Professional Selling

Close More Deals—Learn to Sell Successfully and Efficiently

Course Description: This online course will cover the basics of selling and techniques to improve your close rates. Characteristics of a great sales person 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: 1hrs. 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	01:01
Why People Buy? PREVIEW, CLICK HERE	00:57
Motivations	02:03
The Fabulous Principle	01:11
Advantages	01:53
Fact	00:59
A Related Buyer's Benefit	01:16
Motivate Your Prospects	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	04:24
Best Websites and References	01:46