Instructor: Rosalie Leone

Credit Hours: 2.00

Approval Number: PACE-PST-258

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Course Description

Florida CILB Course Approval Number: 0609426

This two hour module consists of four lessons. Here we will explore the steps in the sales cycle and learn how to control each step as you practice the sales techniques. You will learn how to identify and qualify a prospect, and how to define which prospects to spend more time with. You will discover how to deal with sales situations such as confrontations and how to diffuse hostility. You will learn how to guide a prospect through decision making. You will learn how to use questioning effectively and how to address the questions of a group. You will discover how sales aids can assist in closing the sale and assist with selling up and across.

Course Objectives

By the time you complete this lesson, you should be able to:

  • List the key questions in defining a prospect.
  • List the key issues to consider when qualifying a prospect.
  • Recognize the emotional and rational motivators that drive a prospect’s decision making.
  • Use techniques for establishing a comfortable environment and putting the customer at ease.
  • Establish a dialogue with a customer using questions.
  • Use presentation techniques to shape the prospect’s perceptions.
  • Deal with a confrontational customer and diffuse hostility.
  • Understand the pros and cons of scripted or program selling, and write a script.
  • Apply close techniques and use close as a natural step in the continuum of agreement.
  • Improve the profitability of a sale by applying the techniques of selling up and selling across.
  • Use sales aids to assist in closing and making a presentation more effective.

Other Approvals

Florida Construction Contractor (FCILB): 0609426