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Please note that on Thursday, September 23rd DegreeWorks will be unavailable due to planned maintenance. DegreeWorks will be available again starting Friday, September 24th.

Essential Selling Workshop

Selling Essentials

Learn how to Sell!

Take BETA’s Essential Selling Workshop and learn about prospecting, maintaining strong client relationships, and developing a sales call – all the way from opening to overcoming objections to closing. Sign up for this seven week course that meets from 8:30 a.m. to 12:30 p.m. on the second Tuesday of each month.

Date/Time: Classes meet 2nd Tuesday of the month – 8:30 am -12:30 pm.

Location: Butler CC – Andover, BETA Conference Room – 5101S

Investment: $89 (handout included)  

 Register Now

Class Descriptions

  1. Selling Essentials: Understanding the Sales Cycle

          Learning Outcomes:

  • Assess selling strengths and areas for improvement
  • Learn about the trends in today's selling environment
  • Understand the concept of customer-focused selling
  • Learn the steps of the sales process and buying cycle
  • Discover how customers make decisions
  • Describe the steps in the sales process

Offered: TBA

 

  1. Selling Essentials: Prospecting and Territory Management

          Learning Outcomes:

  • Learn practical tips for prospecting and qualifying customers
  • Discover how to develop a pipeline of profitable customers
  • Determine how to plan for sales opportunities
  • Identify techniques for making contact with prospects
  • Learn to implement strategies for prospecting and territory management

Offered: TBA

 

  1. Selling Essentials: Opening the Sales Call

          Learning Outcomes:

  • Understand the importance of preparation
  • Learn an effective framework for opening face-to-face sales calls
  • Discover the traits and characteristics that improve success rate
  • Understand the importance of building rapport
  • Learn how to overcome obstacles and resistance to change

Offered: TBA

 

  1. Selling Essentials: What to Ask and How to Listen

          Learning Outcomes:

  • Discover the questions that uncover customer needs
  • Identify customer needs and challenges
  • Learn how to use active listening to better understand customers
  • Develop strategies for business discussions that get results

Offered: TBA

 

  1. Selling Essentials: Presenting Solutions, Overcoming Objections, and Closing the Sale

          Learning Outcomes:

  • Learn an easy-to-use model for presenting solutions
  • Understand how to effectively describe features and benefits
  • Become skilled at identifying customer objections
  • Know how to overcome objections using an effective model
  • Learn and master specific steps to close a deal

Offered: TBA

 

  1. Selling Essentials: Developing Clients for Life

          Learning Outcomes:

  • Understand the product implementation process
  • Learn how and why it's important to develop relationships with existing clients
  • Know how to create a plan to build client loyalty
  • Discover effective strategies for building and maximizing client relationships

Offered: TBA

 

  1. Selling Essentials: Coaching for Performance

          Learning Outcomes:

  • Understand what the term "coaching" means in a professional setting
  • Comprehend the importance of effective coaching and feedback
  • Know your strengths and areas for improvement as a coach
  • Be able to describe the challenges of coaching
  • Understand and apply a 3-step coaching model
  • Demonstrate the best practices for giving feedback

Offered: TBA