Program Overview

Centre for Continuing Education

The Centre for Continuing Education at the University of Sydney offers a diverse range of professional development short courses. These courses are designed to enhance career prospects, improve technical and people skills, and support career progression.

Course Subjects

The Centre provides courses in various subjects, including:

• Business and management
  • Business communication
  • Business strategy
  • Business writing
  • Cultural competence and diversity
  • Finance
  • Leadership
  • Management
  • Organisational psychology
  • Sales and customer service
• English
• HSC preparation (years 10-12)
  • HSC biology
  • HSC business studies
  • HSC chemistry
  • HSC economics
  • HSC English
  • HSC mathematics
  • HSC physics
  • Year 11 (Revision)
  • Years 10-12 study and essay skills
• Humanities and culture
  • Creative writing
  • Music
  • Philosophy
  • Psychology
• Information technology
  • Adobe
  • AI and machine learning courses
  • Data analysis and analytics
  • Google
  • Microsoft
• Language
  • Arabic
  • Brazilian Portuguese
  • Chinese
  • French
  • German
  • Greek
  • Italian
  • Japanese
  • Spanish
• Marketing
  • Digital marketing
  • Marketing communications
  • Product development
• Project management
  • Agile methodology courses
  • Change management for projects
  • Stakeholder and people management
  • Technical project management skills

Effective Sales Techniques Course

This sales course is designed to increase the chances of obtaining sales and revenue success. It covers various aspects of sales, including:

• Gaining proficiency in a rigorous sales process
• Qualifying customers and identifying decision-makers
• Partnering with customers to achieve their outcomes
• Building trust by asking the right questions and listening
• Discerning the importance of selling based on emotions and benefits
• Negotiating when the success of the sale is based primarily on price
• Soliciting and handling objections effectively
• Closing the sale and generating additional business through loyalty and referrals

Course Objectives

The objectives of the Effective Sales Techniques Course include:

• Following a sales process that is evidence-based for delivering successful outcomes
• Selling while adhering to ethical guidelines and corporate social responsibility
• Ensuring sales time is spent where there is the greatest potential for achieving required results
• Listening for customer needs, both business-oriented and emotional
• Providing a sales solution that builds trust and confidence from the customer
• Negotiating successfully, especially with price
• Overcoming objections and closing the sale
• Generating referrals and repeat business, rather than relying solely on cold calling

Course Content

The course content includes:

• Emotion-based selling
• Qualifying the customer and identifying decision-makers
• Delivering features, advantages, and benefits against the customer's/buyer's needs
• How to solicit and overcome objections
• Negotiation and selling based primarily on price
• Closing the sale

Intended Audience

The course is suitable for anyone involved in the sales process, whether for goods or services in the private, public, or not-for-profit sectors.

Delivery Modes

The course is available in face-to-face and online modes.

Course Duration and Price

The course duration is 1 session, 8 hours total, and the price ranges from A$740.00 to A$750.00.

Meet the Facilitators

The course facilitator is John Le Mesurier, who brings a wealth of business, management, IT, consultancy, and training experience to the course.

Testimonials

Previous participants have praised the course, citing its practical content and effective delivery. They have reported improved sales skills and increased confidence in their ability to engage customers and close deals.