Selling is a Skill for Every Business

Businesses exist to generate revenue, and this is achieved through sales.

Every business sells a product, a service or both and it is therefore not surprising that small business owners identify sales skills as critical for business success.

Selling is a skill, and like any skill, it can be learned. It takes time, patience and practice.

Customers are in the market to buy be it from your business or your competitors. You can build your competitive advantage by developing excellent sales skills.

Target Audience

This resource has been developed to support every business that is in the business of selling a product or a service to customers.

Learning Objectives

The resource aims to introduce the key elements of the sales process and support your employees to develop effective sales skills. At the completion of this resource, you will have a clearer understanding of the process of selling including the importance of:

• Building your product knowledge
• Understanding both the features and the benefits of your products
• Developing leads through networking and other prospecting techniques
• Asking questions to find out more information and engage with your customers
• Listening to your customers and hearing them
• Presenting information to your customers using clear and appropriate language
• Solving objections and not viewing them as problems but as opportunities for continued conversation
• Negotiating to reach a win-win position with the customer
• Being persistent
• Closing the sale 
• Avoid common mistakes made by salespeople