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Lesson plan · Entrepreneurship · Lesson 7

Sales

Turning interest into customers without being pushy.

  • 45 minutes
  • Grades 9–12
  • Beginner
  • Activity: pairs
Present slidesWorksheet + keyStudent lesson

Objectives

Students will be able to:

  • Describe the steps of a simple sales conversation
  • Respond to objections as questions
  • Ask for the sale honestly and respectfully

Materials

  • Slide deck and a projector
  • Worksheet (one per student)
  • Exit ticket slips (bottom of the worksheet)

Key vocabulary

Objection
A reason a customer hesitates — price, timing, trust, or doubt it'll work. It's usually a request for more information.

45-minute agenda

  1. 0–5 min

    Warm-up

    Post: “Think of a time a salesperson helped you and a time one annoyed you. What was different?”

    Teacher note: Helpful salespeople listened and solved your problem; annoying ones talked at you.

  2. 5–15 min

    Direct instruction

    Present the lesson slides. Make sure students leave with these points:

    • Sales = helping someone decide.
    • Listen before you pitch.
    • Objections are questions.
    • Actually ask for the sale.
    • Honesty earns referrals.

    Use the “See it” slide (A simple sales conversation) to make the idea visual.

  3. 15–20 min

    Worked example

    Walk through “"$12 is kind of a lot"” on the slides. Pause before the result and ask students to predict it.

  4. 20–32 min

    Role-Play Rounds

    Format: pairs · 12 minutes

    1. Partner A sells a sneaker-cleaning service; Partner B is a customer with an objection card: “It's too expensive,” “I'll think about it,” or “I can do it myself.”
    2. Follow the steps: open, ask questions and listen, suggest a solution, handle the objection, and ask for the sale.
    3. After three minutes, B gives one piece of feedback. Switch roles with a new objection.

    What to look for: Strong sellers ask questions before pitching, treat the objection as a real question, and end by clearly asking for the sale.

  5. 32–37 min

    Check for understanding

    Use the question slides — or run them as a Four Corners game. Answers:

    1. What's the best response? — B. Ask what they currently do about the problem, then connect your value to their answer
    2. In a good sales conversation, you should talk more than the customer. — False
    3. Which step do new sellers most often skip? — B. Clearly asking for the sale
  6. 37–42 min

    Discussion

    • Think of a time someone sold you something well. What did they do?
    • What's the difference between persuading and pressuring?
  7. 42–45 min

    Exit ticket

    Prompt: What's the best way to think about an objection?

    Answer: As a question the customer needs answered before deciding.

Differentiation

Common misconception

“Good salespeople are pushy.” The best ones listen, help people decide, and earn referrals.

Support

Provide a script outline with a sentence starter for each step.

Extension

Write responses to three more objections for a product of your choice.

Homework or make-up work

Students can complete the full interactive lesson — including its knowledge check — at learnwithflc.org/courses/entrepreneurship/sales. No account needed; progress saves on their device.