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Course Title
Effective Selling


The goal of Effective Selling is not to teach you how to make a sale today, but to help you discover how you can easily convert a potential customer into a long-term asset. This course will help you lay the groundwork for repeat business and your future success. In sales, there are no quick fixes. However, with the knowledge, planning skills, communication techniques, and understanding of human nature that you will gain from this course, your sales will grow as if by magic. Offered in partnership with ed2go. 


  • Laying the groundwork for successful sales:  The basic concepts of selling and terminology
  • Itineraries, sales call reports, and the customer database:  Preparation, including itineraries, sales call reports, and the customer database
  • Selling yourself, your company, and your product:  Learning to sell yourself, sell your company, and sell your product
  • Communication skills-  Communication: Communicating with your customers and your company
  • Developing effective sales presentations:  Making effective presentations
  • Recognizing personality types:  Learn about the different personality types and how to identify them
  • Tailoring your presentations for different personality types:  Learn how to deal with the different personality types
  • Six different ways to close your sale:  Learn how to successfully close the sale
  • Turning customer complaints into customer delight:  Learn how to handle customer complaints
  • Tips for effective negotiation:  Learn to negotiate successfully
  • Dealing with your competition
  • Handling rejection; ethics; the customer who will not return your calls and other helpful tips.  Wrap up and miscellaneous topics


Wednesday - Lesson 01

This first lesson lays the groundwork for successful sales. We'll review some basic sales terminology and talk about how it relates to your profession. You'll learn about appropriateness and how it can be a powerful tool for your success. This lesson will start the new salesperson off with the right tools to succeed.

Friday - Lesson 02

In this lesson, we'll talk about itineraries, sales call reports, and the customer database. Nothing is more important in sales than tracking your progress, your customers, and your prospects. Preparation and record keeping will keep you one step ahead of the competition. You'll also learn how to schedule follow-up calls to avoid letting potential sales pass you by.

Wednesday - Lesson 03

To be successful in sales, you must learn to sell three things: Yourself, your company, and your product. In this lesson, you'll learn the importance of all of these, and you'll learn how to make them work in your favor. And no matter how good you are in sales, you will eventually experience a sales slump. You'll learn the simple steps to work through this slump and come through it in a stronger position.

Friday - Lesson 04

If you can't communicate, you can¹t sell. That's why communication is the focus of this lesson. You will learn how to effectively communicate with your customers and prospects in order to minimize problems and maximize customer loyalty. Just as important is your communication with your own company. Stop problems before they start, and your sales will increase dramatically.

Wednesday - Lesson 05

In the first four lessons, we laid out a strong foundation for your sales efforts. In this lesson, you'll learn how to develop your sales presentation. A good sales presentation can mean the difference between making the sale and going home empty-handed. Learn how to guide the prospect to placing the order by using these proven techniques.

Friday - Lesson 06

You'll encounter seven different types of personalities during your sales career, and you'll meet them all in this lesson. Who are they? How can you identify them? How can you relate to them? Most important, how can you sell to them? In this lesson, we'll talk about how to identify which personality type you're dealing with so you can develop a unique selling strategy for each of them.

Wednesday - Lesson 07

Knowing how to create an effective presentation, and how to identify the different personality types is essential knowledge. In Lesson 7, you'll learn how to apply the knowledge you gained in the previous two lessons. You'll learn how to modify your presentation to meet the expectations of each of the personality types-a recipe for success!

Friday - Lesson 08

The ultimate goal of the salesperson is to make-or close-the sale. There are six basic types of closes, and in this lesson we'll discuss them all. More importantly, you'll learn how to put each type to use for the greatest effect.

Wednesday - Lesson 09

When is an unhappy customer a great sales opportunity? All salespeople will have to deal with customer complaints at one time or another, but few know how turn a complaint into a powerful sales tool. By properly handling these complaints as they arise, you can turn a customer complaint into customer delight.

Friday - Lesson 10

Can you negotiate a contract that pleases your customer and increases your total sales and profit? Of course! In this lesson, you'll learn the techniques of successful negotiation. There really is a win/win solution, and you'll learn how to find it in this lesson.

Wednesday - Lesson 11

It may seem that your competitors are always bigger, faster, cheaper, or smarter than you are. But the fact is, they aren't. In Lesson 11, we'll discuss ways you can find out what your competition is up to and how to use this knowledge to your advantage.

Friday - Lesson 12

In our final lesson, we'll delve into some big questions that salespeople must ask themselves. How do you deal with the customer that won't return your calls? How important are ethics in the world of sales? How do you deal with the seemingly constant rejection? We'll ask-and answer-them all in this lesson.

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