Credits Hours: .00

Course Description:
Selling is a complex and sophisticated process, but successful sales begin and end with the basic essentials. This course includes an overview of the selling process, and provides worksheets and checklists to take you from contact list through sales call and on to follow-up and referrals. There are tools for identifying the features and benefits of your product and service, doing a competitive analysis, and preparing your sales presentation. There are also practical tips on dealing with customers, handling objections, and using customer feedback to improve your own performance.

Learning Objectives:
Upon completion of this program, participants should be able to:

• Prepare to sell.
• Know the customer and the business.
• Know the product.
• Develop qualified leads.
• Conduct the sale.
• Set the call objectives.
• Initiate contact.
• Present the message.
• Close the sale.
• Follow through on the sale.
• Structure a long-term relationship.
• Plan for more business.