Systematic Selling - Identifying Objectives

Systematic Selling - Identifying Objectives

The fourth step in the Systematic Selling Process is identifying the prospect's objectives. Selling means helping your prospects to achieve their objectives through your products and services. It follows that identifying your prospect's objectives is at the heart of the Systematic Selling Process. In this module, we'll discuss how to position your company as a potential partner. We'll tell you how to use effective questioning and active listening to recognize a prospect's objectives and situation factors, and how to identify prospects as decision makers, recommenders or influencers. Planning resources, including forms and checklists, allow you to apply what you learn to your own sales prospects. Identifying the Prospect's Objectives is the fourth of eight modules in the online Systematic Selling Program.

90 days / 1 Course Hrs
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Details

The fourth step in the Systematic Selling Process is identifying the prospect's objectives. Selling means helping your prospects to achieve their objectives through your products and services. It follows that identifying your prospect's objectives is at the heart of the Systematic Selling Process. In this module, we'll discuss how to position your company as a potential partner. We'll tell you how to use effective questioning and active listening to recognize a prospect's objectives and situation factors, and how to identify prospects as decision makers, recommenders or influencers. Planning resources, including forms and checklists, allow you to apply what you learn to your own sales prospects. Identifying the Prospect's Objectives is the fourth of eight modules in the online Systematic Selling Program.

Enrollment Options:
Self-Paced
90 days Access Course Code: T3205
No Instructor, Start Anytime
$55.00

Requirements

Our courses are optimized to run on a PC with Windows 98 or higher equipped with Internet Explorer 5.5 or later and connected to the Internet. Ensure you have no pop-up blockers installed. Pentium class computer. 266 MHz processor (300+ MHz recommended). 32 MB RAM (64 MB recommended). Any Windows Based Operating System. SVGA monitor capable of 16-bit colour and 800 x 600 screen resolution. Sound card with speakers or headphones. Internet Explorer 5.5 or greater, or Netscape 7 or greater. Some courses require the Macromedia Flash 6 Player or Shockwave Player. Both players are downloadable for FREE. Minimum 56.6 Kbps Internet connection (High Speed cable, DSL-class or broadband access recommended).