Mini-Course
The Six Step Selling Process
Designed for the relative newcomer to the selling profession in a SMBE company, or the seasoned veteran who needs a refresher course in selling essentials.
About This Mini-Course
This mini-course was designed for the relative newcomer to the selling profession in a SMBE company, or the seasoned veteran who needs a refresher course in selling essentials.
Learn the six-step process that encompasses prospecting and follow-ups, preparation for the presentation, handling objections, closing the order, and building relationships with the prospect's decision makers throughout the process. Understanding the steps in the process is important because the individual salesperson must be aware of the steps and skills necessary to close business and create revenue.
Prospecting & Follow-Ups
Identify and pursue the right prospects consistently to build a healthy pipeline.
Preparation for the Presentation
Research the prospect, understand their needs, and craft a compelling presentation.
The Presentation
Deliver a confident, value-focused presentation tailored to the decision maker.
Handling Objections
Anticipate resistance and respond with confidence to keep the sale moving forward.
Closing the Order
Recognize buying signals and apply the right closing techniques to secure the deal.
Building Relationships
Cultivate lasting relationships with decision makers to generate repeat business and referrals.
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