Essential Selling Workshop

Selling Essentials

Learn how to Sell!

Take BETA’s Essential Selling Workshop and learn about prospecting, maintaining strong client relationships, and developing a sales call – all the way from opening to overcoming objections to closing. Sign up for this seven week course that meets from 8:30 a.m. to 12:30 p.m. on the second Tuesday of each month.

  • Understanding the Sales Cycle                                                                                   June 13. 2017
  • Opening the Sales Call                                                                                                   August 8, 2017
  • What to Ask and How to Listen                                                                                   September 12, 2017
  • Presenting Solutions, Overcoming Objections, and Closing the Sale            October 10, 2017
  • Developing Clients for Life                                                                                           November 14, 2017
  • Coaching for Performance                                                                                            December 12, 2017
  • Prospecting and Territory Management                                                                  July 11, 2017


Date/Time: Classes meet 2nd Tuesday of the month – 8:30 am -12:30 pm.

Location: Butler CC – Andover, BETA Conference Room – 5101S

Investment: $89 (handout included)  

 Register Now

Class Descriptions

  1. Selling Essentials: Understanding the Sales Cycle

          Learning Outcomes:

  • Assess selling strengths and areas for improvement
  • Learn about the trends in today's selling environment
  • Understand the concept of customer-focused selling
  • Learn the steps of the sales process and buying cycle
  • Discover how customers make decisions
  • Describe the steps in the sales process

Offered: June 13, 2017


  1. Selling Essentials: Prospecting and Territory Management

          Learning Outcomes:

  • Learn practical tips for prospecting and qualifying customers
  • Discover how to develop a pipeline of profitable customers
  • Determine how to plan for sales opportunities
  • Identify techniques for making contact with prospects
  • Learn to implement strategies for prospecting and territory management

Offered: July 11, 2017


  1. Selling Essentials: Opening the Sales Call

          Learning Outcomes:

  • Understand the importance of preparation
  • Learn an effective framework for opening face-to-face sales calls
  • Discover the traits and characteristics that improve success rate
  • Understand the importance of building rapport
  • Learn how to overcome obstacles and resistance to change

Offered: August 8, 2017


  1. Selling Essentials: What to Ask and How to Listen

          Learning Outcomes:

  • Discover the questions that uncover customer needs
  • Identify customer needs and challenges
  • Learn how to use active listening to better understand customers
  • Develop strategies for business discussions that get results

Offered: September 12, 2017


  1. Selling Essentials: Presenting Solutions, Overcoming Objections, and Closing the Sale

          Learning Outcomes:

  • Learn an easy-to-use model for presenting solutions
  • Understand how to effectively describe features and benefits
  • Become skilled at identifying customer objections
  • Know how to overcome objections using an effective model
  • Learn and master specific steps to close a deal

Offered: October 10, 2017


  1. Selling Essentials: Developing Clients for Life

          Learning Outcomes:

  • Understand the product implementation process
  • Learn how and why it's important to develop relationships with existing clients
  • Know how to create a plan to build client loyalty
  • Discover effective strategies for building and maximizing client relationships

Offered: November 14, 2017


  1. Selling Essentials: Coaching for Performance

          Learning Outcomes:

  • Understand what the term "coaching" means in a professional setting
  • Comprehend the importance of effective coaching and feedback
  • Know your strengths and areas for improvement as a coach
  • Be able to describe the challenges of coaching
  • Understand and apply a 3-step coaching model
  • Demonstrate the best practices for giving feedback

Offered: December 12, 2017