For some people, the idea of selling is scary, off-putting, even alarming. But, as a manager, you may sometimes be called upon to sell or help sell your organization’s products or services. But don’t worry. There is a straightforward sales process to help you.

The Book of the Course!
Sales Skills: A Management Courses Introduction
This book gives a broad introduction to the topic, for managers and professionals who don’t want or intend to specialize in sales and selling. And as a fast start for someone needing to make a start in selling, for whatever reason.
Get the kindle Exclusive book from: https://geni.us/TL5BKeD

Watching this video is worth 2 Management Courses CPD Points*.
See below for details

Sales and Selling Skills
This video is part of course module 8.4.1
Program 8: Managing Customers and Clients
Course 4: Sales / Selling Skills
Section 1: The Sales Process

Other videos that describe the Sales Process:
Sales Prospecting https://youtu.be/m7bQ4wNeZmo
Pre-Sales Activities https://youtu.be/lEBsFG_jqnU
Rapport Building https://youtu.be/aJqduxW2MA4
Opening the Sales Meeting https://youtu.be/gjI7e-DBPH4
Diagnosing the Need https://youtu.be/pAsYVf4E3to
Presenting Solutions https://youtu.be/xf-mhhbL2tk
Handling Objections https://youtu.be/S6JFm46Gfso
Seeking Commitment https://youtu.be/1D1-VC9Ccjk
After Sales Activities https://youtu.be/3qrrlXwDjJI


LESSON NOTES
This sales process has nine steps. And, the next nine videos in this series will cover each step in detail.

Before the Sales Meeting
1. Prospecting

2. Pre-Sale
a. Qualifying
b. Preparation = pre-approach
c. Approaching

And now, the sales meeting
3. Rapport Building

4. Opening
a. Establishing process
b. Establishing authority
c. Gaining commitment to process

5. Diagnosing
a. Identify problems, needs, pain, desires,
preferences…
b. SPIN
c. Pre-close (STW)

6. Presenting Solutions
a. Matching to need
b. Offering choice
c. Demonstrating capability and benefits

7. Handling Objections

8. Seeking Commitment
a. Final checks
b. Summarize
c. Close

Now, the sales meeting is over…
9. After-Sales
a. Payment
b. Delivery
c. Customer care
d. Service and maintenance
e. Cultivate relationship


RECOMMENDED EXERCISE
1. How does this sales process work with kinds of sales you may need to make? Create your own version by adding, splitting, merging, removing, and renaming steps, to create a sales process that fits your needs. (2 MC CPD Points)

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RECOMMENDED READING
There are many books that introduce sales and selling. These are the ones I have, and can recommend:
To Sell Is Human https://geni.us/L2EQmt
The Only Sales Guide You'll Ever Need https://geni.us/AEAVD5
The New Strategic Selling https://geni.us/Zt2Z9n3
SPIN Selling https://geni.us/Ir5xu
The Psychology of Selling https://geni.us/AjR8AA


⭕️ Links to our book recommendations are affiliated through Amazon and help support our free videos

Managers Need a Basic set of kit to do your job well. Here are my top recommendations: https://kit.co/MikeClayton/manager-s-work-kit (the links are affiliated)


MANAGEMENT COURSES CONTINUING PROFESSIONAL DEVELOPMENT (CPD) POINTS
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Each video has two levels of MC CPD points. For this video:
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- If you also carried out all of the recommended exercises, score a total of 4 MC CPD points

CHAPTER MARKERS
00:00 - Selling can be scary
00:30 - The Great thing about a good process…
00:56 - The Sales Process
01:26 - Step 1: Prospecting
01:49 - Step 2: Pre-Sales
02:42 - Step 3: Rapport Building
02:55 - Step 4: Opening
03:45 - Step 5: Diagnosing
04:42 - Step 6: Presenting Solutions
05:28 - Step 7: Handling Objections
05:48 - Step 8: Seeking Commitment
06:24 - Step 9: After Sales
07:35 - Summing up the Sales Process

#ManagementCourses #Sales #SalesProcess