Introduction to Selling
The world of sales has changed. In this module you'll learn how it's changed and what top performers—those who beat out the competition and find themselves in the winner’s circle the most—do differently than the rest to turbo-charge their results.
In this module, you'll learn:
- What sales winners do differently from the rest that puts them in the winner’s circle
- Exactly what it takes to become a top-performing seller
- The major stages of the buying and selling process and what you need to do in each to maximize your success
Understanding Value
All good sales starts with knowledge of your customers. How do you help your customers? What value do you deliver? How can you communicate this value to buyers in a memorable and enticing way? In this module you'll learn:
- 3 keys to developing a winning value proposition
- How to identify the true value of your solutions and how to articulate it
- How to describe and build enthusiasm for hard-to-describe solutions
- How to uncover the hot buttons that drive buyers to hire you, and keep buying
Mastering the Sales Conversation
Most sales success happens in the conversations you have with buyers. Yet most sellers make common mistakes in their conversations that end up losing them deals. Module 3 is packed with content because there’s a lot to cover. Here's a sampling of what you'll learn:
- 5 essential tips to building real rapport with buyers
- Questioning techniques that uncover the full set of buyer needs
- How to present the ROI case and maximize the impact of your solution so you can sell more with less buyer resistance
- How to increase buyer urgency and desire for action
Advanced Sales Conversations
Sellers who win educate buyers with new ideas and influence and persuade buyers in their conversations. This module introduces the concept of insight selling and provides tips that will help you be more persuasive and influential in your sales conversations. Specifically, you'll learn:
- How to build trust and credibility and make the deepest connections with buyers
- How to be more persuasive
- How to tell convincing stories that demand buyer action
- The 6 buyer personas sellers need to know
- 10 questions to shape buyer agendas
Mastering the Sales Opportunity
If you want to succeed with every opportunity, you have to determine what success looks like, what actions you're going to take to achieve that success, and what might stand in your way of getting there. This module covers:
- How to lead a sales opportunity
- How to negotiate the best win-win solutions that keep profits, margins, and customer satisfaction high
- The real deal on objections—why they are a good thing and how to handle them
- Fundamentals for closing sales
Maximizing Sales Achievement
Top sellers plan their work, work their plan, and consistently achieve stellar sales results. In this module, you'll learn a proven goal setting and action planning process that will help you reach peak performance. Specifically, you'll learn:
- A system for setting and achieving sales goals
- A goals framework that breaks down big picture goals into manageable chunks of action
- How to get back on the horse if you find yourself straying from the path to success
- A powerful, 6-minute goals ritual that will help you get the most out of each day
