Essential Sales Skills for Beginners - or Refreshers
- 1.5 hours on-demand video
- 10 articles
- 7 downloadable resources
- Full lifetime access
- Access on mobile and TV
- Certificate of Completion
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- You'll get an overview of the necessary sales skills needed to get you started in sales.
- You'll understand what it takes to sell a product - from client targeting and acquisition to after-sales services.
- You'll learn how to build long lasting client relationships with your clients and not only a one time sales.
- You will learn the sales skills needed to become a great seller - with practice, practice. practice.
- You will not only learn the essential sales-skills (that can also be used for B2B Sales) but also get the right mindset for sales.
- Sales people are made - not born. Just like lawyers, Designers etc.
- Sales and selling can be fun!
- Students need to have a product / service they want to sell.
- Students should have a piece of paper and a pen ready to perform the exercises immediately. As long as the impressions are fresh.
- Students need a laptop or a computer, internet access and a speaker function to listen to the videos.
Hello there and welcome to "Essential Sales Skills for Beginners - or Refreshers"! Lovely to meet you - e-virtually at least :)
Thanks for taking the time to checking out this sales course! My name is Stephanie Bosch and I'm a sales person myself with more than 10 years sales experiences in various industries and roles (Banking, Management Consulting, Recruiting, Luxury Retail, Entrepreneurship). I have B2C sales experience (sales to customers) as well as Business to Business sales experience (B2B sales and Business Development). In this essential sales skills course I will share with you sales tips so you will learn the essential sales skills needed to get started in sales. Actually, there is not too much of a "magic pill" in sales - every so often even most experienced sales people need to go back to the sales basics and freshen up their sales skills. Therefore this sales course can easily be used to fresh up your sales skills - even when you are already a sales person.
Main target group for this sales course are new sales people though who'd like to learn the essential sales skills. This sales course is NOT FOR EXPERTS who are looking to advanced their already existing sales skills! :)
What are you going to learn?
Get the right sales mindset to successfully sell to your clients - start solving problems and build long-lasting client relationship
How do you prepare for your sales visits at your clients
Client interaction - how can you uncover your customers needs and solve problems for your client by using your sales skills and empathy
Learn how to sell.
Learn how to handle objections in a sale
How to close the sales
After sales and keeping in touch with your customer
This sales course. This means my goal is to support you in becoming more confident in you as a sales person and in the use of your sales skills to close more sales.
This sales course won't deliver on the "hard selling" philosophy as this is not something I live.
This sales course does rather focus on how to build long-lasting, fruit-able relationships with your clients. Obviously, I love to close a sale and sell - not by pushing it though. I'd rather solve problems, deliver great service and add value to my client relationships. This way I can build trust and rapport and form sales relationships that are relevant for a long time. This course was created with exactly this mindset.
There are a couple of preview videos which you can access for free. Please feel free to check them out to see whether you like this sales course, my teaching style etc. Below are also some student reviews.
I'd love to see you in this sales course :-) Please note, the course has also a 30 day money back guarantee - so no risk or strings attached for you. Like it and keep it or dislike it and toss it.
Thanks a mil for taking the time to checking out this essential sales skills course,
What others say about this essential sales skills course:
Great and powerful course in teaching the basics and the details of selling. The course teaches you how to become a great in the sales process and even if you have no experience. The course talks about mindset and attitudes that you can use in-order for you to be successful in sales. Thank you so much :D
A great short course to learn the basics in Sales. I liked the short sequences covering different major topics - gives a solid overview about the key facts and skills to start your first experience in Sales!
The course delivered exactly what it promised - basics in Sales from research until the finished sales deal, with great and helpful tips regarding each step during the sales process. Would definitely recommend it to anyone interested in Sales and new to the field to get a good overview and some helpful little tipps to sell succesfully.
Overall she is amazing at explaining things thoroughly. I was someone who didn't have a clue about sales and well I know my stuff now! This course is super effective at guiding you through the process of making a sale and how to present yourself and your company as a whole when it comes to making sales. My only complaint would just be that the videos need a little bit better editing just because there were a few videos that just simply cut off towards the end but besides the point. Snag yourself this course if you're a beginner like me, it will help you out tremendously!
The presentation has been extra ordinary and picks the points that really a sales person should know.
Concise, valuable, to the point! A good course for beginners like me who wants to learn sales! Thank You, Stephanie!
I found the speaker clear in the description with a great plan from prospecting, to closing the deal (and after). As a beginner, I learnt some tips and tricks. (I'm a consultant guy going to presales world). What could be improved ? Well, I assume I would be happy to have a recap like a timeline or something and on each step the 2/3 advices. I recommand this course.
Nicely presented and interesting. However, some visualisation would be even better. Now we only see the teacher, no graphics or text slides. Apart from some parts that are to be read, this could just be an audio book. In fact this is the way I used most of the later videos, just listening.
- This course is an introduction course to the basics of selling. Therefore students will come ideally from a non-sales background and are keen to learn the basics of sales.
- This is a basic sales course. This course is not for students with a lot of sales experience.
