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Sales Skills

Course CodeVBS108
Fee CodeS2
Duration (approx)100 hours
QualificationStatement of Attainment

Learn to Sell Smarter, Sell More

This course teaches you how to sell; how to understand a customer, how to approach them and how to make a difference to their decision whether to buy, or not

Who is this Course for?

  • Anyone applying for a job as a sales person
  • People who work in sales, but don't really know how to sell well
  • Small Business Owners, who need to increase their volume of business
  • People who work in sales who want to make themselves more valuable to their employer
Sales Skills Can Help Anyone

Everyone is in the business of sales whether they realise it or not!
Every time you apply for a new job, a promotion, or start a business, you must sell yourself. Increase your sales skills and you are very likely to increase your income and advance your career.

Lesson Structure

There are 12 lessons in this course:

  1. Presentation and selling
    • Personality. "Never judge a book by its cover."A wise old saying! but people who buy do make judgements especially about sales people.Dress and grooming are top priority in selling.As well you must learn how to develop a selling personality.
  2. Communication and Conversational selling
    • Learn the art of written and verbal communication in easy to understand terms.
  3. Marketing (Buyer analysis and motivation)
    • Presentation of products to consumers and motivating them to buy.
  4. Management (Hierachy)
    • Dealing with upper management; learn how to get your point across. How to be assertive and positive when dealing with your superiors.
  5. Helping the Product Sell Itself
  6. Know your product and pre planning.
    • Through observation, reading and listening get to know your products (pre planning is essential in today's complex society).
  7. Selling made as simple as A B C.
    • The procedure of selling.
  8. The Opening (getting the attention of the buyer)
    • Creating the right atmosphere for a sale to take place.
  9. Closing a Sale (overcoming objections).
    • Buyers will tend to look else where unless a salesman can close a sale in an appropriate amount of time (learn the secrets).
  10. Stress Management
    • Selling can build anxiety, and anxiety in a sales person can affect sales. Learn the art of relaxation through stress management techniques.
  11. The Law and Selling
    • Selling is subject to law; consumer protection laws, contract laws, etc. need to be understood by every sales person.
  12. Report Assessment Writing
    • Most sales people need an ability to write a condensed and accurate report on which management will comprehend and act upon.

Each lesson culminates in an assignment which is submitted to the school, marked by the school's tutors and returned to you with any relevant suggestions, comments, and if necessary, extra reading.

Aims

  • Explain the importance of first impressions and learn how to develop a selling personality.
  • Explain the art of written and verbal communication in easy to understand terms.
  • Explain how to present products to potential customers and how to motivate them to buy.
  • Explain how to communicate with your managers and superiors.
  • Explain how to help your product to sell itself.
  • Explain the importance of pre-planning, observation and listening is important in selling.
  • Explain the procedure involved in selling
  • Explain how to create the right atmosphere for a sale to take place.
  • Explain how to close a sale.
  • Identify and manage stress levels in a sales situation
  • Explain the law in relation to selling.
  • Write a condensed and accurate sales report.
Do You have the Personality to be a Salesperson?
 
There are a number of traits that assist in the creation of a natural seller:
 
Cheerfulness
Salespeople who are always cheerful (or behave that way) are most appealing to buyers.  No-one wants the company of complaining or depressing people.  Buyers certainly don’t want to hear about a salesperson’s bad day or headache.  
 
 
Strength
Knowledge and confidence give strength.  Buyers instinctively know if a salesperson is strong or not.   A stronger salesperson will be firm in standing by their company and will refuse to concede to unfair demands from the buyer.  A salespersons appearance and the way they carry themselves will also contribute to their perceived strength.  Always dress smartly and never slouch.  Remember that the buyer forms an impression of the salesperson in a matter of seconds.  Excellent grooming and coming across confidently are still signs of a good business person, and that gets the salesperson instant respect.
 
Other factors that indicate strength are:
  • Enthusiasm
  • Admitting mistakes
  • No boasting
  • Asking for advice from competent others.  (People warm to those who ask them advice).
  • Never criticizing unless it is absolutely essential.  When someone invites you to criticize, what they are usually asking for is praise (sometimes accompanied by feedback which is delivered in a positive way).
  • Judging for yourself, and not relying on others to judge for you.
 
Friendliness
Buyers can often sense whether friendliness is real or not.  A friendly personality is not about charm,  but warmth.  Other factors indicating friendliness are:
  • Remembering names and pronouncing them correctly.
  • Not trying to be funny all the time.   Constantly telling jokes becomes boring, feels forced and unreal.
  • Tactfulness
  • Giving praise
 
Sincerity
This is about being genuine.  Other factors indicating sincerity are:
  • Loyalty
  • Being a good listener
  • Looking at the person you are conversing with.  Don’t let your eyes go wandering or the person you are talking to will know you are not genuinely listening.
 
Understanding human relations is one of the very best assets a salesperson can have.  
 
 


Meet some of our academics

Sarah RedmanB.Bus (Marketing), Cert Bus.Admin Over 15 years industry experience covering marketing, PR, administration, event management and training, both in private enterprise and government; in Australia and the UK. Sarah has traveled extensively and enjoys cooking and outdoor pursuits.
Diana Cole B.A. (Hons), Dip. Horticulture, BTEC Dip. Garden Design, Diploma Chartered Institute of Personnel & Development, PTLLS (Preparing to Teach in the Life Long Learning Sector), P.D.C. In addition to the qualifications listed above, Diana holds City & Guild construction qualifications and an NPTC pesticide spraying licence (PA1/PA6). Diana runs her own landscape gardening business (Arbella Gardens). Active in many organisations including the British Trust for Conservation Volunteers.
Tracey JonesWidely published author, Psychologist, Manager and Lecturer. Over 10 years working with ACS and 25 years of industry experience. Qualifications include: B.Sc. (Hons) (Psychology), M.Soc.Sc (social work), Dip. SW (social work), PGCE (Education), PGD (Learning Disability Studies).


Check out our eBooks

Working With PeopleA job and careers guide for people who like working with people -covering everything from counselling and personnel management to marketing, health and education
Modern MarketingThis book explores new approaches to marketing, how to adapt to a continually changing world both through online marketing, and more. Some aspects of marketing never change; but many of the well established approaches used in the past simply do not work any more. This book lays a foundation for thinking about marketing in a different way
Saving a BusinessIf your business is in trouble or under performing: you must read this!
Creative WritingCreative writing is relevant for both fiction and non fiction, and in any place where you write, from business writing to technical reports and children's books. Writing that is creative will usually be more interesting, communicative and effective. Through this book you explore both how to be more creative, as well as how and where to use it.