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Intro to Sales
Chapter
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Chapter 1
This chapter will cover the basic preparation and mindset that is required before the sales process can begin. Talk to any top salesperson and they'll tell you that a positive attitude and proper preparation is one of the most important parts of a game where "No" and objections are commonplace.
Estimated time: ~18 Minutes -
Chapter 2
This chapter will cover the basics of introductions, making appointments, opening conversation, and delivering a compelling message right from the start. It is commonly said that the best sellers are not great closers but great openers, and this chapter serves to reveal the basics of getting to that point.
Estimated time: ~22 Minutes -
Chapter 3
This chapter will dive a little deeper into your opening message and basic value proposition, what you should include, how you can develop it, and how you can deliver it. The opening is the most important part of the sales process, as success will lead to an easy (and often customer generated) close, and failure will put an end to the entire process before it can even begin. This chapter will also cover the basics of uncovering objections after you've successfully delivered your opening message, as well as the difference and insights that are gained from understanding the difference between sales objections and negotiations.
Estimated time: ~21 Minutes -
Chapter 4
This chapter will cover the basic principles of closing a sale, and how it can be achieved in a more natural, less pressure filled manner. Most outsiders think that the best sales people are great closers. That is false. The best sales people are great openers, and allow the customer to close the sale themselves based on the value that has been presented. This chapter will also discuss the importance of focusing on the process of selling, not just the end results, as well as how you can set benchmarks for success and avoid down months and the depressed mindset that usually accompanies them.
Estimated time: ~25 Minutes -
Chapter 5
This chapter will cover how you can successfully follow up with prospects and customers, and develop the necessary systems to do so in a positive, value minded manner. Whether it's a customer who is currently satisfied with the results that you are providing, or it's a prospect who originally declined your offer, effective follow up strategies are pivotal in maintain and gaining sales.
Estimated time: ~12 Minutes -
Locked
You must complete all chapters before taking the course exam.
Concept
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1
Concept 1
Whether it's a casual networking event or a high pressure cold call, having a laser introduction that generates interest is of the utmost importance. This concept will teach you how to develop one, and more importantly how to utilize it.
Estimated time: ~2 Minutes -
2
Concept 2
Most people view the person working at the front desk as a barrier to entry, but that is a completely flawed belief. This concept will teach you to view the gatekeeper as an asset, and show you how to work with them to support and even enhance your sales process.
Estimated time: ~3 Minutes -
3
Concept 3
The initial appointment is where the sales process can really begin, and a face to face meeting should be the preferred medium whenever possible. This concept will cover why that's the case and how you can use such an understanding to your advantage.
Estimated time: ~2 Minutes -
4
Concept 4
You can't begin selling until you've engaged the prospects interest and given them a reason to continue talking to you. This concept will teach you how to do so, and the tricks to being as effective possible.
Estimated time: ~2 Minutes -
5
Concept 5
People prefer to do business with friends or people they really get along with. This concept will teach you how do develop that connection, and how to build off of that to provide solutions to a prospects current problems.
Estimated time: ~2 Minutes -
6
Concept 6
Proving how your product meets the needs of your client better than the competition, and discovering additional or unknown answers that the prospect finds valuable, are of utmost importance in the sales process. This concept will show you why that's the case, and how you can make sure your doing so as effectively as possible.
Estimated time: ~3 Minutes -
7
Concept 7
After successfully engaging a prospect, you must maintain and amplify their interest by delivering information that is relevant to their problems and needs. This concept will teach the importance of such information, and how you can successfully deliver it.
Estimated time: ~3 Minutes -
8
Concept 8
This concept will teach you the goals and tactics behind creating and refining a compelling opening message, including how you should leverage statistics, what tests it should pass, and how many you should have ready to utilize.
Estimated time: ~3 Minutes -
Test
Chapter 2 Test
Take the chapter 2 test and unlock the Opening the Door badge.
Concept 8: How to Deliver a Compelling Opening Message
This concept will teach you the goals and tactics behind creating and refining a compelling opening message, including how you should leverage statistics, what tests it should pass, and how many you should have ready to utilize.
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Quiz Questions
Concept 8: How to Deliver a Compelling Opening Message
- What is the goal of a compelling reason?
- What is the first way to create a compelling reason?
- Instead of asking if someone is simply interested in sales coaching, how could you frame the question to include the end result of your services benefits?
- What is the second way to create a compelling reason?
- What should you make sure is true about you compelling reason or reasons?
- What is the third way to create a compelling reason?
- How can you create a very compelling reason using pain?
- What is the fourth way to create a compelling reason?
- How many compelling reasons should you have? How should you prepare them?