Sales is ultimately about helping other people determine what they want. By understanding how to do this—as well as how to navigate the overall sales process—you’ll be better positioned to close deals. In this course, instructor Chris Croft shares key techniques and practices for being an effective salesperson. Chris explores the keys to building rapport, understanding a client’s needs, and prescribing a solution. He also discusses how to handle objections, explores methods for closing a sale, and takes a look at efficiency and metrics.

Topics include:

• Building sales relationships
• First impressions and body language
• Finding out a customer’s needs
• Prescribing a solution
• Dealing with objections
• Closing a sale
• Keeping the ball in your court
• Essential principles of sales efficiency

• Introduction
• 1. Understanding Sales
• 2. Building a Sales Relationship
• 3. Diagnosing a Sale
• 4. Prescribing a Solution
• 5. Handling objections
• 6. Closing Sales
• 7. Efficiency and Measurement in Sales
• Conclusion

Lecturer turned thought leader Chris Croft has trained 80,000 people in project management and leadership.

Chris has also provided instruction on time management and negotiation, and has trained two million people on Lynda.com and LinkedIn Learning. He comes from an operations background, having earned an engineering degree from Cambridge, qualified as a chartered engineer, and worked as a senior manager in manufacturing for 10 years. He earned an MBA and worked as a university lecturer at Bournemouth University Business School for four years before starting his own training company in 1992. Since then, he has been in constant demand as a speaker, and his free email tips are sent to over 20,000 people.

His website, www.chriscroft.co.uk, offers a free email tip of the month, a wide-ranging and unusual blog, and free instant guides. Chris has also created numerous free iPhone and Android apps, notably his Jobs To Do app and his Daily Happiness Tips app.

His book Time Management is available from Amazon and most bookshops. He has eleven other “instant guide mini-books” at www.lulu.com and on Amazon Kindle Store, and recently published The Big Book of Happiness for the Kindle, as well as the rather eccentric Management Vegetables.