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Comprehensive Selling Skills | Pilot Flying J
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Welcome (2:46)
Course Downloads
Module 1: Prospecting
1 | Setting Prospecting Goals (3:19)
2 | The Prospecting Process (5:49)
3 | Handling Resistance (2:20)
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Module 2: Planning the Call
4 | Sales Call Model (4:26)
5 | Building Relationships, Part 1 (5:57)
6 | Building Relationships, Part 2 (2:37)
7 | ABC - Account Analysis (3:48)
8 | ABC - Call Objective (2:14)
9 | ABC - Call Opener (2:34)
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Module 3: Developing Needs
10 | Buyer Needs (3:12)
11 | How Buyers Decide (2:04)
12 | IMPACT Questioning Strategy (2:39)
13 | Identify Problems (3:11)
14 | IMPACT of Problem (3:19)
15 | Envision Solution and Impact of Solution (3:49)
16 | Qualifying Opportunities (2:42)
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Module 4: Presenting Solutions
17 | Benefit Statements (3:28)
18 | Value-Added Benefits (3:36)
19 | Persuasive Solution Presentations (5:03)
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Module 5: Managing Feedback
20 | Why Buyers Raise Objections (3:07)
21 | Preventing Objections (2:11)
22 | Managing Objections (2:58)
23 | Using Positive Feedback to Expand Opportunity (2:02)
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Module 6: Gaining Commitment
24 | Overcoming Reluctance (3:04)
25 | Gaining Commitment (4:55)
26 | Negotiating (4:31)
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Review & Bonus Content
Program Review (4:33)
Bonus Content (10:37)
8 | ABC - Call Objective
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