Rafael Soltero, sales industry-veteran and professor and Florida International University, explains the six keys to personal selling: building trust, prospecting, qualifying, listening, managing objections, and the highly coveted close. So, sit back, relax, and get ready for another insight-rich lesson from the Miami Real Estate Podcast's school for top producers.
About Rafael Soltero
Professor Soltero brings 25+ years of progressive experience in product development, managing teams, B2B and consumer sales and marketing, including high-tech capital products and consumables. He has extensive Latin American and Worldwide field experience in establishing new country sales and distribution networks. He served as Director of Latin America for the Digital Printing Business unit of Eastman Kodak for 7 years. He has served as Vice President of Sales and Marketing for three different companies selling in America, Japan and Europe.
Professor Soltero joined FIU as an adjunct professor in 2012 and as a full time instructor in 2014. He has been teaching face-to-face and online Sales, B2B Marketing and Sales, Sales Management, Entrepreneurship and Business Planning courses. He has also developed and delivered Executive Training sessions for national and international companies.
Professor Soltero is an active participant and coach for the FIU Sales Society. He coaches the FIU Sales Team that competes in the ISCS, AMA and NCSC collegiate sales competitions. He is also Faculty Advisor to three student organizations at FIU: Sales Society, Miami Innovation Association, and Alpha Kappa Psi.