AVIXA has opened registrations for a new sales course taught by CE Pro contributor Alan C. Brawn, CTS, DSCE, DSDE, DSNE, DCME, DSSP, ISF-C and principal of Brawn Consulting. The course, titled “Sales’ New Role and the Importance of You,” will be available from March 29 to March 31, 2022. Per a statement, the course will expand on the buyer and sales relationship for AV integrators.
In the three-day virtual class, integrators will learn how to adapt their approach to a market where the customer is more informed than ever before. According to the course description, the technologies sold today have evolved along with the relationships with buyers. Market research shows that the focus in the buyer’s mind is no longer about a product but rather solving the problems they face. Thus, from an integrator’s perspective, it should be understanding and solving those problems and creating an AV experience that adds value beyond the products sold.
The course further details that buyers have access to information long before they reach out to a salesperson. They have internal discussions with stakeholders in their company before they decide to reach out and seek advice. Research shows that as much of 90% of a decision to buy happens before a salesperson is involved.
According to a statement, integrators will understand customer personality types, learn how to manage objections, continuances and rejections towards customer acceptance, and also be able to apply a data-driven approach to customer conversations.
According to AVIXA, the course includes:
- The history of sales
- Exploring “you” the salesperson
- Synthesizing todays sales models
- Differentiate by adding your value
- Understanding customer personalities
- Handling objections/continuances/rejections
- Being productive versus busy
- The buyers, sellers, and influencers
- Keys to success
Along with Alan C. Brawn, the course will also be conducted by Jonathan Brawn, principal of Brawn Consulting. It also includes eight CTS-RU credits.
Further details of the sales course including the registration and price can be found on AVIXA’s website.
Amala finished her MA in Publishing and Writing from Emerson College, Boston, and is currently an Associate Editor for Commercial Integrator. She joined in October 2021.
A version of this story originally appeared on our sister publication Commercial Integrator‘s website.