- Equally this course is suitable for everyone who wants to freshen up their daily sales routines.
- This course is for people who do not consider themselves (born) sales people but want to solve problems for their clients.
When going in for a sales it's important to have a clear vision what you want to achieve and to also understand what your customer is most interested in to achieve.
Potential customer goals could be:
- A problem to be solved
- A need to be fulfilled
- Reducing "pain" - negative emotions like boredom, fear etc.
- Security seeking
Can you think of any others? Do you know any goals your customers had when coming to your shop / web page etc.?
What are your goals?
Do you have given KPI's or activity targets? Do you have set sales targets to be achieved to hit bonus?
What other goals could you think of? It makes sense to be clear on your goals - at any given time. Getting into the habit of daily goal setting - yes, I am talking about goals, not only to do's, you are very likely to be more motivated. Why? Because goals you set for yourself will help you be more committed, taking more action and therefore be more motivated.
This can be big goals like: "I want to serve 1 Million customer."
As well as smaller goals: "I make 10 people smile today."
What are your goals you want to achieve? Take a moment and get clear on what you want and write it down - regularly, not only on new year.
Alright, so we did the bits and pieces of preparation to set our mindset correctly and are dressed for success ready to talk to our clients. Now it's time to acquire clients and get into the sales pitch. Which problems are you exactly solving?
Resulting from the question in Lecture 8 "Which problems are you solving" we can now define your exact customer. Who are you solving the problems for? Who is the right person to talk to? This is essential as we want to be as efficient as possible in our acquisition .
Our product / service contains usually of diffenret features - that make our product / service simply amazing. However, to efficiently sell to your customer you want to address the benefits your product / service has. What can the product do for your customer? How does it solve his / her problem? As this is pretty important the exercise will give you the chance to create your own features and benefits toolkit for your product / service.
OK, so, we now got all the features and benefits. How does your product differ from the competition? Why should I buy with you? The exercise will give you the opportunity to prepare your pitch - without the pressure of a customer waiting for an answer.
Congratulations! We did the bits and pieces to get our prospects interested in your pitch, product and yourself. Now it's time to actually sell your product / service. First of all, we want some information of your prospect to qualify whether the person is the right person to talk to. As well as to determine whether there is a need and how urgent it is.
We all communicate and listen day in, day out. However, we most often do not listen actively.
Active listening means to pay full attention and not only understand what's been said but also the whole message. Including the parts of the message that aren't said.
Active listener can engage the other person in speaking so that they are confident sending their messages. You therefore want to show the other person that you are listening.
There are 3 steps in the process of active listening:
Full-attention to what is been said - without any distractions. Do not think about a response yet but rather try to fully understand the message been sent.
You can do this by
- paying attention
- look at the other person - hold eye contact
- lean forward to show interest
- saying "hmmh" or something similar
Remembering what has been said - you could do this by taking notes.
You provide feedback to the person on the other side and show that you have listened and understood what has been said. You can do this verbal and non-verbal. For example by summarising the message in your own words.
When you want to encourage the person to talk further you can signalise that you are listening and encourage further speaking by doing things like:
Think of a situation you have told someone a story and felt very comfortable. What did the other person do that made you feel comfortable?
Think of previous client interactions - what did go well and what could be improved?
You might ask "OK, great but why is this relevant for me? I communicate only on the phone." - Well, it still is. Here are some tipps and tricks for indirect interaction on the phone that will make your life easier and increase your likability by the person on the other side.
Sales objections are questions or statements or arguments customers use not to buy.
"Every sale has five basic obstacles: no need, no money, no hurry, no desire, no trust.” Zig Ziglar
These objections can sound like:
- "Just send me some information"
- "Call me back in 6 months"
- "This is too expensive" or "we don't have any budget for this"
- "We already have a partner" or "we work with your competition"
- "We don't need this"
- "That's not a priority"
Let's get into a bit more detail.
Well done, you successfully determined who your clients are, you pitched successfully and sold your product / service and yourself. Now is the essential part - to actually close the deal! Otherwise you didn't make a sale. Lecture 22 will talk about getting your customer's purchase confirmation.
After you have closed the deal you do not want to miss the opportunity to thank your client. This is an important step in the selling process.
Why do you want to thank your customer for their business?
- Showing your gratitude for their business and trust
- Create a memorable brand experience (and increase the chance for a recommendation or repurchase)
- Positive impression management and a purchase confirmation by valuing your customer
- Creating an even better customer experience, which can eventually have positive financial consequences
When you work on a retail shop floor or sell any products face-to-face you could do this by handing over the purchased product and say "thank you" with a smile.
When you are in consulting or something similar you could add a "thank you for your trust" with a handshake.
When you sell online products you could send out thank you notes - personalised ones!
You could send out handwritten cards or notes.
Which ways can you think of to thank your customers for their business?
It's time to say thank you!! Thanks for your time to take this course. I hope you enjoyed it and could bond a bit with your innere sales person. Here are some Do's and Don'ts for selling for you.
And if nothing helped - then don't think of "selling" but solving a problem! :)