Sales is something we all have to do on a regular basis, whether we realise it or not.  You must sell yourself in order to get ahead in life.  Every time you apply for a new job, a promotion, or start a business, you are selling your personality and your skills.   So invest some time in yourself and your future by learning and improving effective sales skills.

This is a twelve lesson course which develops skills in selling. Topics covered include: Sales presentation, communication skills, buyer analysis & motivation, decision making, problem solving, knowing your product, opening & closing skills, sales reports, & more.

How to Make a Sale


Effective sales skills get you everywhere. If you want to work in sales, this course is essential. If you want to stand out in interviews, and get ahead in another career, this course is an excellent way to stand ahead of the pack.

This sales skills course covers many crucial aspects of selling, and provides a great starting point for a sales or marketing career.


There are twelve lessons in this course. While some lessons may appear to only apply to products, it is just as relevant to you (think of yourself as a product and how to get people to buy it). Here are the 12 lessons outlined below:

  1. Presentation and selling.

  2. Communication and Conversational selling. Learn the art of written and verbal communication in easy to understand terms.
  3. Marketing (Buyer analysis and motivation). Presentation of products to consumers and motivating them to buy.
  4. Management (Hierarchy). Dealing with upper management; learn how to get your point across. How to be assertive and positive when dealing with your superiors.
  5. Helping the Product Sell Itself
  6. Know your product and pre-planning. Through observation, reading and listening get to know your products (pre-planning is essential in today's complex society).
  7. Selling made as simple as A B C. The procedure of selling.
  8. "The Opening" (getting the attention of the buyer). Creating the right atmosphere for a sale to take place.
  9. "Closing a Sale" (overcoming objections). Buyers will tend to look else where unless a salesman can close a sale in an appropriate amount of time (learn the secrets).
  10. "Stress Management." Learn the art of relaxation through stress management techniques.
  11. The Law and Selling
  12. Report Assessment Writing. The majority of sales persons need to have the ability and skill to write a condensed and accurate report on which management will comprehend and act upon.

: 100 Hours (Nominal Duration).


  • Explain the importance of first impressions and learn how to develop a selling personality.
  • Explain the art of written and verbal communication in easy to understand terms.
  • Explain how to present products to potential customers and how to motivate them to buy.
  • Explain how to communicate with your managers and superiors.
  • Explain how to help your product to sell itself.
  • Explain the importance of pre-planning, observation and listening is important in selling.
  • Explain the procedure involved in selling
  • Explain how to create the right atmosphere for a sale to take place.
  • Explain how to close a sale.
  • Identify and manage stress levels in a sales situation
  • Explain the law in relation to selling.
  • Write a condensed and accurate sales report.

Nature and Scope of Selling

As a sales person you need to understand that you and you customer will have different perceptions of the communication that is taking place. This is because your customer has different experiences and perceptions than you. So you must align your message to your customer.

Selling is the art of persuasion: helping people to buy what you want because they want to. The buyer must truly believe that the product they are about to buy is the best one for their purpose. A buyer likes to feel they are making their own decision. It makes them nervous if they feel there is an attempt to make them take a particular line of action.

Conversational selling is recognised as the finest form of salesmanship. It is the gentle art of giving other people your own way: the most effective way of one person influencing the mind of another.

Communication is not always one-on-one. Sometimes a salesperson will be required to address a group of people in a more formal sales situation. Making a sales presentation to a group of people is often more difficult than a one-to-one interaction. This is because as a sales person you may feel nervous when addressing a group of people, rather than just an individual. Another important consideration is that you need to persuade not just one person, but a group of people, each with their own and differing perceptions and experiences.

Conversational selling is dependent on the understanding and practice of excellent communication skills.

Why Do People Buy Things?

There are obvious reasons why people spend their money; such as the routine essentials for daily living, like housing, food and clothing. After that, there can be discretionary items such as entertainment, holidays and luxuries that attract further spending.
Sometimes the choice of where to buy is largely influenced by the fact that a shop or service provider is closer than the competition; but sometimes there are choices.
When there's a choice; buying decisions can be strongly influenced by other things such as family and friends or culture.

Consider the Influence of Family
During our childhood our family has a huge impact on our values, beliefs, attitudes and behaviours. Among other things, this influences our consumer behaviour. Different families have different cultures around their purchasing. Here are some examples of different families perspectives:
  • Keeping up with the “Jones”… having a desire to have everything that neighbours or friends have.
  • Valuing high quality goods so they last longer.
  • Purchasing popular brands to uphold an image.
  • Purchasing second hand goods to preserve the environment.
  • Choosing low price goods to save money.
  • “Everything in moderation” – only buying what is absolutely necessary.

There are many other cultures around money that a family may develop, but hopefully this gives you an idea. If a child is brought up in a household with a particular culture, it is likely that this is the culture that the child will develop into adulthood, which will have a big impact on their spending habits. 

Another aspect to consider under family influences is the role an individual plays within their family. Traditionally, the mother was responsible for food, clothes and household items, and the father was responsible for providing the money, and possibly the bigger item purchases (car, house, etc). A child would predominantly learn about what to buy from being taken on shopping trips with their mother. However these days roles are more blurred, with the majority of couples sharing financial and domestic responsibilities. 

During the purchasing process there are a number of roles that may be taken by a family member:

  • Initiator – the person initiating the purchase
  • Influencer – the person that provides informs and persuades about what to buy
  • Decider – the person with the authority to make a decision by themselves
  • Buyer – the person that actually makes the purchase
  • User – The consumer of whatever is purchased
  • Gatekeeper – usually attached to one of the other roles, the gatekeeper allows or prevents other members of the family to receive information. 


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