Rafael Soltero — How To: Personal Selling 101 | Ep. 26

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 Professor 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. Education: Master of Business Administration, Rochester Institute of Technology Executive Development Program, Strategic Marketing, University of Minnesota Kodak Bridge Program for Electrical Engineering. Rochester Institute of Technology BS in Chemical Engineering, University of Puerto Rico About Us: The Miami Real Estate Podcast is made possible by the Cervera Newsroom, a sub-division of the in-house marketing department at the Miami-based brokerage firm Cervera Real Estate. In the Cervera Newsroom, we complement five decades of experience selling Miami real estate with talent and technology for today’s marketplace.  From expertise in traditional and digital media, industry leading creative talent, and South Florida’s largest social media presence to innovative technology resources, our in-house brand marketing platform is designed to ensure that every client and associate we service succeeds in today’s fast-paced, tech-driven, competitive environment.