Overview/Description Objections, resistance, and questions can seem to halt the momentum of a sales meeting, but these obstacles are, in fact, buying signals that provide opportunities for forwarding the conversation. This Challenge Series exercise explores how to cope with sales roadblocks and help meet customers' needs. The learner plays the role of a sales representative for a network security software company. Target Audience Experienced sales professionals who wish to improve their ability to cope with resistance in the sales process Expected Duration (hours) 0.2 Lesson ObjectivesTurning...

Overview/Description To be ready to sell, you must be ready to compete. That means thinking about competitors – who they are, what they’re offering, and how they win customers. Once you’ve done this, you must communicate your competitive insight effectively to the customer. This Challenge Series product explores how you can draw on your knowledge of the competition to create and communicate a winning sales approach. You'll play the role of an account executive for a coffee company. Target Audience Experienced sales professionals who wish to improve their ability to sell competitively...

Overview/Description Sales is a highly competitive field, and success relies on far more than the product or service being offered. This Business Impact focuses on five persuasion techniques that can put savvy salespeople on the leading edge. Target Audience Individuals who want to understand and develop their persuasion skills. Expected Duration (hours) 0.2 Lesson ObjectivesUsing Persuasion Techniques to Boost Sales

Overview/Description How is your sales team organized? Do you know the goals, principles, and culture that drive your sales efforts? To succeed in sales, you must understand the importance of your sales culture and how it influences your overall sales effectiveness. This course provides an introduction to sales cultures and highlights their importance in today's competitive marketplace. It also examines the role of the salesperson in a winning sales culture, the attributes of an outstanding salesperson, and how to excel in virtually any sales culture. In addition, the course explores sales...