FRANKLIN — Babson College students recently learned the importance of “The Golden 120 Seconds of Every Sales Call,” a book written by Peter Dennis, of Franklin, senior vice president of business development, marketing and retail services at Liberty Bay Credit Union.
The book is integrated into the Sales In Action class curriculum taught by Professor Vincent Onyemah, associate professor of sales and marketing. The class focuses on finding a personal sales style, how to gain the confidence needed to excel in the sales industry and how to avoid deal-breaking errors, such as distinguishing between, “overconfidence sinking the deal, and confidence sealing the deal,” as Dennis states.
Students are taught how to favorably position themselves and their sales pitches, utilizing the limited time that is often presented in new business opportunities. Dr. Vincent Onyemah’s extremely popular Sales In Action course teaches how to concisely communicate value to perspective and future clients.
Onyemah and Dennis have previously collaborated for the course, with Dennis being a keynote speaker once students have read and reflected on the book.
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