Essential Selling Techniques



This course introduces participants to a process for the effective selling of services, products or concepts. Participants will learn the communication and interpersonal skills needed to build rapport with prospects, identify needs, overcome objections, gain commitment and provide value through effective after sales support.


Who this course is for

Anyone new to the sales environment, sales people or sales support who wish to refresh, review or consolidate their sales skills, anyone wanting to enter sales.


Course Content

  • Selling overview
  • Preparation
  • Prospecting
  • Sales Process
  • The customer
  • Customer Service Skill
  • Sales skills
  • Sales communication skills
  • Handling difficulties
  • Post sales
  • Managing Self

Learning Outcomes

On completion of this course participants should be able to:

  • Identify the key steps in the sales process
  • Use effective sales skills
  • Take a planned approach to prospecting
  • Implement a customer centric sales approach
  • Build rapport and trust with their client
  • Address customer concerns and objections
  • Maintain an ongoing client relationship
  • Handle client feedback
  • Follow up on client complaints or changes
  • Manage self in the sales environment


A Certificate of Attendance will be issued at the completion of the course.


Course Duration & Venue

Duration:  One Day:  9.00am - 4.30pm
Venue:     AFEI, Level 2, 97-99 Bathurst Street, Sydney  NSW  2000


Course Fee (GST Free)

Member Fee:        AUD $330
Non Member Fee:  AUD $380


Other Details

Fee includes morning and afternoon tea, light lunch and course materials.

To register
download and complete a Registration Form and forward to or Fax:  02 9264 5699.


Course ID Date(s)

1734/068 June 2016
1734/1129 November 2017

Price: $380.00