Essential Selling Workshop
Selling Essentials
Learn how to Sell!
Take BETA’s Essential Selling Workshop and learn about prospecting, maintaining strong client relationships, and developing a sales call – all the way from opening to overcoming objections to closing. Sign up for this seven week course that meets from 8:30 a.m. to 12:30 p.m. on the second Tuesday of each month.
Date/Time: Classes meet 2nd Tuesday of the month – 8:30 am -12:30 pm.
Location: Butler CC – Andover, BETA Conference Room – 5101S
Investment: $89 (handout included)
Class Descriptions
- Selling Essentials: Understanding the Sales Cycle
Learning Outcomes:
- Assess selling strengths and areas for improvement
- Learn about the trends in today's selling environment
- Understand the concept of customer-focused selling
- Learn the steps of the sales process and buying cycle
- Discover how customers make decisions
- Describe the steps in the sales process
Offered: TBA
- Selling Essentials: Prospecting and Territory Management
Learning Outcomes:
- Learn practical tips for prospecting and qualifying customers
- Discover how to develop a pipeline of profitable customers
- Determine how to plan for sales opportunities
- Identify techniques for making contact with prospects
- Learn to implement strategies for prospecting and territory management
Offered: TBA
- Selling Essentials: Opening the Sales Call
Learning Outcomes:
- Understand the importance of preparation
- Learn an effective framework for opening face-to-face sales calls
- Discover the traits and characteristics that improve success rate
- Understand the importance of building rapport
- Learn how to overcome obstacles and resistance to change
Offered: TBA
- Selling Essentials: What to Ask and How to Listen
Learning Outcomes:
- Discover the questions that uncover customer needs
- Identify customer needs and challenges
- Learn how to use active listening to better understand customers
- Develop strategies for business discussions that get results
Offered: TBA
- Selling Essentials: Presenting Solutions, Overcoming Objections, and Closing the Sale
Learning Outcomes:
- Learn an easy-to-use model for presenting solutions
- Understand how to effectively describe features and benefits
- Become skilled at identifying customer objections
- Know how to overcome objections using an effective model
- Learn and master specific steps to close a deal
Offered: TBA
- Selling Essentials: Developing Clients for Life
Learning Outcomes:
- Understand the product implementation process
- Learn how and why it's important to develop relationships with existing clients
- Know how to create a plan to build client loyalty
- Discover effective strategies for building and maximizing client relationships
Offered: TBA
- Selling Essentials: Coaching for Performance
Learning Outcomes:
- Understand what the term "coaching" means in a professional setting
- Comprehend the importance of effective coaching and feedback
- Know your strengths and areas for improvement as a coach
- Be able to describe the challenges of coaching
- Understand and apply a 3-step coaching model
- Demonstrate the best practices for giving feedback
Offered: TBA