In this module we have covered some of the psychology that lies behind sales and as you can
imagine, we have only touched on a few aspects as it is a rather complex subject that is worthy of an
entire course on its own. We have also looked at what motivates both the salesperson and the buyer
because understanding this part makes it easier to begin to tailor the sales process to fit the needs
of the client. That is part of the art of sales in making sure your potential buyer is left believing they simply cannot do without the product or service you are offering and by achieving that, you will find your sales figures will grow.
We have mentioned how you need to be able to develop certain skills, even if you are a born natural,
in order to close more deals and to hit those targets. The next module will look at the ways in which
you can develop those skills to allow you to start to build your confidence that will ultimately lead to
you being a better salesperson.

In this module we have sought to examine the different sales skills you need in order to become a success and we have also studied how you can seek to improve those skills of your own accord. We must stress how there is no such thing, or person, as a perfect salesperson or sales manager and accepting that everybody will fail at some point and not close that deal can actually be one of the first steps to you becoming a better salesperson yourself. To become a good salesperson you must have a firm understanding of various skills, but what we have sought to do is to provide general skills because clearly there are going to be some which are linked to the particular product, service, or industry you are working in. However, that is where specific on the job training is going to play a role and that is also where your sales manager, if you
have one, can be of use as they are able to guide you through the learning process until you are feeling confident enough to complete the sale.

In this module, we have looked at the role of sales talk and jargon as well as examples of the kind of words or phrases that you are going to end up either using or hearing pretty much on a daily basis. We do strongly recommend you getting to grips with the jargon as quickly as possible as there is no doubt that it will make your life easier, but do be prepared for things to change if you move to a different industry
Sales jargon will become part and parcel of how you go about selling to potential buyers and you will develop your very own way of putting together a pitch that is suitable to your own particular style.
However, that is something for another module

In this module we have looked at the origin of professional sales and shown how it started off as a

bartering issue and gradually evolved into the sales that we understand and see around us today.

Furthermore, we have tried to determine where it is heading to make sure that those of you who are

working your way through these modules, are going to be able to make the correct decisions

regarding your own future, so that you are perfectly prepared for whatever the sales industry is

going to throw at you.

The one thing we can say for certain is that sales is an industry that is forever changing and you only

have to look at the previous history of the industry to see just how true that statement is. This does

mean there is no reason for you to doubt that this will change any time soon, especially with the way

in which technology is continuing to revolutionise every aspect.

In this module we have focused entirely on those skills that should be known and understood by every salesperson working in any industry. Furthermore, we have tried to show why these skills are so important and also how to identify your weak areas and then try to improve upon them so they are no longer a big problem.

What you should have picked up in this module is that there is a need for you to constantly be ready to adjust and to be honest enough to admit that you are a work in progress rather than being the finished article. Even those business people who have made vast fortunes still believe they are a work in progress, so why should you be thinking any different?

In this module we have looked at the entire concept of setting goals and the important role that they play in your ability to be a successful salesperson. Nobody involved in this industry can ever hope to get anywhere without having a plan in place and to know the kind of things that they are aiming for.
However, we have also shown how you can create a plan of action which allows you to reach those goals and also how to deal with any issues you may come across. The only other thing you need to keep in mind is that each problem or issue that gets in your way is going to require its own unique solution and this is where there is a major difference between those people who are able to make a success of this particular career compared to those who flounder at the first sign of trouble.

In this module we have focused on the sales process and the different stages you will typically have to go through in order to complete that sale and earn your commission. However, the number of steps you go through, as well as the speed at which it happens, is something that will vary from sale to sale. Furthermore, we need to stress once again that there is no way you should ever assume that a sale is completed until you have the confirmation through, as every salesperson has fallen into the trap of thinking that just because a buyer has said they have the money, they will do as they say. Our final piece of advice is to check with your company as to their own particular methodology of how a sale should progress within their company and do seek advice on how to work through the various steps to make your life easier.

In this module we have looked at prospecting and lead generation and sought to answer some of the questions and fears that people tend to have about the concept of trying to get those all-important leads. You must remember that everybody gets nervous at different times when they are cold calling or trying to get a head start with a client and that applies even to those people who have been in sales for a considerable period of time.

The key is to keep a level head and to have confidence in yourself to do the actions in the first place If you are anxious about prospecting, then it will usually be linked to the thought of failing, but think of it this way - if you do not try and learn from the reasons as to why people may be rejecting your advances, then you have already failed and managed to learn nothing. At that point, you may as well think about an alternative career as sales is clearly not for you.

In this module we have focused on preparing to sell and the reasons why it is something that everybody involved in sales should really learn to do. This is one thing that can make a huge difference when it comes to being able to close deals, but do be warned that it does take some time to perfect the creation of a winning proposal.
Furthermore, we do have to remind you of the need to spend time preparing yourself in both your appearance as well as your personal approach to sales so that you are on top of your game, or else you can easily run into problems and make life harder for yourself. Think of it from this perspective.

What kind of person would you like to buy from? How would you expect them to be? Do you meet those expectations that you would have of yourself? If not, then change how you approach things and you will see an increase in your conversion rates as a direct result.

