Name: Professional Selling Skills
Price: 19.00 GBP
Availability: InStock

What you'll learn

Introduction to professional selling
The professional selling skill set
Listen and know your FAB (Skill Set)
Handle objections and close the sale (Skill Set)
Exercises & tools

Course content

10 sessions · 118 lessons · ~5 hours · first 2 lessons free

▶Day 12 lessons

▶What this module coversFree12 min
▶Activity: The Perfect Sales Person (30 Minutes) – Attitude, Skills, and KnowledgeFree2 min

▶Introduction to professional selling10 lessons

▶Activity: Controlling a Conversation (5 Minutes)2 min
▶Using the Power of Questions – Open vs. Closed Ended Questions2 min
▶Importance of Questions Exercise – Battleship (30 Minutes)2 min
▶Getting Customers Talking2 min
▶OPEN Question Selling Technique5 min
▶Operational Questions3 min
▶Probing Questions6 min
▶Make the point: Now you have uncovered with your probing questions a couple of dissatisfactions that a customer has, and you are feeling great. You would think that now would be the perfect time to jump in with your solution and close the sale. Actually, this is not the best way to advance the sale.5 min
▶Nail Down Questions5 min
▶Recap and Summary: Your customers buy because they have needs. If there's no need, there's no sale. A big part of being a professional sales person is to identify, develop, and satisfy the needs of your customers. The clearer you make their needs, the more likely you will hit the nail on the head and make a sale.2 min

▶Module 1: The professional selling skill set15 lessons

▶The Importance of Listening9 min
▶Knowing Your FAB – Features, Advantages, and Benefits4 min
▶FAB - Features, Advantages, Benefits Technique2 min
▶Activity: Features, Advantages, and Benefits (10 Minutes)2 min
▶FTB Transition Technique: Features, Transition, and Benefits.2 min
▶Activity: PITCH with FAB – (20 minutes)2 min
▶Identify Customer's Decision Criteria2 min
▶The Professional Selling Skill Set2 min
▶Activity: Controlling a Conversation2 min
▶Begin to uncover his/her initial reasons for coming in2 min
▶Hot Needs and Warm Needs2 min
▶Examples of Probing Questions2 min
▶Effect Questions2 min
▶There are two great benefits from asking good effect questions2 min
▶Good effect questions are usually about2 min

▶Module 2: Listen and know your FAB (Skill Set)15 lessons

▶Types of Objections3 min
▶APAC Objections Handling Model6 min
▶Answering Objections3 min
▶Handling the Price Objection2 min
▶Closing the Sale7 min
▶Cross and Up-Selling4 min
▶Are you thinking about your answer rather than listening?2 min
▶How to listen better?2 min
▶Does he/she appear relaxed?2 min
▶A benefit describes what a product/service does for2 min
▶To make this clear to you, remember to use link statements2 min
▶And provide the benefit2 min
▶In the FAB acronym, the letters represent the following ideas2 min
▶Activity: 10 Minutes2 min
▶Pitch with FAB2 min

▶Day 21 lesson

▶Having the Right State of Mind to Sell2 min

▶Module 3: Handle objections and close the sale (Skill Set)12 lessons

▶Selling to Different Buyer Types2 min
▶Types of Buyers We Deal With5 min
▶Meet Joe Girard, The World's Greatest Retail Salesman6 min
▶Leaving No Stone Unturned2 min
▶Handle Objections and Close the Sale2 min
▶Or maybe because the2 min
▶Need2 min
▶Examples2 min
▶Features2 min
▶Time2 min
▶Nine Closing Techniques2 min
▶Would you prefer the green or the red?2 min

▶Part 78 lessons

▶Overview2 min
▶Student Workbook2 min
▶Professional Selling2 min
▶What Is Professional Selling?2 min
▶The best salespeople present information when they fully2 min
▶Also, consider the twin forces motivating all human behavior: the need2 min
▶The positive consequences are the pleasure people gain by buying2 min
▶Ethical Selling2 min

▶Module 46 lessons

▶The Professional Selling Mind Set2 min
▶Right State of Mind to Sell2 min
▶The difference between success and failure in selling comes down to2 min
▶Envisioning your future success and then behaving as though you’ve2 min
▶Why should you know your stuff?2 min
▶Products and Services Quiz2 min

▶Module 517 lessons

▶Follow-Up2 min
▶Understanding Personality Styles will help you understand your style of2 min
▶Expressive2 min
▶When I see chocolate2 min
▶After assigning numbers to all the answers, place2 min
▶The Assertive Scale2 min
▶The Sociability Scale2 min
▶Influencing the Driver2 min
▶Influencing the Analytical2 min
▶Influencing the Amiable2 min
▶Influencing the Expressive2 min
▶Analytical Buyers2 min
▶Amiable Buyers2 min
▶Each Type of Buyer?2 min
▶Value of Sales2 min
▶Professional sales persons understand that the true value of2 min
▶Personal Action Plan2 min

▶Exercises & tools32 lessons

▶Understanding Customers Personality types Module2 min
▶Give options within boundaries, then let them decide2 min
▶Be accurate with details2 min
▶Quick2 min
▶What is the impact of losing your back up files?2 min
▶How important is it that your remote sites have mobile access?2 min
▶What other departments will benefit from access to the internet?2 min
▶What is the effect of reducing your sales force?2 min
▶Mr. John, how many manufacturing plants you have?2 min
▶Do you also manufacture TVs?2 min
▶Do you have local competitors?2 min
▶Do you have any problem with your invoices?2 min
▶How do you handle customer complains?2 min
▶Are you facing an increase in your monthly bill?2 min
▶Do you have any trouble meeting with the new regulations?2 min
▶Are you happy with your current mobile coverage?2 min
▶Do you have problems with resetting your modems?2 min
▶How much additional cost due to new regulations?2 min
▶Do you have difficulties in synchronizing your Blackberries with Outlook?2 min
▶What is the consequence of losing your back up files?2 min
▶Are you satisfied with your network coverage?2 min
▶What is the risk if network fails in your remote site?2 min
▶Do you have issues with the USB modem price?2 min
▶What is the effect of reducing your phone bills?2 min
▶Do you travel a lot ?2 min
▶I need a new billing system2 min
▶I am not happy with current network coverage2 min
▶We are facing shortage of cash to finance new plants expansions2 min
▶I am concerned about getting the sales reports on time2 min
▶Our employees are not motivated2 min
▶I would like a corporate deal for all those USBs2 min
▶I need a new phone2 min

About this course

A practical Business Nous course in the Sell More track.

Every lesson is written out in full — this is the complete course, not a summary. You read it, watch the narrated video, and do the exercise against your own business. The workbook is yours to download, print and keep. Finish the lessons and you earn a Business Nous certificate.

Who it's for

Small business owners, managers and ambitious employees who want practical know-how rather than academic theory. No prior study is needed — start where you are and work at your own pace.

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