Making the Sale
Curriculum Courses Learning Path - 20 Courses
Basic Selling Skills from A-Z: U - Understanding Needs
1
The selling process is nearly impossible if you don
Start LearningNeeds and Objectives
2
Easily identify the needs and objectives of your clients by following the steps in this interactive course. You will learn the fundamentals of information gathering that leads to a sale. We will introduce you to the fundamentals of customer research, objective setting, questioning techniques, and alternative approaches. After completing this Needs and Objectives course, you will have a better understanding of your customer's goals. You will learn how to easily pinpoint these objectives and utilize a wide range of skills to accomplish them.
Start LearningSelling Strategies: 06. Upsell and Add-Ons
3
Bringing in new customers is essential to hitting your sales numbers. However, selling to existing customers is one of the easiest and more effective ways to increase your profitability. Repeat customers are likely to spend more, refer more people, and bring in more business. In this course, we'll go over some effective strategies to increase revenue using upselling and cross-selling. We'll discuss strategic planning, timing, rewards, and some common sales mistakes you want to avoid.
Start LearningIntroduction to Sales: Understanding The Modern Day Buyer
4
Whether we sell online, through third parties or face-to-face, we have to match and meet the expectations of the modern day buyer in order to make sales. The Skillshub Understanding The Modern Day Buyer course explains how buyers today expect swift flexible and agile purchasing. If you're slow in responding or your deliveries take to long, they will go elsewhere. Once the course has been completed, you will appreciate how the modern day buyer has already carried out the research and how you need to become a trusted advisor to get the sale over the line.
Start LearningIntroduction to Sales: How Is A Sale Made?
5
What key factors influence how a sale is made? Having the best product or service isn't enough these days in a modern day buyers world. The Skillshub How Is A Sale Made course will give you a better understanding of what it takes to carry out a successful sales interaction to getting commitment for the sale. Once the course is completed, you will have learned why its important for your solutions to match what the prospect needs.
Start LearningClosing More Sales
6
Learn how to effectively close a deal during your next negotiation. This interactive course is designed to improve your sales techniques. You will learn the fundamentals of how to ask for an order, extend a repeat order, and what to do if you get turned down. After completing this Closing More Sales course, you will never miss the opportunity to close an important sale. You will also be equipped with the skills to identify upsell opportunities. Others will begin to seek out your knowledge and advice as a strong sales professional.
Start LearningSales Management: Field Accompaniments
7
So what can you do to ensure field accompaniments time is spent effectively and efficiently? This course focuses on what planning and preparation needs to be completed before the meeting happens. This session looks at gaining an understanding for the purpose of the visit, objectives that need to be achieved and how to measure the success of the planning overall. Once the course will be completed you will be to identify that both your salesperson and you have a clear objectives in mind before the visit, along with setting the expectation of how you attending as their manager is as a support mechanism for their personal development.
Start LearningTerritory Management: What is Territory Management?
8
What exactly is territory management? This course identifies the key factors that make you the role of a territory manager. This includes segmenting your existing customers, conducting a SWOT analysis, goal setting, strategy, and measuring results. Once the course has been completed you will be able to action the five step approach provided and look at how you can build a sizeable portfolio of clients that are well managed and optimally cared for effectively.
Start LearningGaining an Unfair Advantage: How to Remove Existing Supplier Relationships
9
This course focuses on how you are going to create a situation that will challenge your prospect to challenge their supplier. In this course we
Start LearningGaining an Unfair Advantage: Speed Wins
10
How quick should you deal with a sales lead? The Skillshub
Start LearningHandling Objections: How to Avoid Objections in the First Place
11
An objection can't exist if there is nothing unreasonable to object to right? This course looks at how you can remove objections before they even arise. Once the course has been completed you will understand the criteria you need to follow to avoid objections, along with understanding the importance of rapport building when carrying out successful sales interactions with your prospects.
