Course Description
Millions of products and services are sold to consumers daily, which makes sales a lucrative career. However, having the “gift of gab” and using the same canned speech with every customer—the preferred methods of traditional sales—is no longer the predictor of success. Today, customers are looking for salespeople who are genuine, engaged, and problem-solvers. Modern sales focuses on understanding customers’ needs first, then showing them how your product or service meets those needs. Selling today requires a recognition that customers won’t care about what you’re selling until they know you care. To earn a customer’s business, and to keep that business well into the future, depends on the relationship you form with them from the moment of your first interaction to the close of the deal.
In this course on Selling Strategy, you will learn how to become an expert in your product or service industry so you can demonstrate its value to your customer. You’ll also learn about buying behaviors as well as techniques and strategies you can use to address those behaviors. Finally, you will gain valuable negotiating tips along with how to overcome the most common objections your customers may use in considering a purchase, all while maintaining a trusting, lasting relationship with them.
Learning Objectives
- Learn four different selling strategies: Product, Customer, Presentation, and Relationship
- Determine which strategy is best for your customer’s situation and how to customize it further
- Understand the importance of becoming an expert in your industry and how to begin
- Discover the key elements of successful negotiating and best practices for an improved experience
- Learn the most common buying objections and how to overcome them
What You'll Learn
- Apply four selling strategies: Product, Customer, Presentation, and Relationship
- Determine which selling strategy best fits a customer's situation and customize it further
- Become an expert in your product or service industry to demonstrate its value to customers
- Identify customer buying behaviors and use techniques and strategies to address them
- Recognize common buying objections and learn how to overcome them
- Apply the key elements and best practices of successful negotiating
Key Takeaways
- Modern sales focuses on understanding customers' needs first, then showing them how a product or service meets those needs.
- Today's customers look for salespeople who are genuine, engaged, and problem-solvers rather than those using a canned speech.
- Earning and keeping a customer's business depends on the relationship formed from the first interaction to the close of the deal.
- The course covers four selling strategies and how to choose and customize the right one for each customer's situation.
- Becoming an expert in your industry helps you demonstrate your product or service's value to the customer.
Frequently Asked Questions
What selling strategies does this course teach?
It teaches four different selling strategies: Product, Customer, Presentation, and Relationship, and how to determine which is best for a customer's situation and customize it further.
Will this course help me handle customer objections?
Yes. You will learn the most common buying objections and how to overcome them while maintaining a trusting, lasting relationship with the customer.
Does the course cover negotiation?
Yes. It covers the key elements of successful negotiating and best practices for an improved experience, including negotiating tips and strategies.
What topics are covered in the lessons?
The lessons cover Sales Trends and Product Strategy, Customer Strategy, Presentation and Relationship Strategies, Negotiating Tips and Strategies, and a Test Your Knowledge section.
What is the modern approach to selling taught here?
The course emphasizes understanding customers' needs first and then showing how your product or service meets those needs, focusing on building a genuine, lasting relationship rather than using the same canned speech with every customer.
