Selling Skills Masterclass for Sales Consultants
Selling Skills Masterclass for Sales Consultants
Selling Skills Masterclass for Sales Consultants
Description
Excellent negotiation skills and sales training are vital in the large, aggressive business industry. In particular, there two are the key to remaining ambitious, encouraging sales and boosting revenue.
This course provides a comprehensive guide to master crucial selling skills, different sales strategies and sales techniques. Additionally, you will gain insight into the attitudes of successful dealmakers and develop a higher capacity by understanding, influencing, and active listening that ultimately leads you to successful negotiations.
Besides, learn to execute proven strategies that you will acquire from this course, improve your personal negotiating habits that convert your opponents into partners and develop your ability to bargain successfully, regardless of the job sectors.
On successful completion, you will be skilled enough to sell anything you want and overcome a wide range of challenges that professionals encounter during negotiations.
Who is the course for?
This course is ideal for those wanting to improve their base skills in office administrative tasks
This course would be ideal for people who want to start working as a receptionist, office administrator, office manager, administrative assistant or secretary
Entry Requirement:
This course is available to all learners, of all academic backgrounds.
Learners should be aged 16 or over to undertake the qualification.
Good understanding of English language, numeracy and ICT are required to attend this course.
Career path
This course opens a new door for you to enter the relevant job market and also gives you the opportunity to acquire extensive knowledge along with required skills to become successful. You will be able to add our qualification to your CV/resume which will help you to stand out in the competitive job industry.
Introduction To The Sales And Negotiation Skills Masterclass
Introduction
00:02:00
Sales Skills Course Overview
00:03:00
Sales Skills Activities To Complete
00:02:00
Prepare The Train Driver - Self Development For The Sales Consultant
The Mind Of A Consultant
00:03:00
Mastering Sales Is Mastering Life Skills
00:03:00
The Continuous Journey
00:02:00
Universal Laws Of Success
00:01:00
The Three Pillars Of Success
00:04:00
Personal Honesty
00:01:00
Diligence
00:02:00
Deferred Gratification
00:04:00
Suppression Of Principle
00:03:00
Emotional Intelligence
00:02:00
Core Principles Of Emotional Intelligence
00:04:00
The Problem Is Internal
00:02:00
The Two Motivational Forces
00:05:00
Product Confidence
00:03:00
Sales Consultant Activities To Complete
00:01:00
Pre-suppositional Sales - Pre-Suppositions And Worldviews
The Train Track – Pre-Suppositional Sales Defined
00:01:00
What Is A Worldview
00:02:00
Why Pre-Suppositions Are Important
00:03:00
Two Modes Of Thinking
00:01:00
Logical Thinking
00:02:00
Emotional Thinking
00:03:00
The Dumb Dog
00:05:00
How We Create Our Values
00:01:00
Examples Of Rational Ideas
00:01:00
Examples Of Emotional Beliefs
00:02:00
Examples Of Values
00:02:00
Rational Or Emotional
00:03:00
Finding Someones Presuppositions
00:03:00
When The Presuppositions Are Not Clear
00:05:00
The Bank Robber Example
00:01:00
Why People Buy
00:05:00
How We Make Buying Decisions
00:03:00
Matching A World View
00:05:00
Testing A Worldview
00:03:00
Test Your Presuppositions
00:04:00
What Is A Buyer Persona
00:04:00
Presuppositional Buyer Persona Exercise
00:04:00
Creating The Persona
00:05:00
Traditional Buyer Personas
00:03:00
Combined Buyer Personas
00:02:00
Journal Activities To Complete
00:01:00
The SMART Process - Learn How To Manage Emotions
SMART Copyright
00:01:00
The SMART Process
00:02:00
Controlling The Room
00:01:00
The Core of SMART
00:03:00
How Negative Emotion Controls Us
00:02:00
How We Take Control
00:03:00
The 5 Steps Of SMART
00:01:00
Seperate
00:01:00
Monitor
00:01:00
Assess
00:02:00
Replace
00:02:00
Trust
00:03:00
SMART In Action
00:03:00
The SMART Sales Call In Full
00:03:00
I Will Never Be Any Good At Sales
00:02:00
The Power Of Self Talk
00:03:00
