Learn to sell: prospecting, qualifying, discovery, value, demos, objections, negotiation, closing, proposals, account management, pipeline and forecasting, commission, tenders and selling across Africa, with a running case from Lagos.
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This course teaches you how to sell, from finding your first prospects to winning deals and keeping customers for years. It's written for new sales reps, founders who sell their own products, shop and field staff, and managers of small sales teams. You don't need any background in sales to follow it.
You'll start with what selling is, where the ethical lines sit and how consumers and businesses make buying decisions. Then you'll learn to find prospects through referrals, outreach, events, LinkedIn and WhatsApp, to qualify them, and to run discovery meetings that uncover what the buyer needs. After that you'll present value with numbers, run demos, handle objections, negotiate price and terms, close, write proposals and follow up.
Later modules cover account management, upselling and renewals; pipelines, CRM systems and forecasting with worked numbers; targets, quotas and commission; retail, field, route and phone sales; government tenders and large-firm procurement; selling across cultures in Africa; managing a small sales team; and coping with rejection. The course ends with a capstone sales plan and a toolkit of scripts and templates.
A running case follows the sales team at Ireti Office Supplies, a firm in Lagos that sells paper, stationery, furniture and office equipment to other businesses.
49 lessons
It opens when you finish every lesson. Score 75% or more to get your certificate. You have 2 tries on the same questions. If neither passes, you go through the course again and get 2 new tries.
