Centre for Continuing Education

Effective Sales Techniques Course

Sales & Customer Service. Make happy customers.

Learn sales & service techniques the smart way with Sales & Customer Service courses at CCE, the University of Sydney.

Effective Sales Techniques Course increases your chances of obtaining sales and revenue success. This sales techniques course reduces the uncertainty of the selling process and provides robust skills for selling effectively across a range of business situations. The sales course initially focuses on communication skills and flows on to a range of proven techniques to tailor to your individual style.

You will learn how to prospect, engage the customer, deliver the sales proposition by focusing on features and benefits, overcome objections and close the sale. Once you attend this sales course, you will be able to readily apply your new skills on the job. The Effective Sales Techniques training course will transform your sales capability, give you stronger sales results as well as an immediate return on your sales training investment.

The modern paradigm of selling will form the basis of this course’s structure. If you are new to sales, then this will provide a firm foundation for the development of your skills. If you are experienced in sales, then this paradigm will assist in building on your current practices.

This course is designed to strengthen your sales performance, whether you are new to sales or an experienced professional. The robust, best practice sales process outlined in this course is applicable across all sectors.

Objectives

These objectives include:

  • Gaining proficiency in a rigorous sales process that will support you across each of your sales challenges.
  • Ways of qualifying your customer and ensuring you are truly reaching the decision-makers.
  • How to partner with your customer to assist in achieving their outcomes. Build trust by asking the right questions, listening and identifying how best to meet the customer’s needs.
  • Discerning the importance of selling based on emotions and benefits, rather than functionality and attributes
  • How to solicit and handle objections effectively.
  • Ways of closing the sale and generating additional business through loyalty and referrals.
  • Ensuring that throughout the sales process, that there is adherence to ethical guidelines and corporate social responsibility.

Outcomes

Upon successful completion of this course, participants should be able to:

  1. Follow a sales process that is evidence-based for delivering successful outcomes.
  2. Sell whilst being adherent to ethical guidelines and corporate social responsibility.
  3. Ensure their sales time is spent where there is greatest potential for achieving required results.
  4. Listen for customer needs, both business-oriented and emotional.
  5. Provide a sales solution that builds trust and confidence from their customer.
  6. Overcome objections and close the sale.
  7. Generate referrals and repeat business, rather than relying solely on cold calling.

Content

The modern sales paradigm

How to work with the customer to deliver against their needs, rather than selling “at” the customer. Building rapport, asking good questions and listening for both business and emotional needs.

An overview of ethics, thereby ensuring that there is an ethical approach to your sales effort, that is consistent with corporate social responsibility.

Qualifying the customer and identifying decision makers/ key influencers

Determine where the customer is in their buying cycle and that you are truly selling to a decision-maker. When dealing with influencers, gain their support and ensure there are no “hidden” stakeholders that could veto the buying decision. Understand how to probe effectively.

Delivering features, advantages and benefit against the customer’s / buyer’s needs

The importance of delivering emotional benefits with strong functional underpinnings and advantages will be addressed.

How to solicit and overcome objections

Before closing a sale. it is useful to solicit any objections. This can be achieved by asking the customer whether there is anything preventing them from purchasing, based on the benefits presented (in other words, asking a ‘trial close’). If an objection is raised, then we need to ask good questions to ensure the basis for the objection is fully addressed. This course will help you use a ‘trial close’, then answer common objections.

Closing the sale

Not closing the sale is one of the most common mistakes in selling. We will examine a range of different approaches for closing, then following up to build loyalty and asking for referrals.

Intended Audience

This course is suitable for anyone involved in the sales process, whether this is for goods, services or in the not-for-profit-profit sector. You may be a sales manager or a sales executive selling to external customers/ buyers or “selling” to internal stakeholders. This course is designed to meet your needs, regardless of the sector you are in or the position you hold.

Delivery Style

Coursework consists of mini-lectures, followed by practial exercises. These exercises include role-plays, paired discussions and group work based on case studies. There will be also an opportunity towards the end of the day, to volunteer your own sales scenario for building up an action plan based on input from the entire class.

Features

  • Expert trainers
  • Central locations
  • Small class sizes
  • Free, expert advice
  • Student materials – yours to keep
  • Statement of completion

What others say.

  • This course provided a valuable sales framework with exposure to people from all types of industries. Highly recommended.

  • A great learning day, venue easy to find and our tutor was excellent... moving the class through the course quickly, interestingly and covering a lot of ground. I met some interesting people, heard about their challenges and got some great feedback on how to approach mine. I would be interested in other courses you have at this venue, covering similar topics.

  • When I talked to colleagues about what I had learnt, they couldn’t believe that this was only a day course. There was a lot of information packed in and it was a great general overview.

  • I found the information very interesting and the presenter made me think of different ways to improve the way I can work with my customers. I think the course would be helpful to sales people in a range of different fields.

  • The tutor was excellent in identifying early, the mix of experienced and inexperienced participants and delivering a non-intimidating session. It was great interacting with such a diverse range of industries, appreciating each of us has a unique challenge.

$478 Limited GST free
Effective Sales Techniques Course

<p>{block name:“Course Tagline - Sales & Customer Service”}</p><p>Effective Sales Techniques Course increases your chances of obtaining sales and revenue success. This sales techniques course reduces

...
$526 Limited GST free
Effective Sales Techniques Course

<p>{block name:“Course Tagline - Sales & Customer Service”}</p><p>Effective Sales Techniques Course increases your chances of obtaining sales and revenue success. This sales techniques course reduces

...
$526 Limited GST free
Effective Sales Techniques Course

<p>{block name:“Course Tagline - Sales & Customer Service”}</p><p>Effective Sales Techniques Course increases your chances of obtaining sales and revenue success. This sales techniques course reduces

...
$526 Limited GST free
Effective Sales Techniques Course

<p>{block name:“Course Tagline - Sales & Customer Service”}</p><p>Effective Sales Techniques Course increases your chances of obtaining sales and revenue success. This sales techniques course reduces

...
$526 Limited GST free
Effective Sales Techniques Course

<p>{block name:“Course Tagline - Sales & Customer Service”}</p><p>Effective Sales Techniques Course increases your chances of obtaining sales and revenue success. This sales techniques course reduces

...
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