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Courses >
Sales & Marketing > Effective Selling
Syllabus:
All
courses run for six weeks, with a two-week grace period at the end. Two
lessons are released each week for the six-week duration of the course.
You do not have to be present when the lesson is released, but you must
complete each lesson within two weeks of its release.
A new
section of each course starts on the second or third Wednesday of each
month. If enrolling in a series of two or more courses, please be sure
to space the start date for each course at least two months apart.
| Week One |
| Wednesday - Lesson 01 |
This first lesson lays the groundwork for successful sales. We'll
review some basic sales terminology and talk about how it relates to
your profession. You'll learn about appropriateness and how it can be a
powerful tool for your success. This lesson will start the new
salesperson off with the right tools to succeed.
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| Friday - Lesson 02 |
In
this lesson, we'll talk about itineraries, sales call reports, and the
customer database. Nothing is more important in sales than tracking
your progress, your customers, and your prospects. Preparation and
record keeping will keep you one step ahead of the competition. You'll
also learn how to schedule follow-up calls to avoid letting potential
sales pass you by.
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| Week Two |
| Wednesday - Lesson 03 |
To
be successful in sales, you must learn to sell three things: Yourself,
your company, and your product. In this lesson, you'll learn the
importance of all of these, and you'll learn how to make them work in
your favor. And no matter how good you are in sales, you will
eventually experience a sales slump. You'll learn the simple steps to
work through this slump and come through it in a stronger position.
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| Friday - Lesson 04 |
If
you can't communicate, you canąt sell. That's why communication is the
focus of this lesson. You will learn how to effectively communicate
with your customers and prospects in order to minimize problems and
maximize customer loyalty. Just as important is your communication with
your own company. Stop problems before they start, and your sales will
increase dramatically.
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| Week Three |
| Wednesday - Lesson 05 |
In
the first four lessons, we laid out a strong foundation for your sales
efforts. In this lesson, you'll learn how to develop your sales
presentation. A good sales presentation can mean the difference between
making the sale and going home empty-handed. Learn how to guide the
prospect to placing the order by using these proven techniques.
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| Friday - Lesson 06 |
You'll
encounter seven different types of personalities during your sales
career, and you'll meet them all in this lesson. Who are they? How can
you identify them? How can you relate to them? Most important, how can
you sell to them? In this lesson, we'll talk about how to identify
which personality type you're dealing with so you can develop a unique
selling strategy for each of them.
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| Week Four |
| Wednesday - Lesson 07 |
Knowing
how to create an effective presentation, and how to identify the
different personality types is essential knowledge. In Lesson 7, you'll
learn how to apply the knowledge you gained in the previous two
lessons. You'll learn how to modify your presentation to meet the
expectations of each of the personality types-a recipe for success!
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| Friday - Lesson 08 |
The
ultimate goal of the salesperson is to make-or close-the sale. There
are six basic types of closes, and in this lesson we'll discuss them
all. More importantly, you'll learn how to put each type to use for the
greatest effect.
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| Week Five |
| Wednesday - Lesson 09 |
When
is an unhappy customer a great sales opportunity? All salespeople will
have to deal with customer complaints at one time or another, but few
know how turn a complaint into a powerful sales tool. By properly
handling these complaints as they arise, you can turn a customer
complaint into customer delight.
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| Friday - Lesson 10 |
Can
you negotiate a contract that pleases your customer and increases your
total sales and profit? Of course! In this lesson, you'll learn the
techniques of successful negotiation. There really is a win/win
solution, and you'll learn how to find it in this lesson.
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| Week Six |
| Wednesday - Lesson 11 |
It
may seem that your competitors are always bigger, faster, cheaper, or
smarter than you are. But the fact is, they aren't. In Lesson 11, we'll
discuss ways you can find out what your competition is up to and how to
use this knowledge to your advantage.
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| Friday - Lesson 12 |
In
our final lesson, we'll delve into some big questions that salespeople
must ask themselves. How do you deal with the customer that won't
return your calls? How important are ethics in the world of sales? How
do you deal with the seemingly constant rejection? We'll ask-and
answer-them all in this lesson.
