Business Building and Development Workbook 3

Minding Your Business III: Selling Process ‐ Prospecting, Closing Techniques and Overcoming Objections

Part of Seminar Series II

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(Series II ▪ #2003 ▪ 3 CEU ▪ 3 Hrs)

Some of today’s most influential business professionals began their careers in sales. This seminar is designed to assist designers in tackling everyday business challenges by developing an effective sales plan, utilizing key sales metrics and incorporating specific selling techniques, selling models and tools to grow sales and sustain a business. As a designer and a true sales professional, what you do provides genuine, specific and highly personalized service to people who have the need and ability to own your product and benefit from your service. Every designer is a salesperson first! An outline of sales techniques will improve your value with your customer to get top dollar for your design services.

This seminar includes:

  • 7 keys to selling success
  • Communicating value
  • Pitfalls of selling
  • The “Phrase that Pays”
  • Analyzing metrics to improve sales results
  • The selling process and cycle
  • Becoming a sales expert
  • Overcoming objections
  • Using transitions effectively