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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
If you prepare for and open a sale correctly, you will engage the customer in a way where they will be compelled to buy from you. If you don't, your odds of making a sale are nonexistent. This concept will teach you how to develop and execute a top notch opening.
Estimated time: ~2 Minutes -
2
Concept 2
Clearly presenting value to a prospect is vital once you've engaged them, and you should give it first, give it without expectation, and give it often. This concept will help you understand why giving value is so important, and how you can be sure to successfully do so every single time.
Estimated time: ~2 Minutes -
3
Concept 3
This concept will help you understand how to develop a powerful value proposition and what key pieces of information you should be sure to include. By understanding how to construct one, you can be sure your future value propositions are stellar, no matter who or what you're trying to sell.
Estimated time: ~3 Minutes -
4
Concept 4
The prospect should be talking as much, and ideally more so than you during the sales process. This concept will teach you how to effectively make sure that's the case, what questions to ask, and how you can ensure that the prospect likes both you and the product that you're selling.
Estimated time: ~2 Minutes -
5
Concept 5
Selling to others based on how you personally make buying decision is a common mistake in sales. This concept will help you understand and respect the prospects decision making process, and show you how to tailor your questions to be sure you're not making this common mistake.
Estimated time: ~4 Minutes -
6
Concept 6
Asking smarter questions will help you uncover the real objections that are preventing a prospect from moving forward in the sales process. This concept will teach you how to ask those questions, and how to solve those hidden objections that you find.
Estimated time: ~2 Minutes -
7
Concept 7
Overcoming objections and negotiating should revolve around identifying the barriers to the sale and providing solutions to them. This concept will highlight why this distinction is so important, and how you can be sure to do so in conversations with a prospect or client.
Estimated time: ~3 Minutes -
Test
Chapter 3 Test
Take the chapter 3 test and unlock the Presenting Value badge.
Concept 1: How is Your Opening?
If you prepare for and open a sale correctly, you will engage the customer in a way where they will be compelled to buy from you. If you don't, your odds of making a sale are nonexistent. This concept will teach you how to develop and execute a top notch opening.
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This badge is worth: 50 Points
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Quiz Questions
Concept 1: How is Your Opening?
- If you don't open the sale properly and don't preclude the most common objections, what will happen?
- If you prepare for and open a sale correctly, you will engage the customer in a way where they will be compelled to buy from you based on what?
- The real secret in selling is opening, and is the most powerful because it allows you to do what?
- Before you close the sale, you should already be certain that your sales process has shown what?