- Building sales relationships
- First impressions and body language
- Finding out a customer's needs
- Prescribing a solution
- Dealing with objections
- Closing a sale
- Keeping the ball in your court
- Essential principles of sales efficiency
Skill Level Beginner
- Hi, my name's Chris Croft, and I'm going to talk to you about sales. Sales, or selling, or salesperson, these words have got quite bad connotations, particularly in the UK. They've got connotations of dishonesty and pushiness, that kind of thing. And really, that's very unfounded, very unfair. As we'll see on this course it doesn't have to be dishonest. In fact, it shouldn't be dishonest. It's really about helping the customer. I've got some definitions of sales.
I think one definition I quite like is helping the customer to realize that it's worth spending the extra. Another definition of selling that you could have would be that it's finding out what they need, helping them to think about what they need, and then showing that you can do it, showing that you can help them. I made up a joke definition once of selling, which has kind of stuck, I rather like it in a way, which is that it's making new friends and helping them. What's wrong with that, if you're helping your customers, it's got to be a good process.
And it's actually a really enjoyable process, as well. Most of my customers, I would say, are friends and I enjoy going to see them. When I go to see a new customer, it's often a really fun meeting. It doesn't have to be at all unpleasant, particularly if you follow the process I'm going to tell you about on this course. I'd like to say one more thing about selling, which is that not only is it important to companies, often it's the bottleneck. For example, I bet in your company, if you sold more, you could deliver it. So therefore, the bottleneck in your company is selling, it's the most important thing you need to get better at.
But also, selling is well paid. It's a good career to go into. Often, salespeople are the best paid people in the company. It's a flexible skill, as well. So once you know how to sell, you can do it anywhere. If anything happens to your job and you have to go somewhere else, you'll be fine. Once you know about the sales process, you can sell anything.