Cross-cutting

Sales Skills

Personal Development

45 hours

Introduction

The sale is an activity that requires specific skills in order to succeed in the market. The ultimate aim of the sales activity is to attract customers; to do this, it is necessary to understand the sales process, communication and persuasion techniques, as well as the most relevant factors affecting consumer psychology. With this training programme in Sales Skills The course will provide the knowledge required to understand the business environment, psychological factors relating to the consumer, purchasing, decision-making by the customer and the salesperson, and the impact on the other party, communication, the building trust, argumentation techniques, the value proposition, the sales process and the merchandising and marketing.

Objectives

To know the business environment in which the salesperson and the customer interact.
Identify the different psychological variables consumer.
Learn about the purchase and the decision-making the customer’s.
Knowing how to to persuade and convince to the customer.

TEACHING UNIT 1. THE BUSINESS ENVIRONMENT.

Introduction
The salesperson
The client

TEACHING UNIT 2. PSYCHOLOGICAL VARIABLES OF THE CONSUMER.

The Psychology of Selling
Customers’ reasons for buying

TEACHING UNIT 3. THE PURCHASE: CUSTOMER DECISION-MAKING.

The purchase, the customer’s decision-making process
Identifying customers’ needs and expectations

TEACHING UNIT 4. THE SALESPERSON AND THEIR IMPACT ON OTHERS: PERSUADING AND CONVINCING.

The salesperson and their influence on others: persuading and convincing
The sales interview

TEACHING UNIT 5. COMMUNICATION

Communication
Communication difficulties
Levels of communication
Attitudes and techniques that promote communication
Conclusion

TEACHING UNIT 6. BUILDING TRUST.

Building trust

TEACHING UNIT 7. ARGUMENTATION TECHNIQUES.

Key points to bear in mind for an effective sale
Theories on closing a sale
Stages
Techniques for developing a sales pitch

TEACHING UNIT 8. THE VALUE PROPOSITION.

Competitor analysis
Leading the negotiations
Progress of the negotiations
The difference between competition and cooperation
A win-win situation
Being creative with alternatives
The criteria for an effective agreement

TEACHING UNIT 9. THE SALES PROCESS.

Preparing for the visit
Stages of the sales process and commercial negotiation
End of the sale
Sales follow-up

TEACHING UNIT 10. MERCHANDISING AND MARKETING.

Merchandising
Point-of-sale layout
Guerrilla marketing
Viral marketing