A. Effectively engage in an information exchange with the buyer during the sales call;

B. Efficiently address buyer’s concerns and subsequently resolve them;

C. Effectively know what “turns on/off” the buyer;

D. Effectively impart to the buyer what matters most about a product or a proposal; and

E. Proficiently make effective sales presentations.

Overall, this course will emphasize what the salesperson should do in a selling call and how to do it well to get the buyer’s “yes.”