What Sales actually is
Understanding buyer motivation
Understanding seller motivation
Understanding the basic psychology of the art of selling

The essential sales skills that everybody needs
How you can develop those skills by yourself
Pitfalls that you need to avoid
The difference it is going to make to your sales record

The importance of sales talk.
The role of jargon.
The key terms everybody should be aware of.
When to use it and when not to use it.

The origin of professional sales
Its evolution through the times
Its current status
Where it could be heading

The role having these skills will play
The key skills you cannot do without
How to identify your weak spots
How to improve your skills to improve your sales

The importance of setting goals
How to set fair goals that will still push you
How to create your plan to achieve
How to deal with issues that could prevent you achieving your goals

The importance of the selling process
The steps of the selling process
Understanding where things can go wrong
The result of understanding the process

The importance of quality prospecting and lead generation
Basic steps to find the best leads
What to avoid doing when prospecting
How to take action on those leads

The reasons why you need to prepare to sell
What happens if you do not do this
How to prepare yourself
Putting the steps into action

The importance of a good sales proposal
Key points to include in your proposal
The general structure to follow
What to avoid in a sales proposal

Preparing for your sales pitch
How to perfectly deliver your pitch
The pitfalls that you need to avoid
How to improve your sales pitch and what to look out for

The importance of influence and motivating people to buy
How to influence and motivate without people objecting
The key mistakes you need to avoid making
How to turn things around to your advantage

The key points to focus on when negotiating
The key points to avoid when negotiating
The concept of the 3 P's
To know when to stop negotiating

How objections can come about in the first place
How to handle those objections and turn things around
How to overcome most barriers to a sale
Pitfalls that you need to avoid

The importance of closing at the right time
How to close the deal
How to handle things that are going wrong
What to do after you close the deal

What is generally included in the following up procedure?
Why aftercare is so important and what to do
How you can develop the perfect relationship
Key points on how to potentially develop further business

The rules and regulations of cold calling
How to be effective with cold calling
How to handle objections
How to move it from a cold call to an actual sale

How to use sales tools and technology to your advantage
The key sales tools to have at your disposal
The way to use technology to make life easier
Mistakes to avoid regarding this form of help

The basics of a sales team
The important characteristics you need to have
How to run a sales team to the best of its ability
Dealing with issues with the sales team