professional-selling ISBN: 978-1-61691-869-9
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.
Self-paced · 1 year access 4.7/5 (19 Reviews)
01 / Lessons & labs
See exactly what you will learn and practice
Lessons
7 Interactive Lessons · 33 topics01 Introduction to Professional Sales 4 topics +
- Introduction
- Sales Success: Do You Have What it Takes?
- Professional Salesperson's Quiz
- Professional Salesperson's Assessment
02 PART I Getting Started 6 topics +
- 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
03 PART IIA Face-to-Face Selling: Understanding The Process 4 topics +
- Presentation Strategies
- Starting the Interview
- Asking Questions
- Facts/Features, Transitions and Benefits
04 PART IIB Closing For Commitment 5 topics +
- Testing for Buying Interest
- Sample Closes
- Reducing Resistance and Countering Concerns
- The Importance of Nonverbal Communication
- Reviewing Your Efforts
05 PART III Face-to-Face Selling: Understanding Your Customer 6 topics +
- Selling to Different Communication Styles
- The Four Communication Styles
- Understand Your Style
- What Did I Discover About Myself?
- Communication Styles Practice
- Four Case Situations
06 PART IV Organize For Greater Sales 6 topics +
- 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
07 PART V Review 2 topics +
- What Did We Cover?
- Closed Book Review
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