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This
course includes a knowledgeable and caring instructor who will guide
you through your lessons, facilitate discussions, and answer your
questions. The instructor for this course will be Steve Payseur.
 Steve
Payseur began his career in sales in 1979, and his sales have increased
an average of 22% a year for more than 20 years. As a Sales Manager, he
set up a training program for his sales force, and he has conducted
training programs for several Fortune 500 companies. Mr. Payseur is the
author of "Selling Effective Techniques for Getting and Keeping
Customers," a book based on his years of experience and extensive
research. A recognized authority in the field of sales, he has been
interviewed on several occasions for national sales magazines. Mr.
Payseur has written and published two top-selling books, has two more
books in the development stage, and has won several literary
competitions. His online courses and classroom seminars have been
characterized as open, honest, lively, fun, and informative.
Requirements:
Internet access, e-mail, the Microsoft Internet Explorer or Mozilla Firefox Web browser, and the Adobe Flash and PDF plug-ins
(two free and simple downloads you obtain at
http://www.adobe.com/downloads by clicking Get Adobe Flash Player and
Get Adobe Reader).
Student Reviews:
"An excellent course in an excellent format. I am thrilled I
found ed2go. Please keep offering such quality extended education
products."
"An excellent course, well taught. Lessons were easy to understand and pertinent to today's selling world."
"Being a newcomer to the sales field and starting a
newspaper...it was imperative that the instructor be precise, concise,
and very REAL. And he was, above and beyond my expectations. Thank you!"
"Effective Selling helped me immediately at the retail level
of business. I used the techniques and advice and found it to work, my
sales increased per individual customer."
"Excellent course! I've been in sales for a long time but
took a break to raise my family so I wanted a refresher. It was
especially useful since I made a drastic change in product fields and
found the type of sales I'm in now was much harder for me. Thanks to
this course my sales have already improved and my prospects are all
much more receptive! Thank you!!!!!"
"Great class! Instructor and materials very helpful. Would
highly recommend this class to those interested or involved in sales."
"Great class! I wasn't sure what to expect, but it was
better than I anticipated. Having been on "the other side of the desk"
as a purchasing manager for 18 years, I would have to say that Steve is
right on in his evaluations and the information is invaluable. I would
highly recommend this class."
"Hello, and bless all of the people in your organization who
made this course happen, I don't totally remember how I came upon this
course but I heard a leader say when the student is ready the teacher
appears. I know I have fears to over come but you and this course have
shone a light in the darkeness thank you and I will definitely
recommend this course."
"I enjoyed this course and found it to be very helpful. The
supplemental information provided additional reading that was helpful.
I found these sites to be interesting and will now have a resource to
call upon in the future."
"I found the course extremely helpful and very detailed. It
covered all aspects of the selling game and I especially liked "Dealing
with different personality types" as it helped me understand myself. I
thank you for a great value-for-money course."
"I have been in outside sales for about 10 years. This
course offers ideas, reminders or refreshers to all sales people
regardless of how long they have been in sales. Thanks."
"I have been in sales for a long time now and I have put a
lot of what I learned in the the class into play and it does work.
Thank you,"
"I have found the information in this course extremely
helpful in setting strategies to improve the success of my business.
Also having the additional websites to go to means that I can access
further information at any time to increase my knowledge and skill.
Many thanks."
"I really enjoyed this course. The instructor gave
informative and caring answers in the discussion area. The resources
were invaluable and right on the subject material. I feel as if I am
better prepared for sales than before. Thank you!"
"I really liked Steve's writing style...it was easy to
follow what he was trying to convey and I never felt like I was lost
from chapter to chapter. Thanks"
"I recommend this course to anyone who in this profession. Excellent course for new salespeople."
"I thought this course was outstanding. I debated over 2
different courses in sales and I strongly feel I chose the right one.
Steve was always helpful and on the mark. I really feel as though I
have the tools I now need to get a successful start on a career in
sales. I only wish that other classmates had participated more in the
discussion area - but that would be something pretty much out of your
control. Thanks for everything!!!"
