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CPE Course Catalog

Course Details

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CPE Course Catalog

The Graduate Center
1160 McDermott Drive
West Chester PA, 19380


Email cpe@wcupa.edu
Phone: 610-425-7435

Professional Selling Skills

Professional Selling Skills

Duration: Full-day

Accreditations: 7 PDUs

Course Description: This course is designed for individuals who are either responsible for business development or have a customer-facing role. The critical selling skills taught in this program enable the participant to achieve annual sales goals by developing and nurturing customer relationships at the appropriate levels within their clients' organizations. Using the Logical Selling Process, participants apply sales tips and techniques to develop customer relationships and close business.

Audience: All personnel in a novice or entry level sales position. Optimum class size 10-20

Course Topics and Content:

  • Pre-call planning
  • Getting through to your audience
  • Developing an initial benefits statement
  • Effectively using email and voice mail
  • Questioning techniques
  • Discovering the prospect's needs
  • Determining the right solution
  • Overcoming objections
  • Qualifying your contact as the decision maker
  • Techniques to close the deal
  • Managing multiple accounts

Course Learning Objectives: 

  • Introduce the Logical Selling Process to guide the participants through the selling process
  • Improve oral communication skills, specifically questioning and active listening skills
  • Establish guidelines for creating clear, concise and coherent emails
  • Develop an initial benefits statement to use in the selling process
  • Provide a variety of sales tips and techniques that can be used throughout the logical selling process
  • Enhance participant effectiveness in all business development activities through relevant application of sales strategies
  • Assess the impact of one's communication efforts on others
  • Practice various approaches to closing the sale
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