This course teaches the student basic sales and communications theory. Upon completion you will be able to conduct a professional meeting with a buyer with a well-written, persuasive sales presentation. Even if you are not going into sales, but would like to know how to sell your ideas and yourself, this is a course for you.
Introductory comments and a recommended textbook.
Ethical and legal issues in professional selling.
Discussion of Buyers and the Buying Process.
The communication model and its important role in selling.
The concept of adaptive selling and what every sales professional should know about the four different social types.
An exercise for you to do to practice your selling skills.
What you should do before you even enter a buyer's office. Planning the sales call.
Making the actual sales call.
Tools to add interest and excitement to your presentation.
How objections are actually a good thing...they tell you where they buyer's head is at. Overcoming them.
Obtaining committment, or Closing the Sale.
Principles of formal negotiating. And some rules you really should know about.
How to write a sales presentation, step by step. You can see the presentation given in the next video, SAMPLE SALES PRESENTATION.
A sample sales presentation. This should be viewed AFTER the video WRITING A SALES PRESENTATION.
Going beyond the initial sale....down the road to becoming a real partner with your customer.
Building long term partnerships with your buyer....a win-win situation.
Selling tools to manage your time and your territory efficiently.
Selling within your own company - who you need on your side.
Managing your sales career.
Dan McCarty has worked his way up from entry level marketing assistant to President and CEO of multi-billion dollar companies and divisions of companies. Dan has managed America's best known brands including Del Monte, Quilted Northern, Underwood, Crystal, Dixie Cups and Plates, Brawny Paper Towels, Accent, Hain Health Foods and more.
Dan is also a MBA graduate from the prestigious Haas School of Business at the University of California in Berkeley.