"I took this course so I may learn selling techniques as I
would like to have my own business, and I do not have any selling
experience. This course went beyond my expectations and I feel
confident to apply the techniques learned in my daily transactions and
my future business."
"I was an aircraft mechanic in the Air Force injured in an
accident. I was injured to where I could not do that job again. Selling
was very foreign to me. I went into the class on a recommendation by my
father, who is a computer networking consultant. As I got further into
the chapters I found myself getting really interested. I loved the
class and will do further reading on the subject, starting with what
was suggested by the instructor. Thank you so much for your hard work
developing this course."
"I would like to say that as a non-salesperson, I learned an
incredible amount of information here. I am working on starting my own
business which always involves sales and have in the interim
interviewed and received a tentative offer of employment by utilizing
what I learned here and in the supplemental information lists. You have
an easy reading style and engaging way of presenting the material.
Thank you so much!"
"Not only has this helped me to establish the areas that I
need to improve upon, it has given me the neccessary knowledge for day
to day business. I have recommended this course to all the sales
associates that I work with. I feel that all the information in this
course is beneficial for anyone in Sales. The instructor tailored his
lessons so that the basic Sales Person, or the highly experienced Sales
Person will learn something from these lessons."
"Out of the 3 sales courses I have just taken, this was by far the best course."
"Steve, I've thoroughly enjoyed the class…I wanted you to
know that the negotiation review, personality review and selling
yourself review helped me land a new job as an Inside Sales Manager! I
was able to employ the techniques you taught and got a larger base
salary than expected, became part of two bonus plans rather than just
one, and some additional vacation time. I have already recommended your
course and will continue to do so. Thanks!"
"Taking this course online allowed me to fit it in around
family committments. Not too much pressure. I would definitely do the
same for other subjects. I finish the course feeling better informed to
go out & sell! sell! sell!"
"Thank you so much for this course. I believe it has given
me a number of new skills and more confidence in my selling abilities.
The supplemental resources were an added bonus to the lessons in each
chapter."
"This course, as well as Steve the instructor, was top
notch! I have been in sales for 3 years and I have had to learn as I go
with little guidance. This course has given me many ideas on how to
better organize my territory, utilize my time, and how to deal with my
customers more effectively by determining their personality traits. I
would suggest this course to the beginner or seasoned sales
professional There is always something new to learn…Thanks."
"This course was very helpful. I'm a small business owner
and grasping the real facts of this course actually made me a better
sales person. I hope that others will take advantage of this course.
Thanks to all involved!"
"This is the second course I've taken with Steve Payseur.
His lessons always hold my interest, and I like the way he uses
real-life examples from his sales experience. I would sign up for
another class of his in a heartbeat!! Thanks!"
"This was an excellent course and I will recommend it highly
to anyone involved in sales. In fact, I already have! Thank you for
making this course available!"
"This was an excellent course. Well written and informative.
I would highly recommend it to anybody in or interested in sales,
beginner or advanced."
"This was a very helpful course for my field. I was in the
middle of closing some deals when I was working on the negotiating
chapter, so I got to use some of the information first hand and it
really helped me to be more effective."
"This was a very helpful course for my field. I was in the
middle of closing some deals when I was working on the negotiating
chapter, so I got to use some of the information first hand and it
really helped me to be more effective."
"This was truly a wonderful course that broke concepts down
well to its essentials - made everything easier to remember so it has a
fair chance of becoming a natural reflex. Great use of stories to
illustrate points; this helps with the learning process and makes it a
lot more fun. I am so glad I took this course! Thank You!"
"Very good information, every sales person should take this course!"
To purchase this course, click the Enroll Now button below:
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The
goal of Effective Selling is not to teach you how to make a sale today,
but to help you discover how you can easily convert a potential
customer into a long term asset. Effective Selling will help you lay
the groundwork for repeat business and your future success. In sales,
there are no quick fixes. However, with the knowledge, planning skills,
communication techniques, and the understanding of human nature that
you will gain from this course, your sales will grow as if by magic.