Entrepreneurship · Lesson Plan

Selling Techniques

Good selling is a blend of method and psychology, not just a smooth talker. This lesson teaches the seven-step sales process — planning and preparation, opening, questioning, presentation, overcoming objections, closing, and after-sales follow-up — and the personal qualities and trained skills a salesperson needs at each step. Students apply the steps to a product of their own.

Grades 9–12 Lesson Plan 45–60 minutes Free Lesson Plan Lesson & Worksheet: Full Membership

For Teachers

Lesson at a glance

Topic: Entrepreneurship
Grade Level: Grades 9–12
Resource Type: Lesson + Worksheet
Estimated Time: 45–60 minutes
Format: Lesson + worksheet
Materials: Printable lesson, activity sheet, pencils

What Students Learn

Learning objectives

List the seven steps of the selling process
Explain the purpose of each step
Describe how questioning uncovers customer needs
Handle objections and close a sale
Apply the steps to selling a product

Materials

What you’ll need

Printed lesson and worksheet (one per student)
Pencils

Key Terms

Vocabulary

Prospecting: Finding potential customers.
Opening: The first stage that builds rapport with a buyer.
Objection: A reason a customer gives for not buying.
Closing: Asking for and securing the sale.
Follow-up: Contact after a sale to keep the customer.
Presentation: Showing how a product meets the customer’s needs.

For Teachers

Lesson plan

Estimated time: one 45–60 minute class period.

Lesson sequence

Selling is method + psychology (10 min). Why technique beats a smooth pitch.
The seven steps (18 min). Planning, opening, questioning, presentation, objections, closing, follow-up.
Skills per step (8 min). The qualities and trained skills each step needs.
Worksheet (12 min). Students map the seven steps onto selling a product.

Assessment

Assess the worksheet for correct ordering of the seven steps and a sensible application.

Discussion

Discussion questions

What are the seven steps of selling?
Why is questioning an important sales step?
How should a salesperson handle objections?
What does it mean to close a sale?
Why does after-sales follow-up matter?

Printable Lesson & Activity