Professional Selling Skills®

Program description

Discover and deliver the solutions that solve customer needs.

Professional Selling Skills helps sellers effectively discover and address customer needs, improving in-the-moment interactions with buyers. Developing the selling skills that have benefitted millions of sales professionals around the world, Professional Selling Skills builds a seller’s ability to lead mutually beneficial sales conversations with any customer, any time.

Professional Selling Skills is a research-based sales skill training program designed for every seller — regardless of position or tenure. Highlighting the sales training sellers need to excel at reaching their quotas, new business development and account growth, this program hones and develops universal sales skills.

Learning objectives

• Start sales calls in a positive, customer-focused manner.
• Ensure time spent on a sales call is beneficial to the salesperson and the customer.
• Promote an open exchange of information throughout the sales process.
• Ask effective questions that develop a clear, complete, mutual understanding of customer needs.
• Talk about products and services in a way that is meaningful and compelling to customers.
• Create awareness of needs with a customer who is satisfied with his or her current situation.
• Respond to customer concerns openly and effectively.
• Close sales calls with mutually beneficial commitments that are appropriate and clear, and that move the sale and the customer relationship forward.

8 sales skills covered in Professional Selling Skills

In this course, we cover sales strategies and sales skill training techniques designed to teach sellers how to: 

• Begin sales interactions in a positive, customer-focused manner.
• Optimize sales interactions and make sure the time spent is beneficial to the salesperson and the customer.
• Create an open exchange communication channel for information throughout the sales process.
• Ask targeted questions that develop a clear, complete and mutual understanding of customer needs.
• Discuss products and services in a way that is meaningful and compelling to customers.
• Continually deliver value throughout the sales process, even with clients that appear indifferent.
• Build a relationship built on shared benefit and value, while openly and effectively responding to customer concerns.
• Conclude sales interactions with mutually beneficial commitments that are appropriate and clearly defined to move the sale and the customer relationship forward.

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