Overview/Description No matter what your skill or prior success, you won't win every sale. The fact of the matter is sometimes your customers will go with the competition, or find a different way to address their needs. How you handle such a loss, however, will mark how you're viewed as a professional. This Challenge Series product explores how to constructively handle the loss of a sale. You'll assume the role of a sales representative for an information services company. Target Audience Experienced sales professionals who wish to improve their ability to deal with bad news and lost sales...

Overview/Description Completing "large deal" sales typically requires a team approach. This Business Impact examines the roles involved with such an approach. Target Audience Salespeople whose job it is to personally sell products or services in a professional, corporate, capacity, along with those in training for such roles. Expected Duration (hours) 0.1 Lesson ObjectivesSales Support Roles for Better Customer Interaction

Overview/Description Every company has its key players in the purchasing chain. However, position and title do not always indicate who has authorization to make purchasing decisions. Here we examine how to maximize sales opportunities by reaching the right audience. Target Audience Salespeople whose job it is to personally sell products or services in a professional, corporate, capacity, along with those in training for such roles. Expected Duration (hours) 0.1 Lesson ObjectivesSelling to Key Players

Overview/Description For most sales professionals, prospecting for new customers and making those initial sales calls is a big part of their job. But that doesn't mean it's easy. Conducting prospecting calls is one of the most difficult skills to learn. Potential customers aren't always aware of their needs and often don't appreciate a stranger pointing out their problems. It's the job of the sales professional to recognize potential pain, approach each customer in a tactful and appropriate manner, determine the right solution, and present it in an engaging way that helps the customer make an...