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Effective Selling
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| Price: |
$99.00 |
| Business Focus: |
Sales & Marketing |
| Instructor: |
Steve Payseur |
| Course Code: |
eff |
| Delivery Method: |
Instructor-led Online Course |
| Frequently Asked Questions |
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| Course Overview: |
| 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. |
| Instructor Biography: |
| Steve Payseur began his career in sales in 1979, and his sales have increased an average of 22% a year for more than 20 years. As a Sales Manager, he set up a training program for his sales force, and he has conducted training programs for several Fortune 500 companies. Mr. Payseur is the author of Selling Effective Techniques for Getting and Keeping Customers, a book based on his years of experience and extensive research. A recognized authority in the field of sales, he has been interviewed on several occasions for national sales magazines. Mr. Payseur has written and published two top-selling books, has two more books in the development stage, and has won several literary competitions. His online courses and classroom seminars have been characterized as open, honest, lively, fun, and informative. |
| Course Syllabus: |
| Lesson 1 Syllabus |
This first lesson lays the groundwork for successful sales. We'll review some basic sales terminology and talk about how it relates to your profession. You'll 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. |
| Lesson 2 Syllabus |
In this lesson, we'll 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. |
| Lesson 2 Objective |
The basic concepts of selling and terminology |
| Lesson 3 Syllabus |
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 all of these, and you'll learn 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. |
| Lesson 3 Objective |
Preparation, including itineraries, sales call reports, and the customer database |
| Lesson 4 Syllabus |
If you can't communicate, you canšt 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. |
| Lesson 4 Objective |
Learning to sell yourself, sell your company, and sell your product |
| Lesson 5 Syllabus |
In the first four lessons, we 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. |
| Lesson 5 Objective |
Communication: Communicating with your customers and your company |
| Lesson 6 Syllabus |
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? In this lesson, we'll talk about how to identify which personality type you're dealing with so you can develop a unique selling strategy for each of them. |
| Lesson 6 Objective |
Making effective presentations |
| Lesson 7 Syllabus |
Knowing how to create an effective presentation, and how to identify the different personality types is essential knowledge. In Lesson 7, you'll learn how to apply the knowledge you gained in the previous two lessons. You'll learn how to modify your presentation to meet the expectations of each of the personality types-a recipe for success! |
| Lesson 7 Objective |
Learn about the different personality types and how to identify them |
| Lesson 8 Syllabus |
The ultimate goal of the salesperson is to make-or close-the sale. There are six basic types of closes, and in this lesson we'll discuss them all. More importantly, you'll learn how to put each type to use for the greatest effect. |
| Lesson 8 Objective |
Learn how to deal with the different personality types |
| Lesson 9 Syllabus |
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 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. |
| Lesson 9 Objective |
Learn how to successfully close the sale |
| Lesson 10 Syllabus |
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. |
| Lesson 10 Objective |
Learn how to handle customer complaints |
| Lesson 11 Syllabus |
It may seem that your competitors are always bigger, faster, cheaper, or smarter than you are. But the fact is, they aren't. In Lesson 11, we'll discuss ways you can find out what your competition is up to and how to use this knowledge to your advantage. |
| Lesson 11 Objective |
Learn to negotiate successfully |
| Lesson 12 Syllabus |
In our final lesson, we'll delve into some big questions that salespeople must ask themselves. How do you deal with the customer that won't return your calls? How important are ethics in the world of sales? How do you deal with the seemingly constant rejection? We'll ask-and answer-them all in this lesson. |
| Lesson 12 Objective |
Dealing with your competition |
