Course Description: This online course will cover the basics of selling as well as teach you the techniques you need to improve your close rates. Characteristics of a great salesperson and the personality of the buyer will be investigated to help close the sale. Details on the selling cycle and closing actions will enable you to close more sales and use your time in a more efficient manner.

Author: Fred Schlaffer

Runtime: 1hr. 30min.

Lessons: 43

Lessons		Time (Min:Sec)

Chapter 1: The Basics of Selling
What Is Selling? PREVIEW, CLICK HERE		01:15
What People Buy PREVIEW, CLICK HERE		00:54
Why People Buy PREVIEW, CLICK HERE		00:57
Motivations		02:03
The Fabulous Principle		01:11
Advantages of the Fabulous Principle		01:53
Fact		00:59
A Related Buyer's Benefit		01:16
Motivate Your Prospect		01:21
How Is Selling Done?		01:18
Chapter 2: The Selling Cycle
Definition		02:14
Making Selling Your Life		02:09
Your Clients		01:44
Buyer Personality		04:08
Cultural Issues		01:30
Chapter 3: The Sales Process
How It Works		03:18
Responding to Customers' Fears		02:09
The Best Presentations		02:47
Know Your Product		02:11
Taking Advantage of Technology		03:20
Finding People Who Want Your Product		02:32
Chapter 4: Telemarketing
Telemarketing Ideas		02:32
Getting the Appointment		02:56
Making Cold Calls		04:09
The Right Frame of Mind		03:42
Cold Call Benefits		01:10
Chapter 5: The Client Relationship
Winning Over the Client		01:14
Qualifying		01:32
Winning Presentation		01:53
Address Concerns		01:28
Closing the Sale		03:50
Chapter 6: Referral Selling
Getting Referrals		01:41
Referral Techniques		02:19
Follow Up on the Sale		01:31
Using the Internet to Make Sales		01:22
Planning Your Time		02:23
Handling Rejection		02:38
Sales Mistakes		01:42
Chapter 7: Improving Your Selling Skills
Improving Your Selling		02:07
The Basics of Good Selling		02:35
A Professional Salesperson		02:20
Closing Techniques		04:23
Best Websites and References		01:46