PRDV217: What to Do When Your Customer Objects | Saylor Academy

Watch this video for four strategies for responding to questions and managing objections.

Source: edurepublic, https://youtu.be/5ta_GsgHR6o
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Last modified: Monday, 5 August 2024, 1:43 PM

Course Introduction

Course Syllabus

Unit 1: Sales Relationships

1.1: Transactional and Relational Sales

Customer Relationships and Selling Strategies

1.2: Inside and Outside Sales

Sales Channels and Environments

Online vs. Personal Sales

Setting Up an Inside Sales Team

1.3: Professional Sales Skills

The Role of Professional Salespeople

Putting Adaptive Selling to Work

What Does It Take to Be in Sales?

Unit 2: Ethics in Professional Sales

2.1: Ethics and Trust in Communication

Overview of Ethics

Your Responsibilities as a Communicator

Ethics in Public Speaking

2.2: Professional Sales Ethics

Ethics in Sales

Guiding Principles in Selling

Intellectual Honesty

2.3: Ethics in Relationship Management

Ethical Sales Behavior, Relationship Quality, and Customer Loyalty

Customer Relationship Management (CRM)

Unit 3: Relationship Development and Management

3.1: Finding Prospective Customers and Sales Territories

Sales Territory

Finding Prospects

Relationship Marketing

How to Spot a Gap in the Market

3.2: Audience Analysis

Buying 101

Audience Analysis

More on Audience Analysis

3.3: Practice Active Listening

The Power of Listening

Listening and Reading for Understanding

3.4: Developing Customer Relationships

Relationship Management

The Power of Relationship Selling

Building Real Relationships through Networking

Unit 4: Making a Sales Presentation

4.1: Developing Persuasive Sales Strategies

Persuasive Strategies

The Best Way to Persuade

Sell Benefits Not Just Features

Communicating Persuasively

4.2: Preparing Your Presentation

Persuasive Speaking

The Power of Solving Problems

The Power of Preparation

Presentation Aids

PowerPoint: What Not to Do

4.3: Giving Your Presentation

Delivering Your Presentation

How to Perfect Your Sales Presentations

Body Language for Business Success

4.4: Overcoming Objections

Objections Are Great

What to Do When Your Customer Objects

Mistakes Leaders Make Responding to Questions

4.5: Closing the Sale

The Power of Negotiating to Win

How to Close Your Sales Presentations

Unit 5: Sales Teams

5.1: Working as a Sales Team Member

Leadership and Working in Teams

5.2: Communicating Well as a Team Member

Professional Presence

Be Specific

Clarity vs. Brevity

Managing the Sales Manager

5.3: Conflict Management

Managing Conflict at Work

Conflict Management

The Beauty of Conflict

5.4: A Problem Solving Approach

Group Problem-Solving

Find and Solve Problems