Sales Skills 101 For Sales People
- Description
- Curriculum
The Sales Skills 101 Training program is the ultimate sales training course for any level of salesperson, from those starting out to those who want to refresh their sales knowledge.
This 23-lesson (PLUS 140-page eBook) online sales training program covers ALL the major sales steps and sales tactics that a salesperson will ever need in the sales process.
Your sales success is likely to come from figuring out which businesses would understand your product or service and recognize the most value in using it. So, can I suggest that it is time to change? You must be trained to think and act with agility. To help you understand what experience the buyer is seeking.
This business school-standard sales training will guide you on how to sell more effectively to existing customers and how to engage prospects for more meaningful sales conversations. Join over 16,000 salespeople who have completed this sales skills training course since 2021 (updated in 2026). High-performing salespeople can look forward to rewarding careers with above-average earnings and bonuses and are highly valued.
Highlights:
- 23 video lessons plus a 140-page e-book and templates.
- Proven sales techniques with download examples and scripts.
- Developed in conjunction with the UCD business school.
- Build credibility as a subject-matter expert in your industry.
- Master your sales mindset and habits for success in sales.
- Learn who to target and the approaches to get them to listen.
- Identify the buyer’s whys, how to overcome obstacles, and how to handle objections.
- How to put together effective presentations.
- Develop relationships with prospects and create real opportunities to sell.
- Learn all the sales steps, processes, and tactics to sell successfully.
In your role as a salesperson, YOU NEED TO BE ABLE TO SELL CHANGE in order to get a buyer to make a purchasing decision. Modern selling requires every salesperson to have the sales skills, tools, and methodologies to engage customers and prospects in a more intelligent manner. So, over the course of the following lessons, you should expect to learn the following.
1. How to sell, using a sales process that works.
2. The sales skills needed for each step in the sales process.
3. Tactics and techniques you can use in your daily sales activity.
4. How to build sales plans, approaches, and routines.
5. How to use a multi-channel approach to win more sales. and
6. To fully understand what influences buying decisions.
These 6 points are only some of the core learning topics we will introduce you to over the following lessons.
Selling is all around us. The goal of any business is to generate profits that will lead it to success. The way to do this is to convert interest from respective audiences into sales. To sum it up, this explains why we need to understand what is selling. Every business has to acquire, develop, and maintain customers at a profit. For this to happen, the sales effort must work to turn a potential buyer’s interest into a closed sale. So, selling is a process, not an event.
Understand the buyer-to-supplier relationship in the digital era. Know what type of triggers, events, and stories kickstart a buyer’s journey. Prioritize your target customers and segments in your customer base. Design optimized sales plans for each segment in your customer base. Use multi-channel sales routes, including social media, cold prospecting, emailing, etc. Experiment with new insights and methods to inspire your daily sales activities. We want you to complete this sales skills 101 training program armed with a series of new, proven, and practical sales skills that ensure you become a more successful sales professional.
The Sales Skills 101 course objectives are to answer the key questions salespeople have, such as “What is selling?” and “What is a sales process?” What are the sales skills needed to be successful? How do I improve my sales skills to win more business? These are just a few of the questions and objectives we will answer for you in this course. This sales training course introduces you to all the different skills and tactics involved in selling.
-
1
Sales Skills 101 OverviewWelcome to the Sales Skills 101 sales training program. from the Digital Sales Institute.
The reality is that selling is not getting easier. We all accept that the digital era has demanded a shift in the way we sell, from the hard-to-reach buyer, plus the challenges of remote selling. Even a small sale can have multiple decision-makers and an extended sales cycle. We seem to have more questions than answers.
That is why you should know your ROSE. Return on Sales Effort.
-
2Sales Skills Training Intoduction
-
3What is Selling
What does selling mean to you today? As a salesperson you know that selling is an exchange of one product or service for something else in return (usually money). The key is streamlining this sales process so that your efforts result in higher sales numbers and higher returns on your time investment. Selling is successfully influencing the buying decision of the client in your favor.
-
4The Psychology of Selling
This lesson covers buyer motivations, plus what makes them switch from one position to another. The first thing all salespeople need to acknowledge is that in order to sell better, we must understand "Buyer motivations." Selling involves getting buyers to act based on a number of factors, which we will cover later in the lesson. To get customers or prospects to make commitments. and be committed to change.
-
5The Steps in Selling
The modern sales process and the steps in selling are focused on how we respond to how buyers’ behaviors are changing due to the rise of digital engagement and online self-education. What do steps in selling encompass?. A comprehensive sales process and mapping of the steps in selling encompass all major customer interactions, from prospecting, nurturing, development, and selling.
-
6How to Measure Sales Progress
The only way to know whether your sales efforts (ROSE- Return On Sales Effort) is successful is by monitoring your sales progress. To improve your sales outcomes, you must identify Yes Commitments or Yes points at each of the stages in your sales process that you can track and improve.
Knowing What you’re selling (where in the sales process) IN the moment is critical.
-
7Buyer Roadblocks
Buyer roadblocks is about understanding the major internal issues that can get in the way of a sale. It may come as a surprise to you that you aren’t simply competing against competitive offerings in the sales process. But you are competing for internal “mind share” and resources against a vast spectrum of alternative priorities that the buyer can pursue.
