Intro to Sales
This course will introduce you to the most successful tactics and techniques in the world of sales. This course covers the entire sales cycle, and features Jeffrey Gitomer the author of four The New York Times best sellers which include The Sales Bible. Jeffrey Gitomer's corporate customers include Coca-Cola, BMW, AT&T, IBM, and Wells Fargo among many others, and he was inducted into the National Speaker Association's Speaker Hall of Fame in 2008. Keith Rosen, who was designated by both Inc. and Fast Company magazine as one of the five most respected and influential executive coaches in the world, is also heavily featured. His book Coaching Salespeople into Sales Champions was named as one of Selling Power Magazine's Best Books to Read in 2010 and received the Axiom Business Book award as one of the world's best business books.
Table of Contents 
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Chapter 1. Understanding Sales (~18 Minutes)
Concepts:- 1. Positive Mental Attitude (~5 Minutes)
- 2. The Two Most Important Words in Sales (~2 Minutes)
- 3. The Real Goal of a Cold Call (~2 Minutes)
- 4. Eliminate Cold Calling Reluctance (~2 Minutes)
- 5. Time Management in Sales (~3 Minutes)
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Chapter 2. Opening the Door (~22 Minutes)
Concepts:- 1. Laser Introductions (~2 Minutes)
- 2. How to Get Through The Gatekeeper (~3 Minutes)
- 3. Getting the Initial Appointment (~2 Minutes)
- 4. Beginning the Engagement (~2 Minutes)
- 5. Pain Free Selling (~2 Minutes)
- 6. Pain Free Selling Part 2 (~3 Minutes)
- 7. How to Set the Expectations (~3 Minutes)
- 8. How to Deliver a Compelling Opening Message (~3 Minutes)
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Chapter 3. Presenting Value and Identifying True Objections (~21 Minutes)
Concepts:- 1. How is Your Opening? (~2 Minutes)
- 2. Give Value First (~2 Minutes)
- 3. How to Develop Your Most Valuable Proposition (MVP) (~3 Minutes)
- 4. Involving the Prospect (~2 Minutes)
- 5. Don't Sell Like You Buy (~4 Minutes)
- 6. Better Questions to Get to the Real Objections (~2 Minutes)
- 7. Sales vs. Negotiations (~3 Minutes)
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Chapter 4. Closing the Sale and Benchmarks for Success (~25 Minutes)
Concepts:- 1. Preclosing a Sale (~3 Minutes)
- 2. Permission Based Closing (~3 Minutes)
- 3. The Real Way To Beat Price (~3 Minutes)
- 4. How to Complete Every Sale That You Try (~2 Minutes)
- 5. Setting Benchmarks for Success (~5 Minutes)
- 6. Become Process Driven (~4 Minutes)
- 7. Prospect Your Prospects (~2 Minutes)
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Chapter 5. Following Up With Prospects and Customers (~12 Minutes)
Concepts:- 1. Developing a Permission Based Follow Up System with your Prospects (~2 Minutes)
- 2. How To Deliver Value In Your Follow Up Calls (~2 Minutes)
- 3. Developing a Permission Based Referral System with your Customers (~2 Minutes)
- 4. Crafting Compelling Voicemail Messages (~3 Minutes)