Award Level 4 Sales Skills Fundamentals

TOTAL QUALIFICATION TIME

26 HOURS

EXAM CODE

Pre/Mid and Post Assessment (Local Achievement)

NQF LEVEL

4

COURSE DESCRIPTION

The Sales Professional Program ensures a thorough understanding & importance of the sales process by using a consultative approach and building on customer relationships, while enabling one to become more professional & successful in a sales role in line with today’s need for this type of approach.

At the end of the program participants would have gained a full understanding of both the buying & selling processes including the importance of being well organized.

LEARNING OUTCOMES

COURSE OUTLINE

Part A

• What makes a Successful Sales Person? Attributes/ Skills
• Key Activities for a Sales Professional: Plan, Prospect, Sell, Administration
• Poor/Successful Sales Personnel-The Difference!
• What keeps one Motivated
• Customer Cycle-Present, Potential, and Lost Customers
• What makes someone buy from a particular Salesperson/Company? Relationship! 

Part B

Solution Selling-The Selling Process! Step1-Preparation:

• Self-Preparation
• Account Preparation
• (Segmentation, Prioritizing, Account Strategy)
• Market/Competition/Industry Information
• Sales Tools

Step 2-Approach:

• Telephone/ Premise
• Understanding Customer behavior
• (An elaborate exercise).
• Identifying different Customers/Buyer types
• Managing difficult people/sensitive situations

Step 3-Factfinding:

• Building Rapport
• Investigating-Understanding your Buyers
• Needs- The most important stage! Why?
• Using the C.O.R.K. Questioning Model
• (Circumstance, Obstacles, Repercussion & Key for Solution Questions)
• *Circumstance Questions (Background about Business & Situation)
• *Obstacles Questions
• (Problems, Dissatisfactions, Difficulties)
• *Repercussion Questions (Effects, Implications or Consequences)
• *Key for Solution Questions
• (Value, Helpfulness, Usefulness of Solution)
• Uncovering: Current/ Desired/ Barriers
• Current/ Future /long term plans
• Developing Listening Skills/ Note Taking
• Demonstrating Capability

Step 4-Proving Value & Recommendation:

• Introduce relevant service features
• Show benefit of features / Difference between features/benefits
• Importance of Selling Benefits-Selling benefits! -FAB Differentiation Grid!
• Handling different Customer Objections/
• Concerns
• Handling the Price Objection

Step 5-Close:

• What prevents us from closing?
• Closing/ Negotiating/ Gaining a Commitment
• Monitoring Pipeline & Closing Gaps)
• Showing how you can help/ Being Consultative in your approach (A shift from Persuading to Understanding!) 

Part C

• Customer Service/ Follow up/ Referrals etc
• Understanding the ‘LIFE TIME VALUE’ of your Customer!
• Understanding the C.A.R.E Principle!
• Action Plan

Part D

• A few important videos would be shown to reiterate the above principles
• Several exercises
• Role Plays (Mock calls to build confidence)

COURSE FORMAT & MATRIX

The taught instructor-led course will be a suitable mix of lectures, tutorials, workshops, case studies, videos and hands on practical exercises. Delegates will be given immediate opportunities to apply what they have learned with real life problems and case studies. A comprehensive course workbook is at the core of this course and delegates will also be guided through additional material in the instructor-led sessions.

PREREQUISITES

Prerequisites for the course include a basic understanding of sales principles and techniques or relevant work experience in a sales or business development environment. Preferably at least a diploma holder in a relevant field and/or equivalent or is planning a career profession related to Sales. The course requires an intermediate to advance level of proficiency in the English language.

CAREER PROGRESSION AND LEARNING PATHWAY