Effective negotiating skills are a necessary part of the sales toolkit for closing the sale and securing a satisfactory agreement. With a smooth to the process, and a win-win at the bargaining table, your customer is happier, follow-on sales are more likely, and everybody can chalk up a success. In this course, you'll learn the ins and outs of negotiation, including the steps in the negotiation process, the proper mindset to have, and how to overcome the challenges. You'll be introduced to the negotiation skills to use to bring your sale to a successful close.

The art of sales prospecting is one of the key selling essentials for every sales professional. Even with all the sales methods available today, prospecting is the key that unlocks the door to a winning sales process. This course will help you adopt a proper prospecting mindset and be able to leverage tools that will allow you to create a high quality list of prospects. You'll also learn how to prepare a value proposition and get ready to respond appropriately to prospects when selling face-to-face.

Discovery meetings are one of the earliest times in the sales process to build credibility, momentum, and trust. When conducted effectively, they deepen your understanding of customer opportunities and enable sales methods that leave your prospect intrigued to hear about your solutions. In this course, you'll learn some selling essentials to prepare for discovery, including how to secure the meeting, and how to conduct yourself once you are at face-to-face with the customer. The selling skills you learn will help you remain confident, avoid surprises, and get the relationship with your prospective customer off on the right foot.

Effectively expressing the value your company offers is one of the selling essentials of all sales methods. Successful sales pitches require a thorough knowledge and understanding of your company's strategies, operations, and solutions. In this course, you'll learn how to identify and articulate your company's value when selling and making pitches. You'll also learn how pitching its value to best fit your prospects' needs is part of a winning sales process.

In a sales environment where customers are well informed, deeply networked, and technically savvy, sales professionals need to arrive fully prepared to deal with educated buyers and any challenges they present. To address the challenges of this new breed of customer, your sales methods need to welcome questions, objections, and resistance factors, see them for what they are - opportunities - and be prepared with the selling skills to capitalize on them. This course is designed to give you the selling essentials you need to prepare for objections that may occur during your sales calls. You'll cover using techniques for handling questions, objections, and resistance.