Course Description

Course Description

This course is designed to prepare participants on how to effectively sell products and services by using a consultative sales approach. Successful sales people know their customers and are able to focus on the needs of the buyer. Participants will strengthen customer sales interactions by providing advice, solutions, and alternatives that their products and services will offer. This program will equip participants with the sales skills and knowledge necessary to gain an understanding on how to analyze, present, negotiate and drive business through the sales process. Participants will develop sales presentations and learn how to incorporate visual aids and/or collateral to help their customers remember their message. The interactive role-playing exercises are designed to allow each participant to apply tips, techniques and strategies learned from the sales without selling model.

Course Outline  

Week 1:  Target Market 

  • Who are your target customers?
  • customer prioritization
  • Live virtual instructor led session: September 11, 2018 | 6:30 pm – 8 pm ET
 
Week 2:  Identifying Customer Needs
  • Strategic questioning
  • Effective listening & building rapport
  • Importance of connecting with the customer
  • Live virtual instructor led session: September 18, 2018 | 6:30 pm – 8 pm ET

Week 3: Communicating Your Value
  • Awareness of selling styles
  • Using visual aids
  • Understanding your service/product features and benefits
  • No live instructor led session this week | homework assignment

Week 4: Hands-On Sales Without Selling
  • The sales process
  • Sales demonstration and peer practice
  • Handling objections
  • Live virtual instructor led session: October 2, 2018 | 6:30 pm – 8 pm ET


Payment, Cancellation and Refund Policy

Payments. The cost of this course is $75.00. Enrollment is not complete or reserved without payment.

Early Cancellations. You may cancel and receive a full refund, less a $25 processing charge, provided you cancel at least 5 calendar days in advance of the start date of this course. You cannot cancel your enrollment online. To cancel your enrollment, you must contact: [email protected]. Refunds will be issued to the payor of record.

Late cancellations. If you cancel fewer than 5 calendar days before the class, payments are forfeited to The Pace Institute.

No shows. There is a non-refundable no show-fee. In the case of a no-show, the course fee will not be refunded.

Incomplete course completions. There is a non-refundable fee for incomplete course completions. In the case that you begin this course and do not complete it, the course fee will not be refunded.

Instructor

Arnita Williams, MBA

Arnita Williams is an experienced, award-winning international sales professional with expertise in sales, sales training & development and sales strategies.  Arnita has sold and led sales workshops with major organizations such as IBM Corporation, Pfizer Pharmaceuticals and AstraZeneca Bio-pharmaceuticals. She is highly regarded for her sales knowledge and her ability to create and execute sales plans to increase business and exceed sales goals. While studying for her MBA at Kent State University, Arnita traveled throughout Europe to learn more about business and sales. She enjoys family, yoga and traveling which includes her most recent trip to Africa.

Course curriculum