Overview/Description Selling with a seat-of-the-pants approach is a gamble. This Business Impact details an alternate 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 ObjectivesPlanning for Effective Selling

Overview/Description Trust may be a sales professional's most valuable asset. When present, it forms the bedrock of productive relationships. But when absent, it casts suspicion on every word spoken and action taken. This Challenge Series product explores strategies for building trust. You'll assume the role of a sales professional for a manufacturer of data collection devices. Target Audience Experienced sales professionals who wish to improve their ability to build, protect, and rebuild trust during the sales process Expected Duration (hours) 0.2 Lesson ObjectivesSelling with Trust

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...

Overview/Description One of the most difficult aspects of solution selling is managing active sales opportunities. Even though a need has already been expressed, there's a significant amount of research and planning required in order to determine the most effective way to approach the opportunity. This course provides a framework for dealing with active sales opportunities. The framework focuses on first qualifying opportunities in order to determine whether they're actually worth pursuing, and then diagnosing the customer's problem to determine the best solution. The course provides...