Course Objective:

This course will give your employees an opportunity to improve their sales skills through practicing selling skills, finding out the needs of the clients, initial knowledge of market analysis as well as improve the communication skills during the sales process.

After the course completion, the participants will have the following skills:

ŸAbility to learn and practice how to find out the customers’ needs;

ŸAbility to distinguish between FAB (Features, Advantages, Benefits) on their products and the benefits of the products or services in the company, in order to focus on the benefits;

ŸAbility to learn and practice AIDA (Attention, Interest, Desire, Action) selling model and its application in the company;

ŸAbility to lean and use the Impulsive Factors which influence the success of the sale; and

ŸParticipants will have the opportunity to practice and attain skills of asking the right questions and active listening which help with closing the sale.


  1. Selling and the main characteristics of the sales process
  2. Sales Techniques AIDA
  3. Identifying clients’ needs
  4. Impulsive Factors
  5. Communication Skills
  6. Active Listening