Effective Sales

This course is accredited by the Services Seta and material covers unit standard 10047 at NQF level 5 with 5 credits.

Course Duration: 2 Days

The aim of this course is to become a super salesperson. When you have completed this course you will be able to define the key concepts associated with Selling and you will be able to:

  • Identify the main obstacles that can block sales
  • Understand the nature of selling viewed as a Process
  • Understand a range of sales techniques from preparing a proposal through to closing the sale
  • Use these techniques to build an effective sales process for your service
  • Explain the benefits of having an effective sales process that can be used consistently to deliver better sales results
Course Duration: 2 Days

By the end of the course, participants should be able to:

  • Describe methods for establishing customer trends and types
  • Understand the business context and potential sales barriers
  • Identify opportunities for sales development
  • Plan objectives and set sales goals
  • Understand fundamental communication strategies with clients
  • Encourage staff participation and monitor sales progress
  • Request feedback from customers and respond proactively
  • Evaluate effectiveness of sales development and adjust activities
  • Maximize sales potential by planning, implementing and evaluating sales
  • Recognise the link between sales and "marketing"
  • Discover how to use low-cost publicity to get your name known
  • Apply personal selling skills to sell products or services
  • Apply closing techniques to sell products or services
Course Duration: 2 Days
  • Understanding your company's mission & vision
  • Determining your personal vision
  • Effective Marketing practices
  • The 4 - P's of Marketing
  • The Marketing plan
  • Advertising
  • Customer-driven Marketing and Sales
  • Customers - our lifeblood
  • Competencies of effective sales people
  • Defining your client base
  • Goal setting for sales
  • Effective Time Management
  • Administration - Paperwork & Record keeping
  • Selling in a recession
  • The communication process
  • The role of listening in sales
  • Personal organization
  • Up selling
  • Selling in a Recession
  • Negotiation Skills
  • After-sales Service

Behaviours needed for sales persons

  • Reject Rejection
  • Some will, some won't, so what
  • Developing resilience for sales people
  • Persistence and determination

Identifying the Reasons Why Clients Don't Buy! 

  • No Trust
  • No Hurry
  • No Money
  • No Need
  • No Want or Value
  • No Understanding
  • No Courage to commit

Closing the Sale

  • Overcoming each reason so as to close the sale
  • Comprehensive techniques for closing the sale