Small Business Development Center
At Chemeketa Center for Business & Industry
chemeketa students

The Art and Science of Effective Selling Series

By Chemeketa SBDC

The Art and Science of Effective Selling Series

This series provides practical  techniques of effective selling. You will learn how to improve your “batting average”, netting you even more appointments, how to ask great questions in the sales process and the process of effectively presenting what your company has to offer.

Adapting Your Approach to Different Personality Types
Most folks do the same “pitch” to everyone, without adapting their presentation at all. Learn how to adjust your presentation style based on not only your prospects personality, but yours too!

  • Why is it important to adjust and adapt?
  • How do you gauge the prospects personality?
  • What aspects such as gender, age and ethnicity cause you to adjust?
  • What specific adjustments do you need to make?

Date/Time: February 29, 2 – 4:30 pm
Location: Chemeketa Center for Business & Industry, 626 High Street NE, Downtown Salem
Cost: $105 for the series or $45 for each class
Registration and Information: 503.399.5088

Questioning and Listening Techniques
Without a doubt, the most important part of the sales process is in asking great questions.  If you know what to ask, you will more than likely uncover potential “pain points” your client has that your product or service can serve. How do you determine the right profile of your prospect?

  • Learn the different types of questions.
  • How asking good questions separates the great from the mediocre.
  • How to dig deep to find pain in your prospect.

Date/Time: March 28, 2 – 4:30 pm
Location: Chemeketa Center for Business & Industry, 626 High Street NE, Downtown Salem
Cost: $105 for the series or $45 for each class
Registration and Information: 503.399.5088

Giving Dynamic Presentations
Most business owners do a terrible job of effectively presenting what their business has to offer. Learn the steps and processes to ensure that you engage your prospect and get them to say,“tell me more”. Learn how to work smarter as opposed to harder.

  • What tools should you use for an effective presentation?
  • How do you tailor and customize each presentation?
  • Learning how to sell the benefits of your product, as opposed to the features.
  • How do you transition to a close?

Date/Time: April 25, 2 – 4:30 pm
Location: Chemeketa Center for Business & Industry, 626 High Street NE, Downtown Salem
Cost: $105 for the series or $45 for each class
Registration and Information: 503.399.5088

About Chemeketa SBDC

We provide the tools and environment for small business owners to make great decisions.

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