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Course Catalog > Healthcare (CBI)

Effective Selling   

Learn the secret to converting a potential customer into a long-term asset. Find out how to lay the groundwork for repeat business and your future success.


The goal of Effective Selling is not to teach you how to make a sale today, but to help you discover how you can easily convert a potential customer into a long term asset. Effective Selling will help you lay the groundwork for repeat business and your future success.

In sales, there are no quick fixes. However, with the knowledge, planning skills, communication techniques, and the understanding of human nature that you will gain from this course, your sales will grow as if by magic.


Requirements:

Hardware Requirements:

  • This course can be taken on either a PC, Mac, or Chromebook.

Software Requirements:

  • PC: Windows 8 or later.
  • Mac: macOS 10.6 or later.
  • Browser: The latest version of Google Chrome or Mozilla Firefox are preferred. Microsoft Edge and Safari are also compatible.
  • Adobe Acrobat Reader.
  • Software must be installed and fully operational before the course begins.

Other:

  • Email capabilities and access to a personal email account.

Instructional Material Requirements:

The instructional materials required for this course are included in enrollment and will be available online.


Discover how you can easily convert a potential customer into a long-term asset. This course will help you lay the groundwork for repeat business and your future success with knowledge, planning skills, communication techniques, and the understanding of human nature.


Laying the Groundwork

This first lesson lays the groundwork for successful sales. You'll review some basic sales terminology and learn about how it relates to your profession. You'll also learn about appropriateness and how it can be a powerful tool for your success. This lesson will start the new salesperson off with the right tools to succeed.

Itineraries, Sales Call Reports, and the Customer Database

This lesson will talk about itineraries, sales call reports, and the customer database. Nothing is more important in sales than tracking your progress, your customers, and your prospects. Preparation and record keeping will keep you one step ahead of the competition. You'll also learn how to schedule follow-up calls to avoid letting potential sales pass you by.

Selling Yourself, Your Company, and Your Product

To be successful in sales, you must learn to sell three things: Yourself, your company, and your product. In this lesson, you'll learn the importance of these things and how to make them work in your favor. And no matter how good you are in sales, you will eventually experience a sales slump. You'll learn the simple steps to work through this slump and come through it in a stronger position.

Communication Skills

If you can't communicate, you can¹t sell. That's why communication is the focus of this lesson. You will learn how to effectively communicate with your customers and prospects in order to minimize problems and maximize customer loyalty. Just as important is your communication with your own company. Stop problems before they start, and your sales will increase dramatically.

Developing Effective Sales Presentations

The previous lessons laid out a strong foundation for your sales efforts. In this lesson, you'll learn how to develop your sales presentation. A good sales presentation can mean the difference between making the sale and going home empty-handed. Learn how to guide the prospect to placing the order by using these proven techniques.

Recognizing Personality Types

You'll encounter seven different types of personalities during your sales career, and you'll meet them all in this lesson. Who are they? How can you identify them? How can you relate to them? Most important, how can you sell to them? This lesson will talk about how to identify which personality type you're dealing with so you can develop a unique selling strategy for each of them.

Presentations for Different Personality Types

Knowing how to create an effective presentation, and how to identify the different personality types is essential knowledge. In this lesson, you'll learn how to apply the knowledge you gained in the previous two lessons. You'll also learn how to modify your presentation to meet the expectations of each of the personality types-a recipe for success!

Closing the Sale

The ultimate goal of the salesperson is to make or close the sale. There are six basic ways to close a sale, and this lesson will discuss them all. More importantly, you'll learn how to put each method to use for the greatest effect.

Converting Customer Complaints to Delight

When is an unhappy customer a great sales opportunity? All salespeople will have to deal with customer complaints at one time or another, but few know how to turn a complaint into a powerful sales tool. By properly handling these complaints as they arise, you can turn a customer complaint into customer delight.

Effective Negotiation

Can you negotiate a contract that pleases your customer and increases your total sales and profit? Of course! In this lesson, you'll learn the techniques of successful negotiation. There really is a win/win solution, and you'll learn how to find it in this lesson.

Dealing With Your Competition

It may seem that your competitors are always bigger, faster, cheaper, or smarter than you are. But the fact is, they aren't. This lesson will discuss ways you can find out what your competition is up to and how to use this knowledge to your advantage.

Difficult Situations

The final lesson will delve into some big questions that salespeople must ask themselves. How do you deal with customers that won't return your calls? How important are ethics in the world of sales? How do you deal with the seemingly constant rejection? All those questions will be answered in this lesson.


What you will learn

  • Learn how to schedule follow-up calls to avoid letting potential sales pass you by
  • Learn the simple steps to work through a slump and come through it in a stronger position
  • Learn how to effectively communicate with your customers and prospects in order to minimize problems and maximize customer loyalty
  • Understand how to develop your sales presentation and tailor it to various personality types
  • Learn the techniques of successful negotiation

How you will benefit

  • Discover how to convert potential customers into long-term assets
  • Understand how to gain repeat business as a foundation for your sales success
  • Open the door to new opportunities with skills that can transfer to any organization

Steve Payseur began his career in sales in 1979, and his sales have increased an average of 22% a year for more than 20 years. As a Sales Manager, he set up a training program for his sales force, and he has conducted training programs for several Fortune 500 companies. Mr. Payseur is the author of "Selling Effective Techniques for Getting and Keeping Customers," a book based on his years of experience and extensive research. A recognized authority in the field of sales, he has been interviewed on several occasions for national sales magazines. Mr. Payseur has written and published two top-selling books, has two more books in the development stage, and has won several literary competitions. His online courses and classroom seminars have been characterized as open, honest, lively, fun, and informative.

 

Effective Selling
Fee: $115.00
Dates: 12/14/2022 - 2/4/2023
Delivery Method: Online

This course is offered through our partners at ed2go.  These courses are fun, fast, convenient, easy to use, and led by an expert instructor.  Courses run for six weeks and you have 24/7 access to two lessons each week. Each lesson is accompanied by a short, multiple-choice quiz, and some lessons include hands-on assignments.

You will receive an e-mail with course access information upon completion of your enrollment.

Important: All online courses through the Institute for Health Services are non-credit courses.  For college credit programs and courses please visit www.DaytonaState.edu.

 

        
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