepreneurs seeking to improve their sales skills. It is also suitable for individuals transitioning into a sales role and aiming to build a solid foundation.

Course Highlights

  • Learn core sales techniques and advanced methodologies.
  • Develop skills in lead qualification, sales presentations, and objection handling.
  • Explore methods to build customer loyalty and strengthen relationships.
  • Gain hands-on experience in negotiation and closing strategies.
  • Ensure alignment of sales efforts with organisational goals for long-term growth.

Course Objectives

By the end of this course, learners will be able to:

  • Apply customer-centric sales techniques to address client needs and increase conversions.
  • Prospect and qualify leads effectively to maintain a high-quality sales pipeline.
  • Deliver compelling sales presentations and product demonstrations.
  • Handle objections confidently and negotiate terms that satisfy both parties.
  • Use closing techniques to secure sales and build lasting customer relationships.
  • Track and analyse sales performance metrics to improve results.
  • Develop and maintain customer loyalty through effective post-sale follow-up.
  • Leverage CRM tools to manage customer interactions and lead progression.
  • Set realistic and ambitious sales goals to drive continuous improvement.
  • Adapt sales approaches based on feedback and performance data.

Course Outline

Instructional Methods: Group discussions on sales principles, practical exercises in customer needs assessment, and case studies on customer-centric sales.

Topics Covered:

  • Core principles of sales and their role in business success.
  • Understanding the customer-centric approach to sales.
  • Identifying customer needs and creating tailored sales pitches.
  • Aligning sales goals with organisational objectives.
  • Building trust and rapport through effective communication.

Instructional Methods: Hands-on exercises in lead generation, group discussions on qualifying prospects, and case studies on successful prospecting.

Topics Covered:

  • Techniques for identifying and generating high-quality leads.
  • Qualifying prospects based on interest, need, and buying power.
  • Building and maintaining a robust sales pipeline.
  • Strategies for nurturing leads to improve conversion rates.
  • Leveraging CRM tools to track and manage leads.

Instructional Methods: Practical exercises in presentation skills, group discussions on product demos, and case studies on impactful presentations.

Topics Covered:

  • Structuring sales presentations to address customer pain points.
  • Customising product demonstrations for target audiences.
  • Using storytelling to enhance presentations and engagement.
  • Handling interruptions and maintaining control of the presentation.
  • Closing presentations with strong calls-to-action.

Instructional Methods: Hands-on exercises in objection handling, group discussions on negotiation tactics, and case studies on overcoming objections.

Topics Covered:

  • Identifying common objections and preparing effective responses.
  • Techniques for empathising with customer concerns.
  • Negotiation tactics to create win-win outcomes.
  • Knowing when to negotiate and when to hold firm.
  • Closing negotiations with mutually beneficial terms.

Instructional Methods: Practical exercises in closing strategies, group discussions on customer loyalty, and case studies on building long-term relationships.

Topics Covered:

  • Techniques for recognising buying signals and closing sales effectively.
  • Different closing styles and when to use each.
  • Post-sale follow-up to strengthen customer relationships.
  • Strategies for building customer loyalty and repeat business.
  • Turning customers into advocates for the brand.

Instructional Methods: Group discussions on sales metrics, hands-on exercises in data analysis, and case studies on performance improvement.

Topics Covered:

  • Identifying key sales metrics to measure performance (e.g., conversion rate, sales cycle length).
  • Using data analytics to inform sales strategies and tactics.
  • Setting personal and team sales goals for continuous improvement.
  • Tracking and analysing sales performance to identify improvement areas.
  • Implementing feedback loops to enhance sales skills and strategies.

Certification

A certificate of completion will be awarded upon successful completion of the course.

Course Fees

$788 $488

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