Almost every industry is experiencing the challenges of COVID, meaning learning new skills and being adaptive and flexible are key to many businesses’ success. Ideal for salespeople, sales managers and entrepreneurs, our sales course, the Sales Skills Program, will provide you with proven sales techniques to instigate or advance a sales career.
In this online sales course, you will learn about buyer analysis and motivation, communication and conversational selling, the different types of selling personalities, marketing for sales, and strategies to close the sale. You will also gain insights into managing stress levels in a sales situation, the law in relation to selling and how to write concise and accurate sales reports.
Outcomes achieved by undertaking an online sales course include:
- Learning about presentation and selling personality
- Exploring personal style inventory, personal style inventory scoring sheet and how to interpret the personal style inventory
- Gaining an understanding of introversion-extroversion, intuition-sensing and feeling and thinking
- Studying perceiving-judging and strengths and weaknesses of the different types
- Examining implications, the selling personality and cheerfulness
- Understanding strength, friendliness and sincerity
- Attaining knowledge of communication and the types, methods and stages of communication
- Gaining insights into selling, the basic principles of public speaking and being self-consciousness
- Learning about voice,delivery and deportment and structure of speech
- Exploring the use of language, the purpose of the speech, preparation and being logical and truthful
- Gaining an understanding of marketing and product presentation, buyer motivation, structure an ad or promotion and message generation
- Studying buyer motivation, structuring an advertisement or promotion, the marketing message and message generation
- Examining message evaluation and selection, message execution, costing and how materials direct labour overheads
- Understanding marketing, concepts in market and the product concept
- Attaining knowledge of defining the target market, how to determine market segmentation, product display and what sells best
- Gaining insights into management, communications and communicating with management
- Learning how to understand the supervisory position, different ways to communicate, memo forms and telephone, fax and mobile phone
- Gaining an understanding of the link opening, motivation to buy and the curiosity, fear, gift and personal interest and opening approach
- Studying closing a sale, sales stoppers, signals the buyer is intending to make a purchase, asking for the order, closing techniques and the alternative close
- Examining the summary, fear, isolation, verbal-proof story and “influencing the mind” close
- Understanding the concession close, using a minor point to close and making rational decisions
- Attaining knowledge of heuristic procedures in decision making, stages of the decision making process, recognising a problem and seeking information
- Gaining insights into evaluating alternatives and purses and post-purchase processes
- Learning about stress management, body changes due to stress, psychological symptoms and common symptoms of stress
- Exploring whether you’re achieving your goals, getting what you want out of life, making time for yourself and the flight or fight response
- Gaining an understanding of a stress management program, methods of reducing and controlling stress, relaxation, aromatherapy and hypnosis and autogenics for stress control
- Studying exercise, straight thinking, life planning, communication and the effect of stress on health and wellbeing
- Examining nutrition, drugs and alcohol, managing your career and work satisfaction
- Gaining an understanding of report writing and types of language including informative, persuasive and imaginative language
- Studying connotation and denotation, literal and figurative language, formal and informal language and communication channels
- Examining vertical internal communication business, horizontal internal communication, clear wording and making meanings clear
- Understanding causes of confusion, ambiguity, causes of ambiguity, concise wording and condensing your writing
- Attaining knowledge of parts of speech, sentence structure and visual communication
Retail Business Turnover in Australia
As you’ll learn in this online sales course, the landscape of the retail sector has changed dramatically with the advent of COVID and will continue to change. Below are the statistics according to the Australian Bureau of Statistics from October 2021. They include national volumes for retail businesses, including store and online sales, are summarised by industry and are in seasonally adjusted terms.
Fell 0.5 per cent (-$64.0m).
Household goods retailing
Rose 4.5 per cent ($247.2m).
Clothing, footwear and personal accessory retailing
Rose 27.7 per cent ($481.7m).
Rose 22.4 per cent ($277.8m).
Rose 2.2 per cent ($106.6m).
Cafes, restaurants and takeaway food services
Rose 12.3 per cent ($412.0m).
Total online retailing sales were $4,086.4m. The value of online sales fell 3.4 percent (-$143m) in September, with lockdowns in New South Wales, Victoria and the Australian Capital Territory ending during October. This allowed consumers to shop more easily in-store for parts of the month. Online retailing turnover remains elevated despite October’s fall, with sales up 49.6 per cent ($1,355.2m) compared to May 2021 (prior to the Delta Outbreak), and 33.8 per cent ($1,031.9m) above online sales in October 2020.
Different Types of Selling That Defines Today’s Sales Landscape
An online sales course will teach you that when selling a product or service, you need to focus on communicating the main benefit of your offer to the buyer. People tend to buy things they believe will improve the quality of their lives or solve a particular problem. Some of the most common types of selling include:
Transactional selling is a simple, short-term sales strategy that focuses on making quick sales. In this type of sales model, neither the buyer nor the seller has much interest in developing a long-term relationship, but it is still a relevant approach when used in the right context. Examples include situations where the buyer wants quick, self-serve options or the organisation sells low-cost, generic products and turns a profit by selling large quantities as fast as possible.
Solution selling moves away from the transactional approach and instead focuses on selling outcomes over products and features. In this sales model, salespeople lead with a problem and use various tactics to paint a picture of how the buyer’s life will be better once they solve that problem. To be effective, a solution sales strategy must focus on building genuine connections with buyers, create unique value propositions and innovative solutions, paint a clear picture of the total business value of the solution not just the product, and align around the solution, not just the sales team, but the entire organisation.
With consultative selling, salespeople apply a consultative approach to the sales process, using a combination of market research, user data and insights from conversations with the buyer. Sellers then use those insights to craft a narrative that puts the offer in context for the buyer.
Provocation is the best way for sellers to get buyers to move past a “buy nothing” mentality by helping customers see competitive challenges in a new light, bringing a sense of urgency to solving specific problems. Similar to consultative selling, a provocation-based sales strategy aims to uncover needs and pain points through data analysis, market research and buyer interactions. However, provocative selling goes a step further and tries to capture the buyers’ attention by creating a sense of crisis by highlighting emerging opportunities and threats on the horizon.
Collaborative selling is similar to consultative selling in that the core focus is on developing relationships and understanding buyer goals and challenges. But this approach takes things to the next level and places the customer at the centre of their own narrative. Here, the buyer plays an active role in the sales process and works collaboratively with salespeople to identify and implement solutions that help them achieve high-level strategic objectives.
Social selling is about making interactions with potential customers meaningful and presenting the brand as a solution to a particular customer problem by building trust and loyalty. It requires thoughtful action including building relationships, interacting regularly, and providing value by sharing relevant content and offering feedback.
Partnership selling is an approach to sales that involves close collaboration between companies at every stage of the sale, serving customers as a partner, and helping to achieve sales goals faster. There are two main types of partnership selling — technology/integration partnerships and channel partnerships, for example, a supplier and reseller build an alliance to sell a solution to a customer.
The process of high-pressure selling or “hard selling” involves the use of psychological pressure on the buyer by the seller by appealing to their pride, fear or greed to quickly close the deal, and forcing them to make a decision to put an end to a stressful situation. Typically, this method is used by salespeople that have certain goals and get commissions.
The key of insight selling is a deeper understanding of customers in terms of establishing absolute trust and mutual understanding. This approach implies collecting key customer insights including from trend analysis, market research and sales and analytics software and using them to differentiate the solution, align benefit and value and therefore increase sales effectiveness.
Feel feel confident to pursue a career as a professional salesperson with an online sales course such as our Sales Skills Program.