Making the Sale

Making the Sale

One on One Educational Services

Making the Sale

There is no description for this curriculum
Duration
1-2 Hours
Curriculum Certificate
1-2 Hours

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’t clearly understand a prospect’s needs.

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Needs 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.

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Selling 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.

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Introduction 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.

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Introduction 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.

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Closing 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.

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Sales 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.

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Territory 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.

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Gaining 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

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Gaining an Unfair Advantage: Speed Wins

10

How quick should you deal with a sales lead? The Skillshub

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Handling 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.

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Sales 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.

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Understanding 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.

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Understanding 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.

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Understanding 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.

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Introduction 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.

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Introduction 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.

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Introduction 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.

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Soft 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

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Sales 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.

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Curriculum Complete

Successfully complete all of these courses to receive a Making the Sale Award.

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