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WSP 62 — Seven Essential Steps to Selling and Closing More Customers

Quarter: Summer
Day(s): Saturday
Course Format: On-campus
Duration: 1 day
Date(s): Jul 14
Time: 9:00 am—3:00 pm
Drop Deadline: Jul 7
Unit: 0
Grade Restriction: NGR only; no credit/letter grade
Tuition: $300
Instructor(s): Larry Schwimmer
Summer
On-campus
Saturday
9:00 am—3:00 pm
Date(s)
Jul 14
1 day
Drop By
Jul 7
0 Unit
Fees
$300
Grade Restriction
NGR only; no credit/letter grade
Instructor(s):
Larry Schwimmer
Closed
Whether you are selling a product or service, you need to know the steps to sell and “close” your prospect. In this experiential workshop, you will learn, practice, and master the seven essential steps for successful selling. Each of these steps will be presented and discussed in detail to help you understand and apply them skillfully. We will discuss how to prepare for the sale, find prospects and convince them to speak with you, and close them. You will learn how to create a persuasive phone script that persuades potential customers or clients to hear more about your product or service. You will also learn how to overcome objections and establish a sense of urgency. We will discuss the key questions to ask prospects that establish rapport, build trust, and create a long-term relationship.

To actually close the sale, you must be ready to deliver a compelling sales presentation—written, on the phone, on a videoconference, or in person—that persuades prospects to become your customer. When you leave this workshop, you will have a more polished, powerful presentation. Whether you are new to sales, or are already a good or even great salesperson, after learning these seven essential steps you will have the skills necessary to improve your selling performance.

Grade restriction: NGR only; no credit/letter grade

Larry Schwimmer, President, S & A Consulting Services

Larry Schwimmer has twenty-five years of sales and business development experience, selling $115 million in consulting revenues for such financial services companies as Morgan Stanley Wealth Management and McGladrey Capital Markets. He has presented his sales training to Bank of America, IBM, and Xerox and is the author of How to Ask for a Raise Without Getting Fired and Winning Your Next Promotion in One Year (or Less!).

Textbooks for this course:

There are no required textbooks; however, some fee-based online readings may be assigned.