Selling in the New Normal

This course will focus on the concerns which many small businesses identify as challenges to achieving their goals in an environment when selling virtually has become a mandatory part of their daily activities. Many companies are looking for assistance in the sales enablement, sales execution and sales operation components of their business. The success of small businesses will be their ability to hone skills, train their team and make the sales experience memorable for their customers. Upon the completion of the course small business owners will gain an understanding of during virtual interactions with sellers, what factors have the greatest influence on the purchase decisions. Areas of focus will address the concerns that buyers have of sellers to include but not limited to the following: • Buyers lack of confidence in sellers skill at leading a thorough needs discovery virtually • Buyer’s concern with the seller’s inability at showing them what’s possible or how to solve a problem • Buyers belief that sellers are not competent listeners • Buyers inability to effectively make the ROI case when selling virtually Two Sessions: June 22 and June 29 1PM - 3PM

Speaker(s): Ron Jones, Adjunct Professor, Marketing and Professional Sales, Cotsakos College of Sales, William Paterson University

Fee: No Cost