Using SMART For Self Development
00:01:00
Two Uses Of SMART
00:01:00
Short Term Emotional Management
00:02:00
Long Term Character Development
00:01:00
Experienced Negative Emotional Beliefs
00:03:00
Taught Negative Emotional Beliefs
00:02:00
Internal Negative Emotional Beliefs
00:02:00
Activities To Complete For SMART
00:01:00
The Coaches - Getting Ready For Passengers
Getting Ready For Your Passengers
00:02:00
Know Your Product
00:02:00
Product Strengths And Weaknesses
00:02:00
Knowing Your Competition
00:02:00
Become The Expert
00:05:00
Value Propositions
00:05:00
Activities To Complete Preparing For Your Passengers
00:01:00
The Train Route - Planning Your Sales Route
Planning Your Route
00:04:00
Building Your CRM Flow
00:04:00
Data Analysis
00:04:00
Implementing Your Sales Funnel
00:04:00
Activities To Complete For Your Route
00:01:00
Selling Tickets - Understanding How Prospecting Works
Prospecting The Three Rules
00:05:00
Qualifying Prospects
00:03:00
Identifying The Contacts Role
00:02:00
Dealing With The Gatekeeper
00:03:00
Dealing With Influencers
00:04:00
Dealing With Champions
00:03:00
Dealing With Decision Makers
00:02:00
Contact Identification Exercise
00:02:00
Prospecting Secrets
00:07:00
Getting Entrance Into The Castle
00:03:00
Activities To Complete For Dealing With Prospecting
00:01:00
Prospecting By Networking
00:02:00
Classification Of Networks
00:06:00
Door To Door Sales
00:06:00
Door To Door Conversation Methods
00:04:00
Getting The Most Out Of Your Networking
00:03:00
The Elevator Pitch
00:05:00
Activities To Complete For An Elevator Pitch
00:01:00
Prospecting By Phone
Finding Prospects By Phone
00:04:00
Planning Your Phone Calls
00:04:00
Split Testing Your Scripts
00:05:00
Dealing With The Gatekeeper Script
00:06:00
Dealing With The Influencer Script
00:05:00
Dealing With The Champions Script
00:04:00
Dealing With Decision Makers Script
00:04:00
Other Call Support Material
00:06:00
Voicemail Techniques
00:09:00
Activities To Complete For Prospecting By Phone
00:01:00
Online Prospecting
The Power Of Online Prospecting
00:02:00
Online Prospecting Tools
00:09:00
Email Statistics
00:01:00
Understanding Spam
00:01:00
Permission Based Email Marketing
00:02:00
Places To Get Their Email Addresses From
00:02:00
Email Writing Tips
00:03:00
AIDA Copywriting
00:05:00
A Sample Email Using AIDA
00:05:00
Activities Create Your Own Email Using AIDA
00:01:00
Making Friends - Friendliness And Personality Types
Making Friends
00:03:00
Ten Rules Of Friendliness
00:06:00
Ten Rules Of Friendliness Continued
00:07:00
Recommended Reading
00:01:00
Personality Types
00:04:00
Meet The Blues
00:03:00
Meet The Reds
00:03:00
Meet The Greens
00:03:00
Meet The Yellows
00:02:00
Advanced Profiling
00:08:00
Profiling Bob
00:05:00
Activities To Complete On Friendliness
00:01:00
Body Language - How To Read Your Prospect
Reading The Body
00:04:00
Social Spaces
00:06:00
Distance Can Change
00:02:00
Three Classes Of Body Language
00:01:00
Aggressive Body Language
00:03:00
Defensive Body Language
00:03:00
Friendly Body Language
00:03:00
Ten Body Language Patterns
00:01:00
The Crossing Pattern
00:03:00
The Expanding Pattern
00:02:00
The Defensive Moving Away Pattern
00:02:00
The Moving Towards Pattern
00:03:00
The Opening Pattern
00:01:00
Preening Pattern
00:03:00
Repeating Pattern
00:02:00
Shaping Pattern
00:02:00
Striking Patterns
00:03:00
The Touching Pattern
00:05:00
Ten Core Patterns Exercise
00:01:00
Personality Type Body Language
00:03:00
Micro Expressions
00:01:00
Seven Common Micro Expressions
00:05:00
Your Body Language The Importance Of Control
00:03:00
Tracking Their Body Language
00:01:00
What Are They Responding To The Three Factors
00:03:00
Moving Them Through The Sale
00:01:00
Body Language Flow
00:05:00
Dealing With More Than One Person
00:01:00
Activities To Complete Body Language
00:01:00
Listening Station - Questioning And Listening
The Art Of Questioning And Listening
00:01:00
How To Show You Are Listening
00:02:00
Product Based Sales
00:02:00
Needs Based Sales
00:02:00
Needs Analysis Funnel
00:01:00
The Needs Analysis Stages
00:03:00
The Two Types Of Questions
00:01:00
Open Questions
00:04:00
Closed Questions
