About the course

This course focuses on how you will know when a customer is ready to conduct business, how to approach the customer for information and discuss solutions with the customer when understanding theneed of the customer. It covers the full sales cycle from prospecting to closing and servicing the
customers.

A different approach in identifying the correct people for the sales job. We look at an extreme makeover of the before and after of every sales person. Going from mediocre to magnificent by using
the right ‘make-up’!

Key outcomes

• The skills and qualities of a professional salesperson
• Common challenges in the sales environment
• Understanding the need of the customer
• Prospecting
• Making the appointment
• Closing Techniques
• Implementing the customer account
• Handling Objections
• Servicing the customer account
• OISTER principle

Ideal candidate

Any person who is responsible for the sales function in his department. Client interfacing staff will also benefit from this as it covers the entire sales & servicing cycle

Duration

2 days

Unit Standards

114824 - Conduct sales Level 4 Credits 4

Course Code: OIS