Selling with Confidence

Overview

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This course is designed to give the learner the confidence to complete the sale by providing business value, while teaching the ins and outs of overcoming objections and going for the close. This course is primarily aimed at people who are interested in beginning a career in IT Sales and as such, learners are not required to have prior sales or technical experience. This course is recommended for students looking to begin their career as well as those who are looking for a career change or transition. After completing this course, you will be able to: -Communicate the ways that a proposed solution will deliver business value -Evaluate the relationship between value propositions and buyer motivations -Identify the four key components of a value proposition. -Identify common types of customer objections. -Use three step approach (acknowledge, understand, respond) to address customer issues. -Build and deliver a value proposition as a way to secure customer commitment. -Identify best practices for keeping control of the call. This is the third course in the Develop with Dell: IT Sales Specialization.

Syllabus

Showing the Value

Welcome! This course will provide you with the confidence to finish the sale. In the next few modules, you will learn about providing business value. We’ll cover the ins and outs of overcoming objections and going for the close. This course focuses heavily on practicing all the skills learned throughout the previous courses.

Overcoming Objections

While everyone wants their customer interactions to go smoothly, you will inevitably run into some sort of conflict as a seller. This week’s lessons are designed to give you strategies for dealing with difficult customer interactions. We’ll cover ways to address general customer dissatisfaction, along with handling objections during the sales process.

Closing the Deal

This week you will learn about closing the deal. You’ll learn about tips for controlling the call and various ways to secure commitments from your customers. You’ll be able to leverage the skills and knowledge you have gained throughout the program to complete the sale.