Dell Technologies Closing the Deal

This course is designed to develop your ability to communicate and deliver business value through effective sales techniques. This course will teach you to articulate how proposed solutions provide business value, evaluate the relationship between value propositions and buyer motivations, and identify the four key components of a value proposition. You will learn the skills to create and deliver compelling presentations that effectively communicate value propositions and address customer needs. Throughout the course, you will apply key influencing techniques to engage clients, build rapport, and persuade decision-makers during sales discussions. Essential negotiation skills will be demonstrated, enabling you to navigate client discussions confidently. You will identify common types of customer objections and use a three-step approach (acknowledge, understand, respond) to address customer issues effectively. Additionally, the course will cover best practices for creating resumes and participating in interviews, ensuring you are well-prepared to obtain a job in sales. By the end of this course, you will be able to: Identify the four key components of a value proposition​ Evaluate the relationship between value propositions and buyer motivations​ Communicate the ways that a proposed solution will deliver business value Demonstrate essential negotiation skills to navigate discussions with clients confidently Apply key influencing techniques to engage clients, build rapport, and persuade decision-makers during sales discussions Create and deliver compelling presentations that effectively communicate value propositions and address customer needs Use three step approach (acknowledge, understand, respond) to address customer issues Identify common types of customer objections Identify best practices for creating resumes Identify best practices for keeping control of the call Build and deliver a value proposition as a way to secure customer commitment

• Identify key components of a value proposition
• Evaluate buyer motivations related to value propositions
• Communicate business value effectively
• Apply essential negotiation skills
• Use influencing techniques during sales discussions
• Create compelling presentations addressing client needs

• Basic computer and internet skills
• Ability to read course instructions in English and complete short practice activities