Module Summary

In this module we have looked primarily at the way in which a sales proposal is structured as well as the key points to include, and those to avoid, in its creation. A sales proposal may be rather boring for you to create, but it does become a key tool in your ability to close a deal, so understanding how to create one that works is something every salesperson has to be able to do. As you can see, as long as you follow the key points mentioned above, writing a sales proposal should become a lot easier and if it leads to you closing more deals, then it has all been worth it in the end. This is not something you will master at the first time of asking, but rather it will take time and get advice from others as to whether or not your proposal cuts the mustard. Getting advice and feedback is something that will make you a better salesperson.

Module Summary

In this module we have focused on something very important, your ability to do a sales pitch that is able to convert into closed deals. Considering the role this plays in securing your actual career, it makes sense for you to spend a period of time trying to get to grips with how to prepare a pitch and also how to deliver it. You must be able to do something that makes you stand out from the crowd because your potential client will have often heard most of it before and you need to convince them to spend their money with you. Perfecting the pitch is something that can change your life, but only if you are willing to work at it and to better understand the things you need to do to close those deals.

Module Summary

In this module, we have looked at the concept of influencing and motivating people to buy, because any salesperson must be able to do this to ultimately be able to close those deals. However, there has to be an understanding that not everybody is born to do this, but it is a skill you are able to learn and, in all honesty, it does not have to take that long for you to achieve this.
Learn how to motivate within certain boundaries and learn about your own particular strengths and skills because the outcome will be in your favour more often than it used to be.

Module Summary

In this module we have focused on the art of negotiation and the way in which you can hopefully gain the upper hand and control of the entire situation. As was said at the outset, this is a skill that you are actually able to learn and master, but it takes time and patience on your part in order to do this. Understanding your limitations and the key things to avoid doing will stop you from digging yourself into a hole that is impossible to come out of. At the same time, being aware of how to take advantage of various situations and circumstances will undoubtedly make your life easier and you will be able to close more deals as a result.
Never forget that everybody fails at negotiations at some point, but those who are a success are the people who accept that this is going to happen and they have a firm control of their emotions which allows them to not only go into another similar situation, but it drives them on to make sure that they do not lose the next one.

Module Summary

In this module we have looked at how objections tend to come around and also how you deal with them, although we will of course stress that this is not the complete list and there will be times where buyers can surprise you with how close you come to sealing the deal before they then pull the plug. However, acting in a professional manner and addressing the situation correctly can lead to a complete turnaround in your fortunes, but only if you are willing to work at it rather than throw some kind of tantrum as that is not going to help anybody.

Module Summary

In this module we have looked at the concept of effective closing and in doing so we have not tried to tell you exactly how to do it, since this can vary according to expectations by your company as well as the industry you are working in. However, what we have sought to do is to tackle various issues and mistakes people make that can have a direct impact on their ability to close effectively, because avoiding making those mistakes will make a huge difference.
Any good salesperson is going to create their own preferred way of closing a deal using their own individual strengths to maximum effect. It takes time for you to learn all of this, but it is worth it in the end since your conversion rates will only increase as a result.

Module Summary

In this module, we have looked at the way in which you have to follow up on sales as well as the importance of the aftercare aspect and developing a relationship between yourself and the client.

This is not about just being nice, but instead, it is about being professional and showing you care about delivering on everything that was discussed in the initial negotiations. There is no doubt that building this relationship can lead to further sales in the future and the best part about this aspect is that there will no longer be the same need for you to go through the entire sales pitch again because the client knows that both you and the product can be trusted. The product will build the relationship. Ignore people after a sale at your peril because there is no telling how much of a negative impact this can have on either yourself or your company.

Module Summary

In this module we have looked at the concept of cold calling and as you will see it is still something you should consider investing some time and effort into doing because of the way in which it can lead to making a number of sales. However, you also need to accept that it can be a bit hit and miss at times, but that is part and parcel of the entire sales game and it is not something that should ultimately put you off trying it out in the first place.

Cold calling is indeed an art form, but if you are able to master it, then the difference it can make to your conversion rate and the money you earn can be quite considerable. Just remember not to take those objections personally and do not allow any failures to grind you down because at the end of the day those salespeople who get up, dust themselves off, and move on are the ones who are successful, just as you want to be.

Module Summary

In this module we have focused on the use of sales tools and technology in order to help you become more efficient and up to date when dealing with your clients and customers. However, we have stressed the need to avoid becoming too dependent on them and to never fall into the trap of believing that they hold the key to greater success. Yes, they can and will help your career in a number of ways, but you are still the most important asset you have, so just use them to enhance what you are doing and at the end of the day you will be able to perfect your sales approach and hopefully increase your conversion rate as well.

Module Summary

In this module we have looked at how you run a sales team and also how to boost productivity without encountering various issues which can plague a team that is not actually working together. Furthermore, we examined the kind of personal characteristics you need to personally have to be a successful sales manager because it is fair to say not everybody is cut out for the pressure that comes with this particular role. However, if you are the type of person who is good at dealing with others, giving structure to the day, and being very organised, then this is a role that is certainly well worth checking out simply because it can take your career to a whole new level. If you wish to push on, then this is certainly the road to go, just as long as you can handle the stress that can accompany the position.