Effective Selling
Course Length
6 Weeks
24 Course Hrs
Cost
$135.00 USD
Effective Selling
COURSE SUMMARY
The goal of Effective Selling is not to teach you how to make a sale today, but to help you discover how you can easily convert a potential customer into a long term asset. Effective Selling will help you lay the groundwork for repeat business and your future success.
In sales, there are no quick fixes. However, with the knowledge, planning skills, communication techniques, and the understanding of human nature that you will gain from this course, your sales will grow as if by magic.
Admission Requirements
There are no prerequisites to take this course.
Instructional Material Requirements
The instructional materials required for this course are included in enrollment and will be available online.
Computer Requirements
- PC: Windows 8 or later.
- Mac: macOS 10.6 or later.
- Browser: The latest version of Google Chrome or Mozilla Firefox are preferred. Microsoft Edge and Safari are also compatible.
- Adobe Acrobat Reader.
- Software must be installed and fully operational before the course begins.
Course Delivery
100% Online
COURSE OUTLINE
- Laying the Groundwork
- Itineraries, Sales Call Reports, and the Customer Database
- Selling Yourself, Your Company, and Your Product
- Communication Skills
- Developing Effective Sales Presentations
- Recognizing Personality Types
- Presentations for Different Personality Types
- Closing the Sale
- Converting Customer Complaints to Delight
- Effective Negotiation
- Dealing With Your Competition
- Difficult Situations
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Effective Selling
Course Syllabus
Laying the Groundwork
This first lesson lays the groundwork for successful sales. You’ll review some basic sales terminology and learn about how it relates to your profession. You’ll also learn about appropriateness and how it can be a powerful tool for your success. This lesson will start the new salesperson off with the right tools to succeed.
Itineraries, Sales Call Reports, and the Customer Database
This lesson will talk about itineraries, sales call reports, and the customer database. Nothing is more important in sales than tracking your progress, your customers, and your prospects. Preparation and record keeping will keep you one step ahead of the competition. You’ll also learn how to schedule follow-up calls to avoid letting potential sales pass you by.
Selling Yourself, Your Company, and Your Product
To be successful in sales, you must learn to sell three things: Yourself, your company, and your product. In this lesson, you’ll learn the importance of these things and how to make them work in your favor. And no matter how good you are in sales, you will eventually experience a sales slump. You’ll learn the simple steps to work through this slump and come through it in a stronger position.
Communication Skills
If you can’t communicate, you can¹t sell. That’s why communication is the focus of this lesson. You will learn how to effectively communicate with your customers and prospects in order to minimize problems and maximize customer loyalty. Just as important is your communication with your own company. Stop problems before they start, and your sales will increase dramatically.
Developing Effective Sales Presentations
The previous lessons laid out a strong foundation for your sales efforts. In this lesson, you’ll learn how to develop your sales presentation. A good sales presentation can mean the difference between making the sale and going home empty-handed. Learn how to guide the prospect to placing the order by using these proven techniques.
Recognizing Personality Types
You’ll encounter seven different types of personalities during your sales career, and you’ll meet them all in this lesson. Who are they? How can you identify them? How can you relate to them? Most important, how can you sell to them? This lesson will talk about how to identify which personality type you’re dealing with so you can develop a unique selling strategy for each of them.
Presentations for Different Personality Types
Knowing how to create an effective presentation, and how to identify the different personality types is essential knowledge. In this lesson, you’ll learn how to apply the knowledge you gained in the previous two lessons. You’ll also learn how to modify your presentation to meet the expectations of each of the personality types-a recipe for success!
Closing the Sale
The ultimate goal of the salesperson is to make or close the sale. There are six basic ways to close a sale, and this lesson will discuss them all. More importantly, you’ll learn how to put each method to use for the greatest effect.
Converting Customer Complaints to Delight
When is an unhappy customer a great sales opportunity? All salespeople will have to deal with customer complaints at one time or another, but few know how to turn a complaint into a powerful sales tool. By properly handling these complaints as they arise, you can turn a customer complaint into customer delight.
Effective Negotiation
Can you negotiate a contract that pleases your customer and increases your total sales and profit? Of course! In this lesson, you’ll learn the techniques of successful negotiation. There really is a win/win solution, and you’ll learn how to find it in this lesson.
Dealing With Your Competition
It may seem that your competitors are always bigger, faster, cheaper, or smarter than you are. But the fact is, they aren’t. This lesson will discuss ways you can find out what your competition is up to and how to use this knowledge to your advantage.
Difficult Situations
The final lesson will delve into some big questions that salespeople must ask themselves. How do you deal with customers that won’t return your calls? How important are ethics in the world of sales? How do you deal with the seemingly constant rejection? All those questions will be answered in this lesson.
