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This course is designed to give the learner the confidence to complete the sale by providing business value, while teaching the ins and outs of overcoming objections and going for the close. This course is primarily aimed at people who are interested in beginning a career in IT Sales and as such, learners are not required to have prior sales or technical experience. This course is recommended for students looking to begin their career as well as those who are looking for a career change or transition. After completing this course, you will be able to: -Communicate the ways that a proposed solution will deliver business value -Evaluate the relationship between value propositions and buyer motivations​ -Identify the four key components of a value proposition​. -Identify common types of customer objections. -Use three step approach (acknowledge, understand, respond) to address customer issues. -Build and deliver a value proposition as a way to secure customer commitment. -Identify best practices for keeping control of the call. This is the third course in the Develop with Dell: IT Sales Specialization.