Topic outline

  • General

  • Selling into Companies

    • Selling into Companies Page

      Course Details

      1. Why selling to companies is different from selling to individuals 

      2. Identifying and understanding your economic buyer 

      3. Leveraging information to create urgency 

      4. Addressing the needs of users and buyers 

      5. Managing the first meeting 

      6. Dealing with purchasing 

      7. Sustaining your sale and expanding your reach after the first deal

  • Cross-Selling

    • Cross-Selling Page
      Learning Objectives

      1. The benefits of cross-selling 

      2. Understanding your customer and revenue goals 

      3. Creating the buyer journey 

      4. Executing your cross-selling strategy 

      5. Measuring the buyer journey 

      6. Aligning sales and marketing

  • Sales: Handling Objections

    • Sales: Handling Objections Page
      Module details 

      Even the most outstanding sales presentation can be met with objections. As a sales professional, your success hinges on your ability to respond to these concerns with confidence. In this course, instructor Dean Karrel digs into some of the most common objections that crop up throughout the sales process, explains how to prepare for them, and shares strategies for responding. Get a better understanding of the buyer and seller relationship, discover how to respond to buyers who object to the price of your service or product, learn what to say to a buyer who simply insists that "they'll get back to you," and more. Upon completing this course, you'll be better equipped to tackle this critical aspect of the sales process.

  • Sales: Closing Strategies

    • Sales: Closing Strategies Page
      Module details 

      What separates the inexperienced salesperson from the successful one is the ability to close sales. However, along with prospecting and handling objections, closing sales is one of the hardest skills for salespeople to master. Join Dean Karrel, a trainer and sales executive for over 30 years, for this course, which provides tips and techniques to help you develop your own successful closing strategy. Learn how to nurture the relationship with your buyer, overcome obstacles, recognize buying signals, and ask for the business. Plus, find out how to improve your close rate throughout the sales pipeline by expanding what it means to sell.