00:04:00
The Quick Sale Mobile Example
00:02:00
The Quick Sale Training Session Example
00:03:00
The Quick Sale Exercise
00:03:00
The Three Simple Question Technique
00:04:00
The Echo Technique
00:02:00
The 5 Ws
00:03:00
Washing Machine Retail Sale Example
00:03:00
The Five Whys
00:01:00
The Five Whys – George
00:01:00
The Five Whys – Sally
00:02:00
The Five Whys – Terry
00:02:00
Why You Do Not Own A Yacht
00:01:00
Additional Tools
00:01:00
Needs Analysis Mind Map
00:01:00
Needs Analysis Sheet
00:03:00
Questioning And Listening Activities
00:01:00
Negotiation Station - How To Negotiate Successfully
The Negotiation Station
00:02:00
Core Principles Of Negotiation
00:01:00
Focusing On Them
00:02:00
Everyone Has To Win
00:04:00
Matching Values
00:03:00
The Path Of Least Resistance
00:02:00
Shifting The Weight
00:06:00
The Persuasion Secret
00:01:00
How To Persuade Someone
00:01:00
The Electric Car
00:02:00
The Fashionable Trainers
00:02:00
Competency Levels
00:03:00
Assessing Competency Levels
00:04:00
Features Benefits And Values
00:02:00
The Christmas Tree Negotiation
00:04:00
B2B Value Propositions
00:03:00
Deepening The Value
00:02:00
Over Decorating The Tree
00:03:00
The Big 12
00:01:00
Authority
00:04:00
Social Proof
00:03:00
Group Identity
00:02:00
Deflecting Fault
00:02:00
Ask For Advice
00:02:00
Compliment Their Negotiations
00:02:00
Reciprocity
00:02:00
Scarcity
00:02:00
Off Set Values
00:02:00
Stepped Commitments
00:02:00
Fear And Hope
00:02:00
Ranked Priorities
00:07:00
Negotiating A Price
00:01:00
The Market Price
00:02:00
The Anchor Price
00:02:00
The Walk Away Price
00:02:00
The First Offer
00:03:00
The Counter Offer
00:04:00
Activities To Complete Negotiation Skills
00:01:00
Objection Handling - How To Handle Objections To The Sale
Handling Objections
00:02:00
The Golden Rule To Handling Objections
00:01:00
Why Objections Happen
00:03:00
Objection Tags – Tagging Objections
00:01:00
Objection Types
00:03:00
Objection Class
00:04:00
Objection Source
00:02:00
The Objection Clarification Process
00:01:00
The Onion Technique – Peeling Back The Objections
00:01:00
Testing The Objection Type
00:03:00
Classify The Objection
00:01:00
Test The Objection Source
00:01:00
Summarise The Objection
00:01:00
The Objection In Full
00:01:00
Acknowledge The Objection
00:03:00
Acknowledgement Examples
00:01:00
Emotional Objections
00:04:00
Feel Statements
00:01:00
Felt Statements
00:01:00
Found Statements
00:01:00
Feel Felt Found Example
00:03:00
Rational Objection Guidelines
00:01:00
Responding To Rational Objections
00:01:00
Sharing Data And Information
00:01:00
Data Sharing Techniques
00:03:00
Using The Right Techniques
00:01:00
Valid Objections
00:02:00
How To Handle Class Objections
00:01:00
Authority Objections
00:03:00
Types Of Relationship Objections
00:01:00
Existing Relationship Objections
00:01:00
Third Party Relationship Objections
00:02:00
No Relationship Objections
00:02:00
Knowledge Objections
00:02:00
Convenience Objections
00:02:00
Price Objections
00:03:00
Objection Handling Sheets
00:02:00
Removing The Objection
00:03:00
Dealing With Difficult People
00:01:00
Dealing With Difficult People – Use SMART
00:00:00
Grow Some Thick Skin
00:03:00
The Mountaintop Example
00:02:00
Finding Common Ground
00:04:00
Focus On The Issue
00:02:00
A Soft Answer
00:02:00
Stress Fractures
00:02:00
Be Their Only Friend
00:02:00
Types Of Character Traits
00:01:00
The Demander
00:02:00
The Detractor
00:02:00
The Dynamite
00:02:00
The Dumper
00:02:00
The Drainer
00:02:00
The Disappointer
00:02:00
The Dictator
00:02:00
Handling Objections Before The Meeting
00:02:00
Reducing Objections
00:03:00
Setting Up An FAQ Page
00:02:00
Objection Handling Activities To Complete
00:01:00
Closing The Sale
Destination Station Closing The Sale
00:01:00
Understanding Closes
00:04:00
Understanding Buying Signals
00:06:00
Closing Questions
00:04:00
Activities To Complete Closing The Sale
00:01:00
Selling Season Tickets
Season Tickets The Biggest Source Of Revenue
00:01:00
Understanding Season Tickets
00:04:00
First Class Passengers – After Sales Care
00:05:00
The Revolution – Practising The Principles
00:01:00
Thank You – Get In Touch
00:01:00