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205: Introduction to Selling
Program Overview
Every organisation needs to ‘sell’ in order to succeed. Despite this there are often people who say “I hate selling”. This program introduces participants to the principles of selling in a way that removes the anxiety felt by non-salespeople of being high pressure or manipulative.
Participants learn to see selling as a ‘giving process’ rather than a ‘taking process’ and they increase their skill and comfort at selling their organisation’s products and services.
Designed for
Non-salespeople or those new to selling who are required to promote their organisation and sell their products and services. Also suited to people who fall into the “I hate selling” mindset.
Content
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Why do some people hate selling?
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Why are some salespeople disliked?
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Why is the world full of people who sell things?
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Features vs benefits
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Sales techniques that build rather than destroy relationships
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Listening skills
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Questioning techniques
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Solving a problem rather than selling
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Value vs price.
Learning Outcomes
As a result of attending this program, participants should be able to:
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Describe the benefits of developing a sales oriented culture in organisations
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Support selling as a positive behaviour for employees
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Distinguish between features and benefits
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Use some non-manipulative sales techniques
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Promote products and services based on value rather than price.
Nationally Recognised
Yes
Residential
No
Competency Standards
Miscellaneous Information
This program can be linked to
Certificate IV in Business.
Note: Additional Assessment Fee applies. Please refer to
Assessment Fees page.
Duration
1 day
*AIM Open Learning Programs are GST free, however GST applies to the catering component and is included in the fee.
Fees
| Professional Member: | $470.00 |
| Affiliate Member: | $565.00 |
| Corporate Member: | $470.00 |
| Public: | $565.00 |
Dates