Going the Distance
Consultative-style selling remains a popular approach to the sale of retail and wholesale goods and services. What are the four major parts of a consultative-style sales presentation?
Breaking Through
This lesson describes how buyer resistance shows up in almost all sales interviews. What are the common causes of buyer resistance? How do you recognize and overcome the problem?
Beneath the Surface
The challenge of understanding what makes customers buy is the focus of this episode. What influences a buyer's decision?
First Impressions
The image that a salesperson projects is an important factor in determining how the customer "feels" about the sales representative. A positive image sets the stage for success while a negative image may result in lost sales and potential failure.
Extra Mile, The
We discuss customer concerns and the need for each salesperson to become familiar with them as they relate to their customers.
Personal Touch, The
The manner in which salespeople establish, build and maintain relationships is the key to success. Most successful sales consultants see themselves as the customer's partner in the sales process rather than their adversary. In addition to customers,...
In the Know
Learn why it is important to provide the prospective buyer with specific knowledge needed to make the best possible buying decision.
In Position
We focus on those decisions, activities, and communication techniques that form selling strategies for new and old products.
Sales Engine, The
Addresses the ways in which personal selling stimulates economic growth in a market driven economy, and traces its evolution from the early days of the Production Era to present day.
Making Connections
Prospecting is the method by which salespeople can identify potential customers; a process which requires planning.