What you'll learn:
- This course will teach you how to become a successful sales consultant.
- You will understand how the sales process works from start to finish.
- This course will help you get the skills you need to get the best from any negotiation and sales situation.
- You will know how to negotiate successfully.
- You will know how to handle objections
- You will know how to read your prospects in a sales meeting.
- You will know how to find prospects to sell to.
- Once you have taken this course, you will be able to develop a sales strategy.
- You will know how to manage your emotions in a sales situation.
- You will know how to close a sale.
- And you will also know how to leverage your prospect for multiple sales opportunities.
Sales Skills & Negotiation Skills Selling Masterclass - A step by step guide to becoming a Master Salesman!
Sales skills and negotiation skills, a beginners guide to business development for the sales consultant.
The complete guide to mastering selling skills, sales strategies and sales techniques so that you can become a master Sales Consultant.
Do You Want To Learn How To Sell Your Own Ideas And Products?
There is no mountain that you cannot climb, if you master the art of sales psychology.
There are so many opportunities in life that are missed because people don’t develop good sales skills.
In this course you will learn how to manage the buyer journey from cold calling all the way through to closing the sale!
What You Will Learn:
In this course you will learn how to master the sales process.
You will learn how to develop a sales strategy.
You will learn how to manage your own emotions in a sales situation.
You will learn how to find prospects to sell to.
You will learn how to read your prospects.
You will learn how to negotiate successfully.
You will learn how to handle objections.
You will also learn how to close the sale.
You will also learn how to leverage your contacts so you can sell to the same prospects again and again.
Topics Covered In The Course:
Module 1: Prepare The Train Driver - Self Development Of The Sales Consultant
Introduction To The Course
Sales Skills Course Overview
The Mind Of A Consultant
Mastering Sales Is Mastering Life Skills
The Continuous Journey
Universal Laws Of Success
The Three Pillars Of Success
Personal Honesty
Diligence
Deferred Gratification
Suppression Of Principle
Emotional Intelligence
Core Principles Of Emotional Intelligence
The Problem Is Internal
The Two Motivational Forces
Product Confidence
Module 2: Pre-suppositional Sales - Pre-suppositions And Worldviews
The Train Track - Pre-Suppositional Sales Defined
What Is A Worldview
Why Pre-Suppositions Are Important
Two Modes Of Thinking
Logical Thinking
Emotional Thinking
The Dumb Dog
How We Create Our Values
Examples Of Rational Ideas
Examples Of Emotional Beliefs
Examples Of Values
Rational Or Emotional
Finding Someones Presuppositions
When The Presuppositions Are Not Clear
The Bank Robber Example
Why People Buy
How We Make Buying Decisions
Matching A World View
Testing A Worldview
Test Your Presuppositions
What Is A Buyer Persona
Presuppositional Buyer Persona Exercise
Creating The Persona
Traditional Buyer Personas
Combined Buyer Personas
Module 3: The SMART Process
The SMART Process
Controlling The Room
The Core of SMART
How Negative Emotion Controls Us
How We Take Control
The 5 Steps Of SMART
Separate
Monitor
Assess
Replace
Trust
SMART In Action
The SMART Sales Call In Full
I Will Never Be Any Good At Sales
The Power Of Self Talk
Using SMART For Self Development
Two Uses Of SMART
Short Term Emotional Management
Long Term Character Development
Experienced Negative Emotional Beliefs
Taught Negative Emotional Beliefs
Internal Negative Emotional Beliefs
Module 4: The Coaches - Getting Ready For Passengers
Getting Ready For Your Passengers
Know Your Product
Product Strengths And Weaknesses
Knowing Your Competition
Become The Expert
Value Propositions
Module 5: The Train Route - Planning Your Sales Route
Planning Your Route
Building Your CRM Flow
Data Analysis
Implementing Your Sales Funnel
Module 6: Selling Tickets - Dealing With Prospecting
Prospecting The Three Rules
Qualifying Prospects
Identifying The Contacts Role
Dealing With The Gatekeeper
Dealing With Influencers
Dealing With Champions
Dealing With Decision Makers
Contact Identification Exercise
Prospecting Secrets
Getting Entrance Into The Castle
Module 7: Prospecting By Network
Prospecting By Networking
Classification Of Networks
Door To Door Sales
Door To Door Conversation Methods
Getting The Most Out Of Your Networking
The Elevator Pitch
Module 8: Prospecting By Phone
Finding Prospects By Phone
Planning Your Phone Calls
Split Testing Your Scripts
Dealing With The Gatekeeper Script
Dealing With The Influencer Script
