Foundational Sales for Custom Development Client Engagement

Master essential sales skills to transition from a technical implementer to a trusted business advisor in custom development, driving client success and project growth.

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The Strategic Role of Sales in Custom Development

Unit 1: From Coder to Consultant: The New Role

Unit 2: Traits of Top Performers

Uncovering Client Needs Through Consultative Questioning

Unit 1: The Art of Asking: Beyond the Obvious

Unit 2: Beyond Technicalities: Business Acumen

Articulating Value and Building Trust

Unit 1: From Features to Business Value

Unit 2: Building and Sustaining Trust

Navigating Objections and Guiding Next Steps

Unit 1: Understanding Objections

Unit 2: Addressing Objections Effectively

Unit 3: Guiding Next Steps