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ed2go Business Marketing and Sales Effective Selling
Return to Marketing and Sales
sales-course

Effective Selling

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.

6 Weeks / 24 Course Hrs
Starting October 18, 2017

Offered in Partnership with your Preferred School

Massachusetts Bay Community College Why this school? It's been chosen based on your location or if you've visited this school's website.

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Learning Method

Instructor-led Confirm your Start Date in Cart

Effective Selling

Learning Method

Instructor-led Confirm your Start Date in Cart

Effective Selling Reviews

Effective Selling Details + Objective

Course Code: eff

You Will Learn
  • Learn how to schedule follow-up calls to avoid letting potential sales pass you by
  • Learn the simple steps to work through a slump and come through it in a stronger position
  • Learn how to effectively communicate with your customers and prospects in order to minimize problems and maximize customer loyalty
  • Understand how to develop your sales presentation and tailor it to various personality types
  • Learn the techniques of successful negotiation
How the course is taught
  • Instructor-led course
  • 6 weeks in duration
  • Courses begin each month
  • 2 lessons released each week
  • 24 course hours
How you will benefit
  • Discover how to convert potential customers into long-term assets
  • Understand how to gain repeat business as a foundation for your sales success
  • Open the door to new opportunities with skills that can transfer to any organization
Effective Selling Outline
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Week 1

Review some basic sales terminology and talk about how it relates to your profession. You'll also learn about appropriateness and how it can be a powerful tool for your success. Then, 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.

Week 2

In this lesson, you'll learn the importance of selling yourself, your company, and your product, as well as how to make them work in your favor. Then, learn how to effectively communicate with your customers and prospects in order to minimize problems and maximize customer loyalty.

Week 3

In this lesson, you'll learn how to develop your sales presentation to guide the prospect to placing an order. Then, 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.

Week 4

Learn how to modify your presentation to meet the expectations of each of the personality types-a recipe for success! Then, 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.

Week 5

Learn how by properly handling customer complaints as they arise, you can turn a customer complaint into customer delight. Then, you'll learn the techniques of successful negotiation.

Week 6

Discuss ways you can find out what your competition is up to and how to use this knowledge to your advantage. And finally, you’ll learn how to deal with customers that won’t return your calls, how important ethics are in sales, and how to deal with seemingly constant rejection.

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Effective Selling Instructors
Steve Payseur

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.

Effective Selling Requirements / Prerequisites

There are no prerequisites for this course.

Effective Selling Frequently Asked Questions
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When can I get started?

A new session of each course opens each month, allowing you to enroll whenever your busy schedule permits!

How does it work?

Once a session starts, two lessons will be released each week, for the six-week duration of your course. You will have access to all previously released lessons until the course ends.

How long do I have to complete each lesson?

Keep in mind that the interactive discussion area for each lesson automatically closes 2 weeks after each lesson is released, so you’re encouraged to complete each lesson within two weeks of its release.

What if I need an extension?

The Final Exam will be released on the same day as the last lesson. Once the Final Exam has been released, you will have 2 weeks plus 10 days to complete the Final and finish any remaining lessons in your course. No further extensions can be provided beyond these 10 days.

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