uCertify

Prof. Selling Practical Secrets for Successful Sales

(professional-selling)/ISBN:978-1-61691-869-9

This course includes
Lessons
Prof. Selling Practical Secrets for Successful Sales

The Professional Selling course is intended for sales professionals. The objective of this course is to explain how to make the most of selling opportunity; show how to organize for better sales; discuss customer resistance and how to counter concerns; and explain ways to understand customer styles.

Lessons

7+ Lessons | 24+ Quizzes | 14+ Flashcards | 14+ Glossary of terms

Need guidance and support? Click here to check our Instructor Led Course.

Here's what you will learn

Download Course Outline

Lessons 1: Introduction to Professional Sales

  • Introduction
  • Sales Success: Do You Have What it Takes?
  • Professional Salesperson's Quiz
  • Professional Salesperson's Assessment

Lessons 2: PART I Getting Started

  • Finding Prospects
  • Acquiring Referrals
  • Using the Telephone to Qualify and Get Appointments
  • Defrosting Telephone Cold Calls
  • Write Your Own Telephone Outline
  • Telephone Cold Call Checklist

Lessons 3: PART IIA Face-to-Face Selling: Understanding The Process

  • Presentation Strategies
  • Starting the Interview
  • Asking Questions
  • Facts/Features, Transitions and Benefits

Lessons 4: PART IIB Closing For Commitment

  • Testing for Buying Interest
  • Sample Closes
  • Reducing Resistance and Countering Concerns
  • The Importance of Nonverbal Communication
  • Reviewing Your Efforts

Lessons 5: PART III Face-to-Face Selling: Understanding Your Customer

  • Selling to Different Communication Styles
  • The Four Communication Styles
  • Understand Your Style
  • What Did I Discover About Myself?
  • Communication Styles Practice
  • Four Case Situations

Lessons 6: PART IV Organize For Greater Sales

  • Prioritizing Your Clients/Prospects
  • Conquering the Paperwork Mountain
  • Follow Up Made Easy: A Tickler/Suspense File
  • Salvaging Scrap Time
  • Make Notes
  • Using a Prospect Lead Form

Lessons 7: PART V Review

  • What Did We Cover?
  • Closed Book Review