Course DescriptionRegardless of your role, everyone is a salesperson. When you work for a company, whenever you interact with someone outside your organization, you represent the company. That makes every single person, regardless of his or her job title, a salesperson of sorts. Non-sales selling is any activity that has the potential to directly or indirectly influence client satisfaction and the customer’s perception of offerings. It could be indirect like crafting a sales brochure or as direct as returning a call to a sales representative with vital client information.
Non-sales selling, in contrast to traditional sales selling encompasses consultative and suggestive sales tactics and approaches that uncover potential needs of both external and internal stakeholders. In addition, non-sales selling also involves advocating for a direction by selling yourself and your ideas and persuading others within your organization to provide their resources (time, budget, and support). Many of us in the workforce engage in non-sales selling daily. Our course will examine the relevance and importance of non-sales selling in the contemporary business world.
Course Goal: To understand and foster the “Everyone Sells Culture” and for all students to embrace the power of communication and active listening in order to succeed with internal and external stakeholders.
Course Learner Outcomes:
- Define non-sales selling and identify the emergence and importance of this sales evolution.
- Distinguish the differences between traditional/transactional and consultative/relationship and suggestive selling
- Identify “explicit” needs of the customer prospect and or fellow employees by questioning and conducting active listening protocols.
- Understand the basics of surface negotiation when dealing with customers, prospects, and internal stakeholders.
- Discover the importance of building a relationship selling strategy for long-term engagement.
- Embrace the fact that everyone in an organization has sales responsibility.