Dealing With The Champions Script
Dealing With Decision Makers Script
Other Call Support Material
Voicemail Techniques
Module 9: Online Prospecting
The Power Of Online Prospecting
Online Prospecting Tools
Email Statistics
Understanding Spam
Permission Based Email Marketing
Email Writing Tips
Places To Get Their Email Addresses From
Email Writing Tips
AIDA Copywriting
A Sample Email Using AIDA
Activities Create Your Own Email Using AIDA
Module 10: Making Friends - Friendliness And Personality Types
Making Friends
Ten Rules Of Friendliness Part 1
Ten Rules Of Friendliness Part 2
Recommended Reading
Personality Types
Meet The Blues
Meet The Reds
Meet The Greens
Meet The Yellows
Advanced Profiling
Profiling Bob
Module 11: Body Language How To Read Your Prospect
Reading The Body
Social Spaces
Distance Can Change
Three Classes Of Body Language
Aggressive Body Language
Defensive Body Language
Friendly Body Language
Ten Body Language Patterns
The Crossing Pattern
The Expanding Pattern
The Defensive Moving Away Pattern
The Moving Towards Pattern
The Opening Pattern
Preening Pattern
Defensive Repeating Pattern
Shaping Pattern
Striking Patterns
The Touching Pattern
Ten Core Patterns Exercise
Personality Type Body Language
Micro Expressions
Seven Common Micro Expressions
Your Body Language The Importance Of Control
Tracking Their Body Language
What Are They Responding To The Three Factors
Moving Them Through The Sale
Body Language Flow
Dealing With More Than One Person
Module 12: Listening Station - Listening In Sales
The Art Of Questioning And Listening
How To Show You Are Listening
Product Based Sales
Needs Based Sales
Needs Analysis Funnel
The Needs Analysis Stages
The Two Types Of Questions
Open Questions
Closed Questions
The Quick Sale Mobile Example
The Quick Sale Training Session Example
The Quick Sale Exercise
The Three Simple Question Technique
The Echo Technique
The 5 Ws
Washing Machine Retail Sale Example
The Five Whys
The Five Whys - George
The Five Whys - Sally
The Five Whys - Terry
Why You Do Not Own A Yacht
Additional Tools
Needs Analysis Mind Map
Needs Analysis Sheet
Module 13: Negotiation Station
The Negotiation Station
Core Principles Of Negotiation
Focusing On Them
Everyone Has To Win
Matching Values
The Path Of Least Resistance
Shifting The Weight
The Persuasion Secret
How To Persuade Someone
The Electric Car
The Fashionable Trainers
Competency Levels
Assessing Competency Levels
Features Benefits And Values
The Christmas Tree Negotiation
B2B Value Propositions
Deepening The Value
Over Decorating The Tree
The Big 12
Authority
Social Proof
Group Identity
Deflecting Fault
Ask For Advice
Compliment Their Negotiations
Reciprocity
Scarcity
Off Set Values
Stepped Commitments
Fear And Hope
Ranked Priorities
Negotiating A Price
The Market Price
The Anchor Price
The Walk Away Price
The First Offer
The Counter Offer
Module 14: Objection Handling Station - How To Handle Objections
Handling Objections
The Golden Rule To Handling Objections
Why Objections Happen
Objection Tags - Tagging Objections
Objection Types
Objection Class
Objection Source
The Objection Clarification Process
The Onion Technique - Peeling Back The Objections
Testing The Objection Type
Classify The Objection
Test The Objection Source
Summarise The Objection
The Objection In Full
Acknowledge The Objection
Acknowledgement Examples
Emotional Objections
Feel Statements
Felt Statements
Found Statements
Feel Felt Found Example
Rational Objection Guidelines
Responding To Rational Objections
Sharing Data And Information
Data Sharing Techniques
Using The Right Techniques
Valid Objections
How To Handle Class Objections
Authority Objections
Types Of Relationship Objections
Existing Relationship Objections
Third Party Relationship Objections
No Relationship Objections
Knowledge Objections
Convenience Objections
Price Objections
Objection Handling Sheets
Removing The Objection
Dealing With Difficult People
Dealing With Difficult People - Use SMART
Grow Some Thick Skin
The Mountaintop Example
Finding Common Ground
Focus On The Issue
A Soft Answer
Stress Fractures
Be Their Only Friend
Types Of Character Traits
The Demander
The Detractor
The Dynamite
The Dumper
The Drainer
The Disappointer
The Dictator
Handling Objections Before The Meeting
Reducing Objections
Setting Up An FAQ Page
Module 15: Closing The Sale - How To Close Effectively
Destination Station Closing The Sale
Understanding Closes
Understanding Buying Signals
Closing Questions
Module 16 Selling Season Tickets - The Value Of A Lifetime Customer
Season Tickets The Biggest Source Of Revenue
Understanding Season Tickets
First Class Passengers - After Sales Care
The Revolution - Practising The Principles
Any question just ask, we hope to see you in the course!
Mark Timberlake
