Basic Selling Skills
3h 22 min! Run Time
Employees
only
of Completion
What you'll learn
Skills covered in this course
Description
A consistent, effective selling process gives your sales team a stronger foundation and a shared way of working.
What this course covers:
- Building a consistent, repeatable selling process
- Moving a prospect down the sales funnel
- Practical selling tools for your team
- Unifying your sales methodology across the team
For sales teams that want to reinforce core skills and reach their goals together.
System Requirements
See System Requirements in the Coggno Knowledge Base
Author
Basic Selling Skills
A sales process is a repeatable series of steps that turns a prospective buyer into a customer and gives every prospect a consistent experience.
What this course covers:
- Why a defined sales process matters
- Prospecting, qualifying, and approaching leads
- Presentation and handling objections
- Closing the deal and following up
Ideal for sales teams that want to identify better leads and close more deals.
Deals happen when you ask the right questions at the right time. This course helps you move past surface answers to uncover what customers really need.
What this course covers:
- Different types of sales questions
- When and how to use each type
- The do and don't of asking sales questions
- Example questions to get prospects talking
Ideal for salespeople who want to ask better questions and build stronger conversations.
People buy on emotion, and stories are how you reach it.
What this course covers:
- Why emotions drive buying decisions
- Using stories to connect with customers
- How quotes and passion for your product build engagement
- Leveraging storytelling as a selling tool
For salespeople who want to sell through emotion and connection.
Yes, in sales, it's possible to meet your quotas, keep your boss off your back, and do as little work as possible to get by. You can also surpass your quotas, keep your sales funnel full, meet or exceed your customers' expectations, and rise up the ranks. Who would you rather be: the order-taker or the professional?
A strong sales proposal informs the client, demonstrates your company's value, and justifies their investment in your business.
What this course covers:
- Why a well-written proposal matters to closing the deal
- The key sections every sales proposal needs
- A section-by-section guideline you can follow
- How to demonstrate value and justify the client's investment
For salespeople who want a repeatable framework for writing winning proposals.
You run into all different types, working in sales. You'll meet wonderful customers who become friends, and you'll meet others who are awful to deal with. In this course, we'll talk about a tough customer that you're likely to run into during sales calls: the bully. This client may raise their voice, make demands, and dominate the conversation. But you still need to make the sale. Let's discuss how to sell to these people. We'll touch on nerves, body language, and tone. We'll also go over some conversational tips and the proper ways to handle conflict.
Being a salesperson is difficult, and tough customers will throw all sorts of obstacles at you, from their budget or schedule, to "better" competition or the need to run it by their boss. All of these objections can be overcome, but the really tricky customer is the hesitator. The hesitator is indecisive, and they take up more of your time than they should. So, what's the best way to deal with the hesitator? That's what we'll cover here.
You'll find tough customers in any industry, and sooner or later, you're going to have angry customers. We all know them - the grumps. These are people who feel their needs should be prioritized above all others. They have trouble containing their emotions, are usually stubborn, and are likely to start ranting. Sometimes grumps will even cause a scene, so with these types, your job is to take control of the situation and start offering solutions. Dealing with a grump is a several step process and that's what we'll cover here.
One of the most common tough customers is the entitled customer. They expect special treatment, and often, they don't play fair. You cannot let them walk all over you. So, how do you handle this tough customer? It involves lots of efficient communication, treating customers equally, and setting reasonable expectations for their high demands. In this course, we'll cover all that needs to be done to successfully deal with the entitled customer.
Between researching prospects, following up with leads, writing proposals, and making calls, it is hard to know where to start.
What this course covers:
- Setting clear sales goals
- Weekly planning and prioritizing your work
- Getting and staying organized
- Habits to avoid and the importance of taking breaks
Built for salespeople who want to make the most of their time.
A sales plan is your map from where you are now to the goals you want to hit.
What this course covers:
- Why a sales plan turns goals into results
- The seven components of an effective sales plan
- Helpful strategies and tactics
- Which tools and systems support your plan
- Measuring progress with the right metrics
Built for salespeople and managers who want a clear, actionable plan.
Selling over the phone is one of the trickiest forms of sales, but it can be done well with the right approach. This course shows you how.
What this course covers:
- Setting clear call objectives
- Qualifying leads and asking good questions
- Getting through to decision makers
- Overcoming objections and closing the deal
Ideal for sales professionals who want to sell more effectively by phone.
Virtual presentations often demand even more preparation than in-person ones.
What this course covers:
- Designing unique virtual presentations that resonate
- Structuring content, timing and delivery
- Creating a strong opening and a memorable ending
- Basic rules for visually pleasing presentations
For sales professionals presenting to remote audiences.
The hardest part of distance selling is inspiring trust without your physical presence, expressions, or a handshake to rely on.
What this course covers:
- Body language, posture, and breathing for phone conversations
- Using your voice: volume, pitch, tempo, and inflection
- How your attitude shapes every call
- Building trust and confidence with buyers over the phone
For salespeople who sell remotely and want to influence buyers by phone.
Recordkeeping is not thrilling, but for salespeople it is essential. Poor records lead to lost orders, missed callbacks, and unhappy customers.
What this course covers:
- The basics of good sales recordkeeping
- How poor records cause customer problems
- Using your CRM effectively
- Handling internal sales communication
Keep accurate records and keep your customers happy.
A CRM is only as useful as the information you put into it.
What this course covers:
- The benefits of using a CRM system
- Why recording more than the basics matters
- The types of information worth entering
- The drawbacks to be aware of when using CRM software
You will use your CRM more effectively and get more value from your customer data.
On a sales team, especially in outside sales, it is easy to live in a silo focused only on your own numbers and territory.
What this course covers:
- Why staying connected is critical to sales success
- The importance of internal communication for sales teams
- How silos hurt outside sales performance
- How to implement an effective communication strategy
Guidance for keeping sales teams aligned and informed.
Doubt is when a customer does not believe what you are telling them, often thinking it sounds too good to be true or hearing otherwise from a competitor.
What this course covers:
- What the doubt objection is and why it comes up
- How doubt differs from other sales objections
- Practical ways to build belief and credibility
- How to overcome doubt when you meet it with a customer
You will be able to turn skepticism into trust and keep the sale moving.
Unknown
It's terrible to be misunderstood, particularly when it impacts your livelihood. If the customer misconstrues the data you've provided, or the client simply doesn't fully understand what you're offering, how do you clear that up and overcome a misunderstanding objection? That's what this course is all about.
A true negative objection is a genuinely weak point in your offer, like a higher price or a shorter warranty than a competitor. How do you respond when the objection is accurate?
What this course covers:
- What defines a true negative objection
- A quick refresher on sales psychology
- How to respond when the criticism is fair
- Techniques to keep the sale moving forward
It helps salespeople handle honest objections without losing the deal.
Indifference is a tricky objection because the customer does not think they need what you sell, usually because their unmet need has not surfaced yet.
What this course covers:
- How to uncover unmet customer needs
- The sales psychology behind indifference
- Identifying and prioritising objections
- Reading the buying signs that signal interest
Turn indifference into interest, self-paced on Coggno.
Without a need, don't proceed. Great selling starts with uncovering what the customer actually needs.
What this course covers:
For salespeople who want to sell by solving real problems.