Instructor for this course
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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.

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 .
Course Syllabus
INTRODUCTION AND OVERVIEW
  1:27Introduction to Effective Sales Calls and Winning Presentations Part 2
Presenting
  7:39Selling Today
  10:18Gauging The Executive
  10:11Presenting
  8:24Unique Strengths
Gaining Commitment
  9:09Can You Prove It?
CONCLUSION
  11:10Preparing for Objections
Continuous Play
  58:26Part II Successful Sales Calls and Meetings - Presenting
SUPPORTING MATERIALS
  PDFSlides: Part II Presenting, Overcoming Objections, and Gaining Commitment
  PDFPart II Presenting, Overcoming Objections, and Gaining Commitment Glossary/Index
REVIEW and TEST
  quizREVIEW QUESTIONS
 examFINAL EXAM