Professional Selling

PD-SM02 Non-credit course 4
Description:
Many of today’s sales training programs are based on outdated paradigms established after World War II, when manufacturers wanted to redirect military surplus to consumer markets. Tin-men, for example, were famous for using high-pressure, manipulative, often dishonest or unethical, sales techniques to persuade unsuspecting buyers to wrap their homes in aluminum. Today’s customers will not be pressured or manipulated into buying. This course teaches companies and salespeople the professional, proven sales techniques that build lasting relationships and long-term profits.
Objectives:
  • Profitable relationship selling skills
  • Successful relationship building techniques for each phase of the selling process: Prospecting¸ Pre-approach planning¸ Approach¸ Presentation¸ Handling objections¸ Trial closes¸ Close¸ Customer service and follow-up after the sale

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