Start LearningSales Interactions: Pull Versus Push Selling
12
How can you find out how your prospect wants to be sold to? This course looks at how you can apply a three step approach to help you ask the right questions to pull out your prospects problems. Once the course has been completed you will be able to find a benefit, reverse the benefit to uncover pain and ask questions around the problem in terms of money. By pulling out this information it allows the buyer to take ownership of making a buyer decision that they feel is right for them.
Start LearningUnderstanding Buyers: Different Buyer Types Part 2 - Theorist and Pragmatist
13
Theorists and Pragmatists are buyer types you need to be aware of. The Skillshub " Different Buyer Types Part 2 - Theorist & Pragmatist" course looks at how you need to adjust your sales style depending on what type of person you're dealing with. Once the course has been completed you will be able to present better to buyers that a perfectionists and have loads of questions, along with what you need to prepare for quick and confidence giving questions.
Start LearningUnderstanding Buyers: Different Buyer Types Part 1- Activist and Reflector
14
Lets look at two of the most popular buyer types - Activists and Reflectors. The Skillshub " Understanding Different Buyer Types - Activist and Reflector" course looks at how you need to adjust your sales style depending on what type of person you're dealing with. Once the course is completed you will understand how to hand a more open-minded, mild activist compared to an intense reflector, and what you need to be prepared for as a sales professional when dealing with these two types of buyers.
Start LearningUnderstanding Buyers: Understanding How Your Buyers Think
15
You may get a prospect you don't connect with, therefore its important to understand how your buyers think! The Skillshub "Understanding How Your Buyers Think" course will improve your chances of selling a product to a buyer that you may not necessarily connect with at first. Once you have completed the course you will understand why connecting with your customers is so important, how to understand your buyers and what will support your buyer in making that all important decision, to buy from you.
Start LearningIntroduction to Sales: Understanding Benefits vs Features
16
If you simply list a bunch of features of your product, you may impress a customer with your knowledge, but they will have to do the hard work to determine if your product is right for them. The Skillshub Understanding Benefits Vs Features course explains the difference between benefits and features along with what you can do as a sales professional to assist your prospect in their buying decision. On completing this course you will be able to identify how benefits can compliment features by remembering that people buy the outcome your product will achieve for them, not what it has or does.
Start LearningIntroduction to Sales: Building Pain and Pleasure Within the Sales Interaction
17
Sales is becoming a more personal process as people do not want to be sold to, they want control of their own buying decisions. How can pain building pain and pleasure help you with the sales interaction? The Skillshub Building Pain & Pleasure Within The Sales Interaction course looks at how building benefits and highlighting risks in your sales interactions can assist you to close that sale. Once the course is completed, you will be able to help your prospect make buying decisions and identify how to tap into your prospects pain to help influence their decision to buy from you.
Start LearningIntroduction to Sales: Using Emotion and Logic to Influence
18
Using emotion and logic to influence your prospects decisions is all part of the sales process. The Skillshub Using Emotion & Logic To Influence course focuses on why backing up emotion with logic can make the decision to buy from you a lot easier for your prospect. Once the course is complete you will understand how you can influence in may ways, along with how emotion and logic decisions are made.
Start LearningSoft Selling in Hospitality
19
Nobody wants a pushy salesperson bothering them as they sit down for a delicious meal or checking in to a hotel to relax. So, how does a hospitality employee push a product without appearing too pushy? Soft selling is a more passive style of selling where, instead of bombarding someone with every option, service, or deal available, you listen to what they
Start LearningSales Tools and Technology
20
Increase productivity and revenue growth at your company by learning how to successfully combine your sales initiatives with modern technology. To begin, we'll help you decide which tasks you want to work on using technology, assess your current tools and choose the best new ones for your team. We'll provide you with some helpful tips on how to implement your new technology and how to encourage employees to use it over the long term. To conclude the course, you'll learn about some helpful apps for sales professionals. By the end of the course, you will have a better understanding of how technology can be applied to sales and how to select the most appropriate tools for your team. The course qualifies as 1 hour of Professional Development Units for certification with the Project Management Institute.
Start Learning
Curriculum Complete
Successfully complete all of these courses to receive a Making the Sale Award.
All your learning will be reflected on your dashboard.