-
8The Buyer Why’s
For us to truly understanding the buyer’s journey, means embracing the turns in the road. We must acknowledge that success comes from a dynamic approach to selling. The only actions that will move us towards a sale is proving that we understand our customers’ problems and the impact of those problems on their business. We need to understand the modern and digitally influenced, buyers’ journey.
-
9Sales Strategy Selection
A sales strategy is simply about putting in place goals and tactics, then adopting courses of action and allocating your resources to achieve the selected goals and tactics. It doesn't need to be a 50-page document. The motivation or reason to create a sales strategy plan is that business success is tied to the ability of salespeople to generate sales. The revenue and profits that are generated from the sales activity of the business are a direct result of the effectiveness of the sales strategy.
-
10Customer Target Selection
In this lesson, you will learn about ideal customer profiles and how to identify buyers who will value what you are selling. Why should we go through this exercise? Well, the answer is your finite resources and time. It takes time, money, energy and people to attract, convert, and delight new customers!
We need to ensure the allocation of resources to those prospects and customers who will deliver the best return. The reality is, we can’t sell to everyone.
-
11Creating Your Value Proposition
Why create a value proposition? Well, if customers believe they will get more value out of your value proposition than your competitors, over time you will win. Ultimately, every buyer opts to purchase products and services to improve their lives in some way—to extract value. Value equals the rational and emotional benefits customers get from selecting your product or service, minus the price they pay.
-
12Sales Conversation Plan
To begin, think of Sales conversations as content. To maximize your sales conversations, they must be designed and planned, just as media-based content is. The best sales conversations happen when you provide the buyer with valuable, insightful information, in exchange for their time. Learn the effective framework for engaging customers in meaningful conversations.
-
13Buyer Journey Mapping Part 1
The customer journey is the path that potential buyers take as they make their way to becoming paying customers. It outlines their activity, expected experiences, and what we as salespeople need to do in each phase of the buyer’s journey. ? How do we anticipate buying obstacles, or roadblocks? and take a customer-centric view during our sales conversations?
-
14Buyer Journey Mapping Part 2
Your biggest competitor in a sale is NOT the competition, but the Status Quo (The buyer or buying group is Not motivated to change or simply unconcerned). Nearly Fifty-three percent of B2B buyers halt the purchase process or postpone the buying decision on at least half of their purchases.
-
15Discovery and Uncovering
To begin with, true discovery in the sales process yields a deep and powerful understanding of your customer, what they’re going through, and why you are standing in front of them to begin with. Whether we are meeting face-to-face or selling remotely, we need to know what discovery questions to ask and how to uncover pain points and challenges in order to move the sale forward.
-
16Digital Selling and Content
Digital selling is the purposeful use of social networks by sellers to provide value to customers and prospects as part of their sales process. The key phrase to remember is "provide value." It is not using social media to shout at, stalk, or spam people digitally. It is not about employing social channels to replace cold calling, sales outreach, or the telephone with X (Twitter), Facebook or LinkedIn.
-
17The Modern Sales Process
Salespeople that stand out have moved way beyond identifying problems and proposing “solutions. Instead, they focus on understanding the business results their customers want to achieve and then act as partners to accelerate the results. A sales process should focus on delivering a bundle of values from the seller (you) to the buyer.
-
18Presenting Value
Welcome to this lesson on presenting value. How to prepare, plan, and deliver presentations. Let's start with the key to successful sales presentations. Namely, make your presentations conversational. Yes, you need to ensure your present value but also plan to engage others throughout your presentation with questions and planned interactions.
-
19Negotiating The Close
In sales negotiations, you have to make choices that impact the likelihood of achieving a successful outcome. To get the best outcome, it’s important to know the steps involved in the negotiation process. No matter which negotiation tactic you choose, the process is the same and consists of eight stages.
-
20Communication and Listening Skills
In order to be a good sales communicator, you need to focus on three things: 1. be clear on what you want to achieve 2. know your audience, and 3. tell a good story. The average person only retains 25% of what they hear in business conversations. Average means that some retain even less. That’s a big barrier for sellers who want to be responsive to buyer needs.
-
21Your Sales Habit Loop
Learning about selling or new sales skills should lead to a relatively permanent change in behavior as a result of experience. Deliberate practice involves attention, rehearsal, and repetition and leads to new knowledge or sales skills that can later be developed into more complex knowledge and skills.Having strong goal intentions and commitment to your goals are an essential ingredient in the success of your implementation intention.
-
22PURPOSE Sales Model
All sales conversations and opportunities end up at ZMOT (Zero Moment of Truth). The moment at which the customer or buying group reaches a Yes consensus to move forward with you and your solution. The goal of any salesperson is to generate sales that will lead them to success. The way to do this is to convert interest from respective customers into intent and then on into a confirmed sale. This is your purpose.
-
23The Successful Salesperson
Success. When we feel good, we work at our best, and feeling good lubricates our mental efficiency.Success starts with gaining a realistic perspective of where you are and what you want to achieve. Are you clear on what you want to achieve, and most importantly, why you want to achieve it?
-
24Sales Skills 101 E-BOOK
Congratulations on finishing your Sales Skills 101 training. You can download the entire course by scrolling below.
