In this course we show how to use the prospect’s information you gathered using the lessons from Part I.  We discuss the various ways to approach and speak with different buyers, how to present your uniqueness and differentiate your products and services from competitors.  We also show how to handle objections and lead buyers effortlessly to commitment.

Presentations today have to be focused on what prospects want to hear, not what you want to tell.  However, you have to get your information out there.  We discuss in detail how to present it in a way that fits the buyer and shows you are the best one to provide what’s wanted.

Course Series

This course is included in the following series:

2 CoursesEffective Sales Calls and Presentations

  1. Effective Sales Calls and Winning Presentations: Part I Interviewing
  2. Effective Sales Calls and Winning Presentations: Part II Presenting, Overcoming Objections, and Gaining Commitment
Learning Objectives
  • Discover how to attain confidence and credibility through targeted preparation
  • Identify how particular buyers want to be approached and spoken to.
  • Explore how to describe your offering as unique and meaningful to the person you’re talking with.
  • Discover what to say  so that no competitor can come behind you and say, “We do that also.” – no matter what you sell, how common you feel it is, or how many others sell it.
  • Identify how to field objections and resolve them to the buyers’ satisfaction
  • Discover how to test your position and easily move to a closing sequence to gain commitment.
Last updated/reviewed: August 21, 2023
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Prerequisites
Course Complexity: Intermediate

No Advanced Preparation or Prerequisites are needed for this course. However, it is recommended to take the other course in the series prior to completing this one.

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 .
Instructor for this course
  Course Overview CPE
Course Syllabus
INTRODUCTION AND OVERVIEW
  Introduction to Effective Sales Calls and Winning Presentations Part 21:27
Presenting
  Selling Today 7:39
  Gauging The Executive 10:18
  Presenting 10:11
  Unique Strengths 8:24
Gaining Commitment
  Can You Prove It?9:09
CONCLUSION
  Preparing for Objections 11:10
Continuous Play
  Part II Successful Sales Calls and Meetings - Presenting58:26
SUPPORTING MATERIALS
  Slides: Part II Presenting, Overcoming Objections, and Gaining CommitmentPDF
  Part II Presenting, Overcoming Objections, and Gaining Commitment Glossary/IndexPDF
REVIEW and TEST
  REVIEW QUESTIONSquiz
 FINAL EXAMexam