“Make a customer, not a sale.” – Katherine Barchetti
Have you ever heard of the saying “He/she could sell ice to an eskimo”?
Have you ever felt like sales is reserved for those with the gift of the gab?
Fear not, in this module you will learn the science behind sales in a practical manner that you will immediately be able to implement into your business.
PURPOSE OF THE MODULE
“Good sales people are not born. They are trained “ – Dave Kurlan. Sales like most things in business is a skill and not this mysterious god given gift reserved for the elite of the business world. In this module we aim to debunk the myth and mystery of sales. Sales is the lifeblood of any business and with the Covid-19 pandemic resulting in most businesses worldwide cutting costs, the ability to sell has never been more important for any business to survive leave alone thrive.
MODULE LEARNING OUTCOMES
At the end of this module you, the entrepreneur, should be able to:
Below are some key concepts that will be mentioned throughout the course of this module
|The better you sell, the better you earn. The better you earn the better you live. If you cannot sell, then you cannot live. Therefore, sales is a life skills
|ASKING VS. TELLING
|Most people believe that SELLING =TELLING this couldn’t be further from the truth. The secret to becoming great at sales is your ability to ask questions, more importantly the right questions
|THE RELATIONSHIP TRIANGLE
|The relationship triangle allows anyone to methodically build rapport and find common ground with anyone in a short space of time
|THE POWER OF FOLLOWING UP
|80% of sales are made on the 5th – 12th contact. This is key to ensuring sales are made with new clients
|Most “No’s” aren’t really No’s but objections. Your ability to handle objections will enable you to turn a clients no into a yes
The framework of this module is visually represented below:
The structure for this module will comprise of the following: