Sales Skills And Negotiation Skills Masterclass
This course is designed for those interested to learn the basics of sales and negotiation and how to become a successful sales consultant. Read more.
4.0( 1 REVIEWS )
158 STUDENTS
12h 9m
Course Skill Level
Beginner
Time Estimate
12h 9m
Mark runs a marketing company called SME Heroes, which specializes in training on all things relating to online marketing, being an Entrepreneur, online course creation and his personal passion for photography. He has extensive experience with online business in various forms over the last 15 years and loves to share his hard-won lessons and techniques for online business success in order to help others gain success. In addition to his online business experience, Mark has many years experi
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Get Started with All Access PassBuy Only This CourseAbout This Course
Who this course is for:
- This course is for beginners in sales and business development.
- If you’re just starting out in sales then this course is for you.
- Do not take this course if you are an experienced sales consultant as you will find a lot of the content too basic.
What you’ll learn:Â
- How to master the sales process
- How to develop a sales strategy
- How to manage your own emotions in a sales situation
- How to find prospects to sell to
- How to read your prospects
- How to negotiate successfully
- How to handle objections
- How to close the sale
- How to leverage your contacts so you can sell to the same prospects again and again
Do you want to learn how to sell your own ideas and products?Â
There are so many opportunities in life that are missed because people don’t develop good sales skills. If you master the art of selling, there is no mountain that you cannot climb.
Our Promise to You
By the end of this course, you will have learned sales and negotiation.
10 Day Money Back Guarantee. If you are unsatisfied for any reason, simply contact us and we’ll give you a full refund. No questions asked.
Get started today and learn more about sales and negotiation.
Course Curriculum
| Section 1 - Introduction To The Sales Skills And Negotiation Skills Masterclass | |||
| Sales Skills Course Overview | 00:00:00 | ||
| Introduction To The Course | 00:00:00 | ||
| Sales Skills Activities To Complete | 00:00:00 | ||
| Section 2 - Prepare The Train Driver : Self Development For The Sales Consultant | |||
| The Mind Of A Consultant | 00:00:00 | ||
| Mastering Sales Is Mastering Life | 00:00:00 | ||
| The Continuous Journey | 00:00:00 | ||
| Universal Laws Of Success | 00:00:00 | ||
| The Three Pillars Of Success | 00:00:00 | ||
| Personal Honesty | 00:00:00 | ||
| Diligence | 00:00:00 | ||
| Deferred Gratification | 00:00:00 | ||
| Suppression Of Principle | 00:00:00 | ||
| Emotional Intelligence | 00:00:00 | ||
| Core Principles Of Emotional Intelligence | 00:00:00 | ||
| The Problem Is Internal | 00:00:00 | ||
| The Two Motivational Forces | 00:00:00 | ||
| Product Confidence | 00:00:00 | ||
| Sales Consultant Activities To Complete | 00:00:00 | ||
| Section 3 - Pre-Suppositional Sales : Pre-Suppositions And Worldviews | |||
| The Train Track – Pre-Suppositional Sales Defined | 00:00:00 | ||
| What Is A Worldview? | 00:00:00 | ||
| Why Pre-Suppositions Are Important? | 00:00:00 | ||
| Two Modes Of Thinking | 00:00:00 | ||
| Logical Thinking | 00:00:00 | ||
| Emotional Thinking | 00:00:00 | ||
| The Dumb Dog | 00:00:00 | ||
| How We Create Our Values | 00:00:00 | ||
| Examples Of Rational Ideas | 00:00:00 | ||
| Examples Of Values | 00:00:00 | ||
| Rational Or Emotional | 00:00:00 | ||
| Finding Someones Pre-Suppositions | 00:00:00 | ||
| When The Pre-Suppositions Are Not Clear | 00:00:00 | ||
| The Bank Robber Example | 00:00:00 | ||
| Why People Buy | 00:00:00 | ||
| How We Make Buying Decisions | 00:00:00 | ||
| Matching A World View | 00:00:00 | ||
| Testing A Worldview | 00:00:00 | ||
| Test Your Pre-Suppositions | 00:00:00 | ||
| What Is A Buyer Persona | 00:00:00 | ||
| Pre-Suppositional Buyer Persona Exercise | 00:00:00 | ||
| Creating The Persona | 00:00:00 | ||
| Traditional Buyer Personas | 00:00:00 | ||
| Combined Buyer Personas | 00:00:00 | ||
| Journal Activities To Complete | 00:00:00 | ||
| Section 4 - The SMART Process : Learn How To Manage Emotions | |||
| SMART Copyright | 00:00:00 | ||
| The SMART Process | 00:00:00 | ||
| Controlling The Room | 00:00:00 | ||
| The Core Of SMART | 00:00:00 | ||
| How Negative Emotion Controls Us | 00:00:00 | ||
| How We Take Control | 00:00:00 | ||
| The 5 Steps Of SMART | 00:00:00 | ||
| Seperate | 00:00:00 | ||
| Monitor | 00:00:00 | ||
| Assess | 00:00:00 | ||
| Replace | 00:00:00 | ||
| Trust | 00:00:00 | ||
| SMART In Action | 00:00:00 | ||
| The SMART Sales Call In Full | 00:00:00 | ||
| I Will Never Be Any Good At Sales | 00:00:00 | ||
| The Power Of Self Talk | 00:00:00 | ||
| Using SMART For Self Development | 00:00:00 | ||
| Two Uses Of SMART | 00:00:00 | ||
| Short Term Emotional Management | 00:00:00 | ||
| Long Term Character Development | 00:00:00 | ||
| Experienced Negative Emotional Beliefs | 00:00:00 | ||
| Taught Negative Emotional Beliefs | 00:00:00 | ||
| Internal Negative Emotional Beliefs | 00:00:00 | ||
| Activities To Complete For SMART | 00:00:00 | ||
| Section 5 - The Coaches : Getting Ready For Passengers | |||
| Getting Ready For Your Passengers | 00:00:00 | ||
| Know Your Product | 00:00:00 | ||
| Product Strengths And Weaknesses | 00:00:00 | ||
| Knowing Your Competition | 00:00:00 | ||
| Become The Expert | 00:00:00 | ||
| Value Propositions | 00:00:00 | ||
| Activities To Complete Preparing For Your Passengers | 00:00:00 | ||
| Section 6 - The Train Route : Planning Your Sales Route | |||
| Planning Your Route | 00:00:00 | ||
| Building Your CRM Flow | 00:00:00 | ||
| Data Analysis | 00:00:00 | ||
| Implementing Your Sales Funnel | 00:00:00 | ||
| Activities To Complete For Your Route | 00:00:00 | ||
| Section 7 - Selling Tickets : Understanding How Prospecting Works | |||
| Prospecting The Three Rules | 00:00:00 | ||
| Qualifying Prospects | 00:00:00 | ||
| Identifying The Contacts Role | 00:00:00 | ||
| Dealing With The Gatekeeper | 00:00:00 | ||
| Dealing With Influencers | 00:00:00 | ||
| Dealing With Champions | 00:00:00 | ||
| Dealing With Decision Makers | 00:00:00 | ||
| Contact Identification Exercise | 00:00:00 | ||
| Prospecting Secrets | 00:00:00 | ||
| Getting Entrance Into The Castle | 00:00:00 | ||
| Activities To Complete For Dealing With Prospecting | 00:00:00 | ||
| Section 8 - Prospecting By Networking | |||
| Prospecting By Networking | 00:00:00 | ||
| Classification Of Networks | 00:00:00 | ||
| Door To Door Sales | 00:00:00 | ||
| Door To Door Conversation Methods | 00:00:00 | ||
| Getting The Most Out Of Your Networking | 00:00:00 | ||
| The Elevator Pitch | 00:00:00 | ||
| Activities To Complete For An Elevator Pitch | 00:00:00 | ||
| Section 9 - Prospecting By Phone | |||
| Finding Prospects By Phone | 00:00:00 | ||
| Planning Your Phone Calls | 00:00:00 | ||
| Split Testing Your Scripts | 00:00:00 | ||
| Dealing With The Gatekeeper Script | 00:00:00 | ||
| Dealing With The Influencer Script | 00:00:00 | ||
| Dealing With The Champions Script | 00:00:00 | ||
| Dealing With Decision Makers Script | 00:00:00 | ||
| Other Call Support Material | 00:00:00 | ||
| Voicemail Techniques | 00:00:00 | ||
| Activities To Complete For Prospecting By Phone | 00:00:00 | ||
| Section 10 - Online Prospecting | |||
| The Power Of Online Prospecting | 00:00:00 | ||
| Online Prospecting Tools | 00:00:00 | ||
| Email Statistics | 00:00:00 | ||
| Understanding Spam | 00:00:00 | ||
| Permission Based Email Marketing | 00:00:00 | ||
| Places To Get Their Email Addresses From | 00:00:00 | ||
| Email Writing Tips | 00:00:00 | ||
| AIDA Copywriting | 00:00:00 | ||
| A Sample Email Using AIDA | 00:00:00 | ||
| Activities Create Your Own Email Using AIDA | 00:00:00 | ||
| Section 11 - Making Friends : Friendliness And Personality Types | |||
| Making Friends | 00:00:00 | ||
| Ten Rules Of Friendliness | 00:00:00 | ||
| Ten Rules Of Friendliness Continued | 00:00:00 | ||
| Recommended Reading | 00:00:00 | ||
| Personality Types | 00:00:00 | ||
| Meet The Blues | 00:00:00 | ||
| Meet The Reds | 00:00:00 | ||
| Meet The Greens | 00:00:00 | ||
| Meet The Yellows | 00:00:00 | ||
| Advanced Profiling | 00:00:00 | ||
| Profiling Bob | 00:00:00 | ||
| Activities To Complete On Friendliness | 00:00:00 | ||
| Section 12 - Body Language : How To Read Your Prospect | |||
| Reading The Body | 00:00:00 | ||
| Social Spaces | 00:00:00 | ||
| Distance Can Change | 00:00:00 | ||
| Three Classes Of Body Language | 00:00:00 | ||
| Aggressive Body Language | 00:00:00 | ||
| Defensive Body Language | 00:00:00 | ||
| Friendly Body Language | 00:00:00 | ||
| Ten Body Language Patterns | 00:00:00 | ||
| The Crossing Pattern | 00:00:00 | ||
| The Expanding Pattern | 00:00:00 | ||
| The Defensive Moving Away Pattern | 00:00:00 | ||
| The Moving Towards Pattern | 00:00:00 | ||
| The Opening Pattern | 00:00:00 | ||
| Preening Pattern | 00:00:00 | ||
| Repeating Pattern | 00:00:00 | ||
| Shaping Pattern | 00:00:00 | ||
| Striking Patterns | 00:00:00 | ||
| The Touching Pattern | 00:00:00 | ||
| Ten Core Patterns Exercise | 00:00:00 | ||
| Personality Type Body Language | 00:00:00 | ||
| Micro Expressions | 00:00:00 | ||
| Seven Common Micro Expressions | 00:00:00 | ||
| Your Body Language The Importance Of Control | 00:00:00 | ||
| Tracking Their Body Language | 00:00:00 | ||
| What Are They Responding To The Three Factors? | 00:00:00 | ||
| Moving Them Through The Sale | 00:00:00 | ||
| Body Language Flow | 00:00:00 | ||
| Dealing With More Than One Person | 00:00:00 | ||
| Activities To Complete Body Language | 00:00:00 | ||
| Section 13 - Listening Station : Questioning And Listening | |||
| The Art Of Questioning And Listening | 00:00:00 | ||
| How To Show You Are Listening | 00:00:00 | ||
| Product Based Sales | 00:00:00 | ||
| Needs Based Sales | 00:00:00 | ||
| Needs Analysis Funnel | 00:00:00 | ||
| The Needs Analysis Stages | 00:00:00 | ||
| The Two Types Of Questions | 00:00:00 | ||
| Open Questions | 00:00:00 | ||
| Closed Questions | 00:00:00 | ||
| The Quick Sale Mobile Example | 00:00:00 | ||
| The Quick Sale Training Session Example | 00:00:00 | ||
| The Quick Sale Exercise | 00:00:00 | ||
| The Three Simple Question Technique | 00:00:00 | ||
| The Echo Technique | 00:00:00 | ||
| The 5 Ws | 00:00:00 | ||
| Washing Machine Retail Sale Example | 00:00:00 | ||
| The Five Whys | 00:00:00 | ||
| The Five Whys – George | 00:00:00 | ||
| The Five Whys – Sally | 00:00:00 | ||
| The Five Whys – Terry | 00:00:00 | ||
| Why You Do Not Own A Yacht | 00:00:00 | ||
| Additional Tools | 00:00:00 | ||
| Needs Analysis Mind Map | 00:00:00 | ||
| Needs Analysis Sheet | 00:00:00 | ||
| Questioning And Listening Activities | 00:00:00 | ||
| Section 14 - Negotiation Station : How To Negotiate Successfully | |||
| The Negotiation Station | 00:00:00 | ||
| Core Principles Of Negotiation | 00:00:00 | ||
| Focusing On Them | 00:00:00 | ||
| Everyone Has To Win | 00:00:00 | ||
| Matching Values | 00:00:00 | ||
| The Path Of Least Resistance | 00:00:00 | ||
| Shifting The Weight | 00:00:00 | ||
| The Persuasion Secret | 00:00:00 | ||
| How To Persuade Someone | 00:00:00 | ||
| The Electric Car | 00:00:00 | ||
| The Fashionable Trainers | 00:00:00 | ||
| Competency Levels | 00:00:00 | ||
| Assessing Competency Levels | 00:00:00 | ||
| Features Benefits And Values | 00:00:00 | ||
| The Christmas Tree Negotiation | 00:00:00 | ||
| B2B Value Propositions | 00:00:00 | ||
| Deepening The Value | 00:00:00 | ||
| Over Decorating The Tree | 00:00:00 | ||
| The Big 12 | 00:00:00 | ||
| Authority | 00:00:00 | ||
| Social Proof | 00:00:00 | ||
| Group Identity | 00:00:00 | ||
| Deflecting Fault | 00:00:00 | ||
| Ask For Advice | 00:00:00 | ||
| Compliment Their Negotiations | 00:00:00 | ||
| Reciprocity | 00:00:00 | ||
| Scarcity | 00:00:00 | ||
| Off Set Values | 00:00:00 | ||
| Stepped Commitments | 00:00:00 | ||
| Fear And Hope | 00:00:00 | ||
| Ranked Priorities | 00:00:00 | ||
| Negotiating A Price | 00:00:00 | ||
| The Market Price | 00:00:00 | ||
| The Anchor Price | 00:00:00 | ||
| The Walk Away Price | 00:00:00 | ||
| The First Offer | 00:00:00 | ||
| The Counter Offer | 00:00:00 | ||
| Activities To Complete Negotiation Skills | 00:00:00 | ||
| Section 15 - Objection Handling : How To Handle Objections To The Sale | |||
| Handling Objections | 00:00:00 | ||
| The Golden Rule To Handling Objections | 00:00:00 | ||
| Why Objections Happen | 00:00:00 | ||
| Objection Tags – Tagging Objections | 00:00:00 | ||
| Objection Types | 00:00:00 | ||
| Objection Class | 00:00:00 | ||
| Objection Source | 00:00:00 | ||
| The Objection Clarification Process | 00:00:00 | ||
| The Onion Technique – Peeling Back The Objections | 00:00:00 | ||
| Testing The Objection Type | 00:00:00 | ||
| Classify The Objection | 00:00:00 | ||
| Test The Objection Source | 00:00:00 | ||
| Summarise The Objection | 00:00:00 | ||
| The Objection In Full | 00:00:00 | ||
| Acknowledge The Objection | 00:00:00 | ||
| Acknowledgement Examples | 00:00:00 | ||
| Emotional Objections | 00:00:00 | ||
| Feel Statements | 00:00:00 | ||
| Felt Statements | 00:00:00 | ||
| Found Statements | 00:00:00 | ||
| Feel Felt Found Example | 00:00:00 | ||
| Rational Objection Guidelines | 00:00:00 | ||
| Responding To Rational Objections | 00:00:00 | ||
| Sharing Data And Information | 00:00:00 | ||
| Data Sharing Techniques | 00:00:00 | ||
| Using The Right Techniques | 00:00:00 | ||
| Valid Objections | 00:00:00 | ||
| How To Handle Class Objections | 00:00:00 | ||
| Authority Objections | 00:00:00 | ||
| Types Of Relationship Objections | 00:00:00 | ||
| Existing Relationship Objections | 00:00:00 | ||
| Third Party Relationship Objections | 00:00:00 | ||
| No Relationship Objections | 00:00:00 | ||
| Knowledge Objections | 00:00:00 | ||
| Convenience Objections | 00:00:00 | ||
| Price Objections | 00:00:00 | ||
| Objection Handling Sheets | 00:00:00 | ||
| Removing The Objection | 00:00:00 | ||
| Dealing With Difficult People | 00:00:00 | ||
| Dealing With Difficult People – Use SMART | 00:00:00 | ||
| Grow Some Thick Skin | 00:00:00 | ||
| The Mountaintop Example | 00:00:00 | ||
| Finding Common Ground | 00:00:00 | ||
| Focus On The Issue | 00:00:00 | ||
| A Soft Answer | 00:00:00 | ||
| Stress Fractures | 00:00:00 | ||
| Be Their Only Friend | 00:00:00 | ||
| Types Of Character Traits | 00:00:00 | ||
| The Demander | 00:00:00 | ||
| The Detractor | 00:00:00 | ||
| The Dynamite | 00:00:00 | ||
| The Dumper | 00:00:00 | ||
| The Drainer | 00:00:00 | ||
| The Disappointer | 00:00:00 | ||
| The Dictator | 00:00:00 | ||
| Handling Objections Before The Meeting | 00:00:00 | ||
| Reducing Objections | 00:00:00 | ||
| Setting Up An FAQ Page | 00:00:00 | ||
| Objection Handling Activities To Complete | 00:00:00 | ||
| Section 16 - Closing The Sale | |||
| Destination Station Closing The | 00:00:00 | ||
| Understanding Closes | 00:00:00 | ||
| Understanding Buying Signals | 00:00:00 | ||
| Closing Questions | 00:00:00 | ||
| Activities To Complete Closing | 00:00:00 | ||
| Section 17 - Selling Season Tickets | |||
| Season Tickets The Biggest Source Of Revenue | 00:00:00 | ||
| Understanding Season Tickets | 00:00:00 | ||
| First Class Passengers – After Sales Care | 00:00:00 | ||
| The Revolution – Practicing The Principles | 00:00:00 | ||
| Thank You – Get In Touch | 00:00:00 | ||
About This Course
Who this course is for:
- This course is for beginners in sales and business development.
- If you’re just starting out in sales then this course is for you.
- Do not take this course if you are an experienced sales consultant as you will find a lot of the content too basic.
What you’ll learn:Â
- How to master the sales process
- How to develop a sales strategy
- How to manage your own emotions in a sales situation
- How to find prospects to sell to
- How to read your prospects
- How to negotiate successfully
- How to handle objections
- How to close the sale
- How to leverage your contacts so you can sell to the same prospects again and again
Do you want to learn how to sell your own ideas and products?Â
There are so many opportunities in life that are missed because people don’t develop good sales skills. If you master the art of selling, there is no mountain that you cannot climb.
Our Promise to You
By the end of this course, you will have learned sales and negotiation.
10 Day Money Back Guarantee. If you are unsatisfied for any reason, simply contact us and we’ll give you a full refund. No questions asked.
Get started today and learn more about sales and negotiation.
Course Curriculum
| Section 1 - Introduction To The Sales Skills And Negotiation Skills Masterclass | |||
| Sales Skills Course Overview | 00:00:00 | ||
| Introduction To The Course | 00:00:00 | ||
| Sales Skills Activities To Complete | 00:00:00 | ||
| Section 2 - Prepare The Train Driver : Self Development For The Sales Consultant | |||
| The Mind Of A Consultant | 00:00:00 | ||
| Mastering Sales Is Mastering Life | 00:00:00 | ||
| The Continuous Journey | 00:00:00 | ||
| Universal Laws Of Success | 00:00:00 | ||
| The Three Pillars Of Success | 00:00:00 | ||
| Personal Honesty | 00:00:00 | ||
| Diligence | 00:00:00 | ||
| Deferred Gratification | 00:00:00 | ||
| Suppression Of Principle | 00:00:00 | ||
| Emotional Intelligence | 00:00:00 | ||
| Core Principles Of Emotional Intelligence | 00:00:00 | ||
| The Problem Is Internal | 00:00:00 | ||
| The Two Motivational Forces | 00:00:00 | ||
| Product Confidence | 00:00:00 | ||
| Sales Consultant Activities To Complete | 00:00:00 | ||
| Section 3 - Pre-Suppositional Sales : Pre-Suppositions And Worldviews | |||
| The Train Track – Pre-Suppositional Sales Defined | 00:00:00 | ||
| What Is A Worldview? | 00:00:00 | ||
| Why Pre-Suppositions Are Important? | 00:00:00 | ||
| Two Modes Of Thinking | 00:00:00 | ||
| Logical Thinking | 00:00:00 | ||
| Emotional Thinking | 00:00:00 | ||
| The Dumb Dog | 00:00:00 | ||
| How We Create Our Values | 00:00:00 | ||
| Examples Of Rational Ideas | 00:00:00 | ||
| Examples Of Values | 00:00:00 | ||
| Rational Or Emotional | 00:00:00 | ||
| Finding Someones Pre-Suppositions | 00:00:00 | ||
| When The Pre-Suppositions Are Not Clear | 00:00:00 | ||
| The Bank Robber Example | 00:00:00 | ||
| Why People Buy | 00:00:00 | ||
| How We Make Buying Decisions | 00:00:00 | ||
| Matching A World View | 00:00:00 | ||
| Testing A Worldview | 00:00:00 | ||
| Test Your Pre-Suppositions | 00:00:00 | ||
| What Is A Buyer Persona | 00:00:00 | ||
| Pre-Suppositional Buyer Persona Exercise | 00:00:00 | ||
| Creating The Persona | 00:00:00 | ||
| Traditional Buyer Personas | 00:00:00 | ||
| Combined Buyer Personas | 00:00:00 | ||
| Journal Activities To Complete | 00:00:00 | ||
| Section 4 - The SMART Process : Learn How To Manage Emotions | |||
| SMART Copyright | 00:00:00 | ||
| The SMART Process | 00:00:00 | ||
| Controlling The Room | 00:00:00 | ||
| The Core Of SMART | 00:00:00 | ||
| How Negative Emotion Controls Us | 00:00:00 | ||
| How We Take Control | 00:00:00 | ||
| The 5 Steps Of SMART | 00:00:00 | ||
| Seperate | 00:00:00 | ||
| Monitor | 00:00:00 | ||
| Assess | 00:00:00 | ||
| Replace | 00:00:00 | ||
| Trust | 00:00:00 | ||
| SMART In Action | 00:00:00 | ||
| The SMART Sales Call In Full | 00:00:00 | ||
| I Will Never Be Any Good At Sales | 00:00:00 | ||
| The Power Of Self Talk | 00:00:00 | ||
| Using SMART For Self Development | 00:00:00 | ||
| Two Uses Of SMART | 00:00:00 | ||
| Short Term Emotional Management | 00:00:00 | ||
| Long Term Character Development | 00:00:00 | ||
| Experienced Negative Emotional Beliefs | 00:00:00 | ||
| Taught Negative Emotional Beliefs | 00:00:00 | ||
| Internal Negative Emotional Beliefs | 00:00:00 | ||
| Activities To Complete For SMART | 00:00:00 | ||
| Section 5 - The Coaches : Getting Ready For Passengers | |||
| Getting Ready For Your Passengers | 00:00:00 | ||
| Know Your Product | 00:00:00 | ||
| Product Strengths And Weaknesses | 00:00:00 | ||
| Knowing Your Competition | 00:00:00 | ||
| Become The Expert | 00:00:00 | ||
| Value Propositions | 00:00:00 | ||
| Activities To Complete Preparing For Your Passengers | 00:00:00 | ||
| Section 6 - The Train Route : Planning Your Sales Route | |||
| Planning Your Route | 00:00:00 | ||
| Building Your CRM Flow | 00:00:00 | ||
| Data Analysis | 00:00:00 | ||
| Implementing Your Sales Funnel | 00:00:00 | ||
| Activities To Complete For Your Route | 00:00:00 | ||
| Section 7 - Selling Tickets : Understanding How Prospecting Works | |||
| Prospecting The Three Rules | 00:00:00 | ||
| Qualifying Prospects | 00:00:00 | ||
| Identifying The Contacts Role | 00:00:00 | ||
| Dealing With The Gatekeeper | 00:00:00 | ||
| Dealing With Influencers | 00:00:00 | ||
| Dealing With Champions | 00:00:00 | ||
| Dealing With Decision Makers | 00:00:00 | ||
| Contact Identification Exercise | 00:00:00 | ||
| Prospecting Secrets | 00:00:00 | ||
| Getting Entrance Into The Castle | 00:00:00 | ||
| Activities To Complete For Dealing With Prospecting | 00:00:00 | ||
| Section 8 - Prospecting By Networking | |||
| Prospecting By Networking | 00:00:00 | ||
| Classification Of Networks | 00:00:00 | ||
| Door To Door Sales | 00:00:00 | ||
| Door To Door Conversation Methods | 00:00:00 | ||
| Getting The Most Out Of Your Networking | 00:00:00 | ||
| The Elevator Pitch | 00:00:00 | ||
| Activities To Complete For An Elevator Pitch | 00:00:00 | ||
| Section 9 - Prospecting By Phone | |||
| Finding Prospects By Phone | 00:00:00 | ||
| Planning Your Phone Calls | 00:00:00 | ||
| Split Testing Your Scripts | 00:00:00 | ||
| Dealing With The Gatekeeper Script | 00:00:00 | ||
| Dealing With The Influencer Script | 00:00:00 | ||
| Dealing With The Champions Script | 00:00:00 | ||
| Dealing With Decision Makers Script | 00:00:00 | ||
| Other Call Support Material | 00:00:00 | ||
| Voicemail Techniques | 00:00:00 | ||
| Activities To Complete For Prospecting By Phone | 00:00:00 | ||
| Section 10 - Online Prospecting | |||
| The Power Of Online Prospecting | 00:00:00 | ||
| Online Prospecting Tools | 00:00:00 | ||
| Email Statistics | 00:00:00 | ||
| Understanding Spam | 00:00:00 | ||
| Permission Based Email Marketing | 00:00:00 | ||
| Places To Get Their Email Addresses From | 00:00:00 | ||
| Email Writing Tips | 00:00:00 | ||
| AIDA Copywriting | 00:00:00 | ||
| A Sample Email Using AIDA | 00:00:00 | ||
| Activities Create Your Own Email Using AIDA | 00:00:00 | ||
| Section 11 - Making Friends : Friendliness And Personality Types | |||
| Making Friends | 00:00:00 | ||
| Ten Rules Of Friendliness | 00:00:00 | ||
| Ten Rules Of Friendliness Continued | 00:00:00 | ||
| Recommended Reading | 00:00:00 | ||
| Personality Types | 00:00:00 | ||
| Meet The Blues | 00:00:00 | ||
| Meet The Reds | 00:00:00 | ||
| Meet The Greens | 00:00:00 | ||
| Meet The Yellows | 00:00:00 | ||
| Advanced Profiling | 00:00:00 | ||
| Profiling Bob | 00:00:00 | ||
| Activities To Complete On Friendliness | 00:00:00 | ||
| Section 12 - Body Language : How To Read Your Prospect | |||
| Reading The Body | 00:00:00 | ||
| Social Spaces | 00:00:00 | ||
| Distance Can Change | 00:00:00 | ||
| Three Classes Of Body Language | 00:00:00 | ||
| Aggressive Body Language | 00:00:00 | ||
| Defensive Body Language | 00:00:00 | ||
| Friendly Body Language | 00:00:00 | ||
| Ten Body Language Patterns | 00:00:00 | ||
| The Crossing Pattern | 00:00:00 | ||
| The Expanding Pattern | 00:00:00 | ||
| The Defensive Moving Away Pattern | 00:00:00 | ||
| The Moving Towards Pattern | 00:00:00 | ||
| The Opening Pattern | 00:00:00 | ||
| Preening Pattern | 00:00:00 | ||
| Repeating Pattern | 00:00:00 | ||
| Shaping Pattern | 00:00:00 | ||
| Striking Patterns | 00:00:00 | ||
| The Touching Pattern | 00:00:00 | ||
| Ten Core Patterns Exercise | 00:00:00 | ||
| Personality Type Body Language | 00:00:00 | ||
| Micro Expressions | 00:00:00 | ||
| Seven Common Micro Expressions | 00:00:00 | ||
| Your Body Language The Importance Of Control | 00:00:00 | ||
| Tracking Their Body Language | 00:00:00 | ||
| What Are They Responding To The Three Factors? | 00:00:00 | ||
| Moving Them Through The Sale | 00:00:00 | ||
| Body Language Flow | 00:00:00 | ||
| Dealing With More Than One Person | 00:00:00 | ||
| Activities To Complete Body Language | 00:00:00 | ||
| Section 13 - Listening Station : Questioning And Listening | |||
| The Art Of Questioning And Listening | 00:00:00 | ||
| How To Show You Are Listening | 00:00:00 | ||
| Product Based Sales | 00:00:00 | ||
| Needs Based Sales | 00:00:00 | ||
| Needs Analysis Funnel | 00:00:00 | ||
| The Needs Analysis Stages | 00:00:00 | ||
| The Two Types Of Questions | 00:00:00 | ||
| Open Questions | 00:00:00 | ||
| Closed Questions | 00:00:00 | ||
| The Quick Sale Mobile Example | 00:00:00 | ||
| The Quick Sale Training Session Example | 00:00:00 | ||
| The Quick Sale Exercise | 00:00:00 | ||
| The Three Simple Question Technique | 00:00:00 | ||
| The Echo Technique | 00:00:00 | ||
| The 5 Ws | 00:00:00 | ||
| Washing Machine Retail Sale Example | 00:00:00 | ||
| The Five Whys | 00:00:00 | ||
| The Five Whys – George | 00:00:00 | ||
| The Five Whys – Sally | 00:00:00 | ||
| The Five Whys – Terry | 00:00:00 | ||
| Why You Do Not Own A Yacht | 00:00:00 | ||
| Additional Tools | 00:00:00 | ||
| Needs Analysis Mind Map | 00:00:00 | ||
| Needs Analysis Sheet | 00:00:00 | ||
| Questioning And Listening Activities | 00:00:00 | ||
| Section 14 - Negotiation Station : How To Negotiate Successfully | |||
| The Negotiation Station | 00:00:00 | ||
| Core Principles Of Negotiation | 00:00:00 | ||
| Focusing On Them | 00:00:00 | ||
| Everyone Has To Win | 00:00:00 | ||
| Matching Values | 00:00:00 | ||
| The Path Of Least Resistance | 00:00:00 | ||
| Shifting The Weight | 00:00:00 | ||
| The Persuasion Secret | 00:00:00 | ||
| How To Persuade Someone | 00:00:00 | ||
| The Electric Car | 00:00:00 | ||
| The Fashionable Trainers | 00:00:00 | ||
| Competency Levels | 00:00:00 | ||
| Assessing Competency Levels | 00:00:00 | ||
| Features Benefits And Values | 00:00:00 | ||
| The Christmas Tree Negotiation | 00:00:00 | ||
| B2B Value Propositions | 00:00:00 | ||
| Deepening The Value | 00:00:00 | ||
| Over Decorating The Tree | 00:00:00 | ||
| The Big 12 | 00:00:00 | ||
| Authority | 00:00:00 | ||
| Social Proof | 00:00:00 | ||
| Group Identity | 00:00:00 | ||
| Deflecting Fault | 00:00:00 | ||
| Ask For Advice | 00:00:00 | ||
| Compliment Their Negotiations | 00:00:00 | ||
| Reciprocity | 00:00:00 | ||
| Scarcity | 00:00:00 | ||
| Off Set Values | 00:00:00 | ||
| Stepped Commitments | 00:00:00 | ||
| Fear And Hope | 00:00:00 | ||
| Ranked Priorities | 00:00:00 | ||
| Negotiating A Price | 00:00:00 | ||
