Selling & Persuasion

Olin Business School

What are the topics?

Olin Business School

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About the course

Whether you want people to buy your product or service, or buy into your ideas, selling skill is crucial for success in business. Learn a solution-oriented approach to selling with passion and purpose.

This seminar will provide a logical framework for crystallizing your value proposition, aligning it to your customer's objectives and gaining agreement. The role of the sales professional and sales manager will be defined and reinforced using practical examples and cases.

Topics

  • Listening to “The voice of the customer” and the concept of customer empathy
  • Characteristics of an effective salesperson
  • Effective selling techniques

Benefits

  • Articulate a value proposition using the feature-function-benefit model
  • Execute the logical selling process
  • Use the solution-based selling process to discern the needs of other parties, align incentives, and create successful business relationships

Experts

Rich Ryffel

Richard Ryffel is a senior lecturer at Washington University''s Olin Business School. During his 30-year career in investment banking and asset management, Ryffel advised colleges and universities, hospitals, cities, states, airports, school districts, and corporations on financings and capital s...

Selling & Persuasion at Olin Business School

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Disclaimer

Coursalytics is an independent platform to find, compare, and book executive courses. Coursalytics is not endorsed by, sponsored by, or otherwise affiliated with any business school or university.

Full disclaimer.

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