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Virtual Instructor-Led Training

Selling Essentials:
Presenting Solutions,
Overcoming Objections,
Closing the Sale

Pinpointing the client's needs

Course Time

1-4p ET


3 hours

Class Size

20 seats


Virtual ILT




Sales Reps

It's true. Preparation is key, especially when it comes to selling. Successful salespeople know it. From mastering product knowledge to understanding what the client wants and figuring out how to clinch the sale, they always do their homework.

But knowing what to prepare, and how to prepare, can't be left to trial and error. That's because developing the ability to see through the client's eyes, pinpoint their needs, think outside of the box, and deliver a convincing presentation takes time, training, practice, and then more practice. As a module of the Selling Essentials Training Series, this class prepares your sales force to approach each sales call with the skill, confidence, and know-how to achieve results.

Key Topics:

  • The difference between features and benefits
  • The importance of being perceptive and relating to the customer’s situation/needs
  • A presentation model with guidelines to help salespeople to present in terms of benefits that match a customer’s strongest need
  • How to apply the four steps of the objection-handling model for identifying and responding to a customer’s concern
  • Discover how to phrase questions in a way that clarifies how the customer feels and pinpoints their true hesitation
  • A closing model with guidelines to help salespeople to effectively close after a presentation

Participants Will Learn:

  • Effectively present solutions using the Presentation Model.
  • Describe the features and benefits of a product or service.
  • Identify typical customer objections.
  • Deal with and overcome objections using the Objection-Handling Model.
  • Describe the steps for closing.
  • Demonstrate how to close the sale.


  • Basic desktop, laptop or tablet
  • Microphone and speakers or headset with microphone
  • Webcam (optional)
Class Is Full

Private Classes
Contact us for private sessions for your organization.

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You’ll love HRDQ Consulting Virtual Instructor-Led Classes!

Our virtual instructor-led training classes are live, interactive classroom learning delivered directly to learners – wherever they are located. The benefits of HRDQ Consulting virtual classes include:

  • High-retention learning. Our experiential design offers more sharing, feedback and personalized support.
  • Low facilitator to student ratio. Our class sizes is capped at 20 learners.
  • Real-time interaction. Our classes engage learners with real-time interaction with the instructor and other learners.
  • No travel required. Our virtual classes are available wherever your learners work – office, home, or on the road.

Need help with classes selection or learner scheduling? Interested in a private virtual or onsite event?

We are a partner to your training team. Let us help you enroll and prepare your learners for our virtual classes. Contact us with any questions or to reserve seats for your learners today. And, ask us about bringing this class to your organization as a private virtual or onsite event.

Call 610-279-2002

Typically M-F from 9-5p ET.
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