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0.5 Hours (On-Demand)
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With the onslaught of Relationship Selling philosophies, many salespeople are building relationships but are not closing sales.  Salespeople who experience Yielder Sales Call Reluctance are approval seekers who lack assertiveness.  They give creative control to their prospects and lose connection to their own value. 

 

This course shifts salespeople’s mindsets to embrace their value and position themselves as a true guide who has authority and who will ask for the business appropriately.

Learning Objectives

  • Create your new Selling Identity.
  • Discover the real definition of Sales.
  •  Embrace your Value and Make Your Value Visible.
  • Recognize when you are experiencing Yielder Sales Call Reluctance.
  • Discover how to move the conversation forward and how to ask for the sale.
  • Discover the ways Yielder Call Reluctance shows up on your sales calls so you stop sabotaging your sales process.
  • Position yourself as a Guide with authority who helps your prospect solve their problem.
Last updated/reviewed: September 5, 2018

Prerequisites

Course Complexity: Intermediate

Education Provider Information

Company:
Illumeo, Inc., 75 East Santa Clara St., Suite 1215, San Jose, CA 95113
Contact:
For more information regarding this course, including complaint and cancellation policies, please contact our offices at (408) 400- 3993 or send an e-mail to .
Course Syllabus
INTRODUCTION AND OVERVIEW
  4:01Introduction to Are You Too Nice to Close the Deal?
  6:58What is Sales
  4:13Yielder Call Reluctance
  9:50The 4 Steps
  6:12The Solution & Conclusion
CONTINUOU PLAY
  31:23Are You Too Nice to Close the Deal?
SUPPORTING MATERIALS
  PDFSlides: Are You Too Nice to Close the Deal?
  PDFAre You Too Nice to Close the Deal? Glossary/Index
REVIEW AND TEST
  quizREVIEW QUESTIONS
 examFINAL EXAM