Questions you’ll answer:

• What tools and skills must I acquire to identify the customer’s needs?
• How do I create and price products to satisfy those needs?
• How do I determine the size of the markets, locate customers, and convince them to buy a product or service?

Dilemmas you’ll face:

• What are the best ways to reach my customers?
• How difficult is it to find customers and convince them to say yes?
• Should I price low to penetrate a market quickly or price high to “skim” profits?

Topics you’ll cover:

• Who is the right customer for this product or service? Which customers should I say “no” to?
• How do I design a sales funnel to attract, educate, and close customers?
• How do I design, hire, evaluate, and inspire a sales organization to reach my revenue goals?

The Customers course delivers the tools, skills, and judgment to:

• Identify customer need
• Create and price products
• Determine the size of markets and how to penetrate them
• Locate customers and convince them to buy; and
• Provide service after the sale