Sales Skills


Started on November 27, 2020

Sales Skills Training

Without sales, there is no business.

Central to selling skills training is identifying, and distinguishing the difference between, the features and benefits of what is being offered.  Every good sales person must learn the difference between the features and benefits of the product or service they are selling in their selling.  Features are characteristics while benefits are how the product or service improves the life of the customer.

Benefits have much more emotional appeal and we are far more driven by our emotions that any of us like to admit. For example, why do you pay an accountant to complete your company accounts?  You might answer that they to sort out your tax and while this is the outcome, it is not the benefit to you.  The benefit is the emotion you get from this task being completed.  It may free your time up to do other things or you avoid feelings of stress worrying about possible sanctions imposed by the tax office. In sales, focusing on the benefits of your product is the key to success.

Cold calling is difficult and nobody enjoys making cold calls.  However, despite the advances of digital and inbound marketing, it is still a very effective way of reaching and connecting to potential customers. The course helps put people in the right frame of mind, building confidence and resilience,  to approach people directly or over the phone to present their offering and ask for the sale.

Course Content

This course starts with an overview of the basic rules to follow to get sales coming in, using a positive mindset and mapping our the company’s  short term, medium term and long term sales goals.  The courses looks at how to engage in face to face meeting with prospects,  building rapport and handling negotiations. It discusses questions to ask prospects and how to handle and overcome inevitable objections. The course also goes into how to use presentation aids to help make the benefits of the offering more apparent to the prospect.

*Video: Features vs Benefits

Course ContentModule
Basic rules for sales people1
Cold calling2
Face-to-face meetings3
Rapport Building4
Sales Presentations5
Results Selling6
Handling Negotiations7
Dealing with objections8
Closing the sale9
Course Assessment

Online assessment in sales training is carried out by a series of multiple-choice questions. Candidates must answer 70% of the questions correctly to pass each module. We advise you to complete each module and answer the question before moving on to the next module. This provides a better learning experience because you will need to have knowledge from earlier modules to understand some of the material in the later modules. For those who complete the course successfully, a PDF certificate of the award is sent directly to your inbox.  Hard copies of the award are available on request.  The course takes 120 minutes of training to complete. This is course content only and does not cover the time it takes to answer questions.

Other related courses to Selling Skills training include
Social Media for Business
Negotiation Skills
The Principles of Communications
Emotional Intelligence