Professional Selling Skills
Sell with confidence by focusing on what customers really need.
About this course
Sell with confidence by focusing on what customers really need. Over four days you will follow a consultative sales process from prospecting and qualifying leads to opening conversations and building trust quickly.
You will practise questioning and listening to uncover needs, present solutions in terms of value, handle objections, negotiate and close. Role-plays throughout the course help you apply each step, and you finish with a personal plan for following up and growing customer relationships.
What you'll learn
- Describe the stages of a professional, customer-focused sales process
- Prospect and qualify potential customers effectively
- Use questioning and active listening to discover customer needs
- Present solutions in terms of value and benefits
- Handle objections calmly and constructively
- Negotiate and close sales with confidence
- Follow up to build long-term customer relationships
Curriculum
- Selling as a service to the customer
- Qualities of effective salespeople
- The consultative sales process
- Ethics and trust in selling
- Identifying ideal customers
- Sources of leads
- Qualifying opportunities
- Planning sales calls and meetings
- First impressions
- Opening a conversation
- Understanding buyer styles
- Building credibility quickly
- Open and probing questions
- Active listening
- Uncovering problems and priorities
- Summarising and confirming needs
- Linking features to benefits
- Tailoring the presentation
- Using stories and evidence
- Proposals and written quotes
- Common objections and their causes
- A step-by-step approach to objections
- Price objections
- Role-play practice
- Recognising buying signals
- Closing techniques
- Negotiating terms without losing value
- Agreeing next steps
- Follow-up and onboarding
- Account growth and referrals
- Managing complaints
- Personal sales planning
Who it's for
Sales representatives, account managers and customer-facing staff who want to sell more effectively and professionally.
Before you start
No formal prerequisites. Bring curiosity and a willingness to practise.
Part of these Alalamia diplomas
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