| The Market Price | 00:00:00 | ||
| The Anchor Price | 00:00:00 | ||
| The Walk Away Price | 00:00:00 | ||
| The First Offer | 00:00:00 | ||
| The Counter Offer | 00:00:00 | ||
| Activities To Complete Negotiation Skills | 00:00:00 | ||
| Section 15 - Objection Handling : How To Handle Objections To The Sale | |||
| Handling Objections | 00:00:00 | ||
| The Golden Rule To Handling Objections | 00:00:00 | ||
| Why Objections Happen | 00:00:00 | ||
| Objection Tags – Tagging Objections | 00:00:00 | ||
| Objection Types | 00:00:00 | ||
| Objection Class | 00:00:00 | ||
| Objection Source | 00:00:00 | ||
| The Objection Clarification Process | 00:00:00 | ||
| The Onion Technique – Peeling Back The Objections | 00:00:00 | ||
| Testing The Objection Type | 00:00:00 | ||
| Classify The Objection | 00:00:00 | ||
| Test The Objection Source | 00:00:00 | ||
| Summarise The Objection | 00:00:00 | ||
| The Objection In Full | 00:00:00 | ||
| Acknowledge The Objection | 00:00:00 | ||
| Acknowledgement Examples | 00:00:00 | ||
| Emotional Objections | 00:00:00 | ||
| Feel Statements | 00:00:00 | ||
| Felt Statements | 00:00:00 | ||
| Found Statements | 00:00:00 | ||
| Feel Felt Found Example | 00:00:00 | ||
| Rational Objection Guidelines | 00:00:00 | ||
| Responding To Rational Objections | 00:00:00 | ||
| Sharing Data And Information | 00:00:00 | ||
| Data Sharing Techniques | 00:00:00 | ||
| Using The Right Techniques | 00:00:00 | ||
| Valid Objections | 00:00:00 | ||
| How To Handle Class Objections | 00:00:00 | ||
| Authority Objections | 00:00:00 | ||
| Types Of Relationship Objections | 00:00:00 | ||
| Existing Relationship Objections | 00:00:00 | ||
| Third Party Relationship Objections | 00:00:00 | ||
| No Relationship Objections | 00:00:00 | ||
| Knowledge Objections | 00:00:00 | ||
| Convenience Objections | 00:00:00 | ||
| Price Objections | 00:00:00 | ||
| Objection Handling Sheets | 00:00:00 | ||
| Removing The Objection | 00:00:00 | ||
| Dealing With Difficult People | 00:00:00 | ||
| Dealing With Difficult People – Use SMART | 00:00:00 | ||
| Grow Some Thick Skin | 00:00:00 | ||
| The Mountaintop Example | 00:00:00 | ||
| Finding Common Ground | 00:00:00 | ||
| Focus On The Issue | 00:00:00 | ||
| A Soft Answer | 00:00:00 | ||
| Stress Fractures | 00:00:00 | ||
| Be Their Only Friend | 00:00:00 | ||
| Types Of Character Traits | 00:00:00 | ||
| The Demander | 00:00:00 | ||
| The Detractor | 00:00:00 | ||
| The Dynamite | 00:00:00 | ||
| The Dumper | 00:00:00 | ||
| The Drainer | 00:00:00 | ||
| The Disappointer | 00:00:00 | ||
| The Dictator | 00:00:00 | ||
| Handling Objections Before The Meeting | 00:00:00 | ||
| Reducing Objections | 00:00:00 | ||
| Setting Up An FAQ Page | 00:00:00 | ||
| Objection Handling Activities To Complete | 00:00:00 | ||
| Section 16 - Closing The Sale | |||
| Destination Station Closing The | 00:00:00 | ||
| Understanding Closes | 00:00:00 | ||
| Understanding Buying Signals | 00:00:00 | ||
| Closing Questions | 00:00:00 | ||
| Activities To Complete Closing | 00:00:00 | ||
| Section 17 - Selling Season Tickets | |||
| Season Tickets The Biggest Source Of Revenue | 00:00:00 | ||
| Understanding Season Tickets | 00:00:00 | ||
| First Class Passengers – After Sales Care | 00:00:00 | ||
| The Revolution – Practicing The Principles | 00:00:00 | ||
| Thank You – Get In Touch | 00:00:00 | ||
Course Review
4.0
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Informative
I enjoyed this course very much. I have never worked in sales so please don’t take my 4 stars personally. The reason I gave it a 4 is because there was missing slides. Other than that it was very informative and I learned a lot of skills that could give me confidence in the sales world.
Thank you!