In today’s ever-changing world of sales, where the buyer has access to as much or more information that you do as a salesperson and is now fully in control of how the sales process will go, individual salespeople can no longer try and sell the same way they did even just last year.
On top of that, most people in sales know their product but not the most critical part of dealing with another human (the prospective client) and how to move them away from their greatest fear and embrace the risk of buying from you.
The "Selling with Authentic Persuasion" online course is designed to help salespeople become sales professionals by improving their skills so they can achieve success in their careers. The course is focused on the concept of "Authentic Persuasion," which involves first understanding yourself (the Authentic part), your motivations, your strengths, the traits needed to be successful, and your fears.
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Why Choose This Course?
- You are looking to create consistent sales results (not high-highs and deep slumps)
- You want to help people buy your or your company’s product or service but don’t want to feel like you’re pushing them into it
- You were not provided with a selling framework or system to use
- You want to embrace your sales role, do it well, enjoy what you do for a living, and get rewarded for it
- You know that buyers (humans) have changed and what used to work - even a year ago - is not how people want to buy
Course Information
This course will guide you through the key principles of the Persuasion portion of the sales process, including how to build trust with customers, how to uncover their needs and motivations, and how to present solutions that align with their goals. And in a way that doesn’t feel gross, slimy, pushy, or requires manipulations/tricks/games. The course also covers essential sales techniques such as effective communication, objection handling, and closing strategies.
The GOAL of this course is to help you close more effectively by fully embracing your duty as a professional.
When you use the sales success foundation outlined in the course, you will also have a framework that can be applied to any sales situation.
Free Micro Course: Understanding Your Prospects
This module is focused on helping the salesperson understand what their prospect’s biggest fear is, what they are looking for from a sales professional, and how to help move them forward.
This module has approximately 31 minutes of videos and includes the transcripts from the videos. Once you complete this free micro course, you will receive a promo/discount code for $100 off the full course price of $495.00 (Selling With Authentic Persuasion).
At the end of the course, students will be able to:
- Define the concept of authenticity and its relevance in a sales role.
- Develop the mindset of a sales professional, regardless of their background in sales.
- Understand and leverage the five behavior traits to be successful in sales.
- Focus on more effective ways to maintain motivation in various situations.
- Empathize with individuals and understand potential fears of each prospective customer.
- Utilize a proven sales process to move suitable prospective customers forward towards buying.
- Apply effective strategies for establishing and maintaining rapport and building trust with others.
- Evaluate the appropriate use of urgency in various situations to achieve desired outcomes.
- Apply effective follow-up techniques to achieve desired outcomes.
To understand why that matters to me, you have to understand my background. I am the product of two fantastic, loving and analytical parents (mom = banker/finance, dad = engineer/project management) who taught me to despise salespeople. Despite having a bachelor’s degree in Marine Biology – tagging sharks for a few years (yes – I chose sharks over people…that should tell you something!), working in tech support and government contracting roles, and not getting my first official sales job until I was 27, I still didn’t think I wanted to be in sales. I thought I was just helping people.
From mortgages, to helping people avoid foreclosure, to running call centers to help people with their credit card debt and with student loans, it’s always been about scalable sales operations, systems, and training to help salespeople enroll successfully.
I started consulting in the beginning of 2019 with the goal of helping companies improve their sales operations. In 2020 I published my first book, Selling With Authentic Persuasion: Transform from Order Taker to Quota Breaker, which was the organization of 18+ years of sales and sales leadership, and the philosophy I have around what it means to be a sales professional. I have worked with thousands of salespeople, across dozens of industries, and even multiple countries – helping then find the perfect balance between old-school-gross selling and being a nice-friendly-order-take = being a sales professional.
I have published two more books: Reasons NOT To Focus On The Sales Experience and Voices For Leadership V1 (Contributing author), host of the Authentic Persuasion Show podcast, have appeared on hundreds of other podcasts, am a professional speaker, consultant and sales and leadership trainer.
Selling With Authentic Persuasion Understanding Your Prospects Micro Course (Free course)
Selling With Authentic Persuasion
(Full course)
Funding Options
ODU's helpful staff can assist you in determining if you might qualify for any number of various funding options that could assist you with non-credit continuing educational opportunities to improve your marketability and advance your career.
Refund Policy
To withdraw from the course, you must send a request in writing to cepd@odu.edu (7) days prior the start date of the course. Failure to attend a course does not constitute withdrawal. Course registration fees, less a $100.00 processing fee will be refunded back to your original form of payment. There are no refunds once the class has begun. Late withdrawals of six (6) days or less before the class begins, will result in the student being charged the $100.00 processing fee, as well as charges for books and/or other course material fees.