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CCOG for CEU 3414 Winter 2024

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Course Number:
CEU 3414
Course Title:
Consultative Sales Overview
Credit Hours:
Lecture Hours:
Lecture/Lab Hours:
Lab Hours:

Course Description

Some sales do not occur within the first conversation. Participants will be introduced to and learn how to plan and evolve communications at each step of the sales process. Establish rapport, create interest, question for needs, present solution, close for commitment and handle objections.

Intended Outcomes for the course

Establish Rapport - Gain trust, create confidence and interact effectively.
Create Interest - They will want to talk with you and they will want to hear more.
Question for Needs - Learn their needs. That defines what you are selling, not your products or services.
Present Solutions – At this point you present solutions to specific business problems.
Close for Commitment - Customers see a solution to their problems. It’s no longer just a product or a price decision.
Handle Objections - Resolve them with confidence