Effective Selling Strategies
Organisations that have well trained sales people benefit through increased sales,
better client relationships, improved market share and additional profit.
Effective Selling Strategies – Certificate III in
Business (Sales) focuses on:
- Locating new customers, clients and markets
- Understanding how to approach prospective customers and markets
- Delivering presentations that work
- Analysing the psychology of why people buy
- Developing customer and client relationships
- Overcoming stalls and objections in aprofessional manner
- Using self management tools, tracking procedures and measurement techniques to be a highly effective and productive salesperson
- Creating ongoing orders
- Improving the returns from existing clients
- Capitalising on added value approaches
- Occupational Health & Safety in the workplace
MODULE CONTENT
Overview Meeting
- What is Success?
- Developing Potential Workplace Goals
- Self Evaluation Exercise
- Introduction to the Online Learning Module for Occupational Health & Safety
One - Defining Your Target Market
- The Power of Target Marketing
- Determining the Needs and Requirements of Your Target Market
- Prospecting Attitudes and Activities
- Methods of Prospecting
- How Value Added Service Fits In
- Prospecting Attitudes and Activities
Two - Approaches That Sell
- What is the Approach?
- Pre-Approach Communication
- The Telephone and Other Approaches
- Principles for Requesting Sales Interviews
Three - The Sales Interview
- Why Have a Planned Interview Process?
- The Nine Step Interview Process
- Preparation for the Interview
- Focusing on the Prospect’s Self-Interest
- Ensuring Favourable Conditions
Four - Mid-Term Review
- Assessment of Progress
- Capitalising on Key Learnings
- Development of My Daily Work Organiser
- Documentation of Measurable Results
- The Key Relationships
- Communication Styles
Five - Discovering Prime Buying Motives
- What Prospects Want and Why
- Know Your Prospects
- The Power of Probing Questions
- Effective Questioning Techniques
- Listening Pays Off!
Six - How to Close Sales
- Recognising Buying Signals
- Selecting the Right Method
- Steps to Mastering Closing Techniques
- Don’t Buy Back Your Sale!
- Becoming a Closing Expert
- Asking for Referrals
Seven - Overcoming Stalls And
Objections
- Handling Stalls
- Objections as Buying Signals
- Handling Objections
- Disagree Without Being Disagreeable
Maintain Workplace Safety -
Competency Unit BSBCMN311A
- Assist Incorporation of OH&S Policy and
Procedures into the Work Team
- Support Participative Arrangements for the
Management of OH&S
- Support the Organisation’s Procedures for
Providing OH&S Training
- Participate in Identifying Hazards and Assessing
and Controlling Risks for the Work Area
Graduation
- Presentation of Results
- Awarding of Certificates and/or Statements of Attainment
Competencies incorporated in the Certificate III in Business (Sales):
BSBCMN203A Communicate in the Workplace
BSBCMN301A Exercise Initiative in a Business Environment
BSBCMN302A Organise Personal Work Priorities
and Development
BSBCMN304A Contribute to Personal Skill Development and Learning
BSBCMN309A Recommend Products and Services
BSBCMN310A Deliver and Monitor a Service to Customers
BSBCMN311A Maintain Workplace Safety
BSBSLS301A Develop Product Knowledge
BSBSLS302A Identify Sales Prospects
BSBSLS303A Present a Sales Solution
BSBSLS304A Secure Prospect Commitment
BSBSLS306A Self Manage Sales Performance
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