Foundations of Selling

What this subject covers

Lesson topics

1. What Is Selling? Understanding the Sales Function
2. The Buyer's Journey: Awareness, Consideration, and Decision
3. Features, Advantages, and Benefits (FAB Selling)
4. Understanding Customer Needs: Needs vs Wants
5. Types of Selling: Transactional, Consultative, and Solution Selling
6. B2B vs B2C Selling: Key Differences
7. The Sales Process: An Overview of the Stages
8. Building Rapport and Trust With Buyers
9. Effective Questioning Techniques in Sales
10. Active Listening as a Sales Skill
11. Value Proposition: Communicating Why a Buyer Should Choose You
12. Handling the First Meeting or Sales Call
13. Presenting Solutions Persuasively
14. Common Objections and Why Buyers Raise Them
15. Objection-Handling Techniques
16. Closing Techniques: Recognising and Acting on Buying Signals
17. Ethics in Selling: Honesty and Long-Term Trust
18. Understanding the Buying Committee in B2B Sales
19. Sales Terminology: Leads, Prospects, and Pipeline
20. Customer Relationship Management (CRM) Systems in Sales
21. Setting and Tracking Personal Sales Targets
22. Time Management and Territory Planning for Salespeople
23. Emotional Intelligence in Selling
24. Resilience and Handling Rejection in Sales
25. Building a Career in Professional Selling