General Course Information
- Duration: Two (2) days
Course Overview
The Basics of Building and Closing Sales course is a two (2) day course designed to
equip participants with fundamental sales skills essential for successful sales interactions. During the two-day workshop, Participants will delve into key aspects of Sales, mastering effective communication, active listening, and objection handling and negotiation techniques.
This course emphasizes building genuine customer relationships, ensuring ethical sales practices, and cultivating confidence in closing deals. Through interactive sessions, practical exercises, and real-world simulations, participants gain hands-on experience in applying learned strategies.
By the end of the course, Participants will emerge equipped with the knowledge and skills to navigate the complexities of Sales, Contributing positively to their respective organizational goals, enhancing customer satisfaction, and fostering their professional growth.
Target Audience
This Course is intended for anyone who is looking towards taking up a sales role, do sales, or someone who already has a role in sales and intends to up-skill. This course is designed for participants at any level within the organization and in any sector of the economy
Learning Objectives
By the end of this course Participants should be able to;
- Explain the fundamentals of sales
- Describe the products or Services offered to customers in any organisation
- Establish the target audience to whom products or service is offered
- Apply effective communication skills in sales
- Demonstrate the art of closing sales
- Demonstrate ability to handle customer objections and concerns in sales
- Explain how to build and maintain customer relationships
- Define sales ethics and professionalism
- Discuss sales tools and technology
Content Covered
- Introduction to Sales
- Understanding your Products or Service
- Knowing your Target Audience
- Effective Communication skills in Sales
- The art of closing sales
- Handling Customer objections and Concerns in Sales
- Building and maintaining Customer Relationships
- Sales ethics and Professionalism
- Sales Tools and Technology
Delivery Method
- Lectures and Discussions
- Videos, individual and group activities
- Case studies
- Presentations
Assessment Method
- Self-assessment,
- Quizzes
- Group discussion and peer evaluation,
- Role-playing exercises,
- One–on–one feedback sessions
Course Schedule
Day: 1
- Introduction to Sales
- Understanding Your Product/Service
- Knowing your Target audience
- Effective Communication in Sales
Day: 2
- The Art of Closing Sales
- Handling Objections
- Building and maintaining Customer Relations
- Sales Ethics and Professionalism
- Sales Tools and Technology
Delivery Method and Facilitation Strategies
Interactive face-to-face Training and the use of discussions and scenarios centered around the Participants day to day work operations will be used in the facilitating of this Course, so as to enhance the Participants’ comprehension.
Certification
Delegates will be provided with a “Certificate of Attendance” on successful completion of this course. To obtain a certificate, participants will be required to be in attendance for the entire duration of the course. A certificate of attendance will be issued by the Botswana Institute of Banking and Finance.