Business Online Course by Udemy, On Sale Here
Learn how to sell anything to anyone.
An excellent training about Sales
The secret to successful sales
Effective salespeople are essential to any organisation, yet many salespeople struggle. My own sales career has lasted more than 30 years and Ive certainly had to work through difficult times. Over the years Ive come across techniques which have made a huge difference to my sales performance and have allowed me to achieve some great results. In this course, I will teach you simple and effective techniques which will help you through difficult times, and help you to continuously improve your own performance. Sales can be hugely rewarding, yet its a very visible occupation. When things are going well, everyone in an organisation tends to know. The same is true when things are not going so well and this can add pressure to an already stressful situation. Whatever has brought you here, Im here to help. In this course I will teach you techniques which will make a difference to your performance in the following areas: Have an effective and appropriate conversation with anyone. Quickly recognise good clients from the bad. Maximise the time you spend with good prospects and minimise the time you spend with bad ones. Conduct client meetings where you can eliminate objections and have them want to buy from you. Close sales easily, without having to become a pushy salesperson. Understand what you have to do to make sure you meet your targets consistently, whether you are measured weekly, monthly, quarterly or yearly.’Know, Like and Trust’ is probably a familiar expression to you. Few of us will buy from people we don’t trust and knowing which type of conversation you need to have with a client goes a long way towards creating trust almost immediately. So the first thing well do is use a model which splits people into one of four different types and describes both their behaviours and how to best approach them. This is the DISC model. You may have come across it before. The reason I use it is simply that it describes four types of people, and we can all remember four types. It can also be applied very quickly and the more you practice, the better youll get at knowing exactly what to say as soon as you meet someone. We will also look at what drives the decision-making process. You may have heard the expression that we make decisions emotionally and justify them logically. Well, well be using another simple model to look at the four types of emotional drivers we all have. And this model dovetails into the DISC model. So, once you have practised the course content, you will be able to immediately identify the type of person you are dealing with and have a very good idea about their emotional drivers, how they prefer to receive information (visually, through audio, etc) and even how loyal they are likely to be as a client. When we meet someone we consistently ask two questions; are they like us and do they get us? Every time we meet someone where we can answer yes to those questions we will get along with them. This is what well be looking at in the course and you will learn how to adjust your approach to make sure you connect well with anyone. This is how we develop relationships where clients want to buy from us. How good is that! So far I havent said too much about specific sales techniques. There are a few areas many salespeople have difficulty with. These include knowing how to open a conversation, how to close sales, how to handle objections and how to handle a no from the client. Once we know how to connect with a prospect, its time to look at the whole process from the first contact to sale. The first thing we will do is to define a set of questions which are designed to filter out the prospects who will never become clients. We all have limited time and we need to spend as much of it as possible with people who are likely to buy from us. Its also true that most people we come across will NOT buy from us! If you convert one in four leads into sales, that by the way is quite good in some industries, it means that three out of every four leads you receive will not become clients. So we will look at ways of quickly excluding the people who will never become clients. This means that we can spend more time working with people who are likely to become clients, but who are these people? Well take a look at our ideal client, our avatar, and look at what it is that we do for them. Remember that as attractive and efficient your product or service might be, people buy solutions! I hired a plumber recently, not because I wanted to hire a plumber or meet someone new, but because I needed someone to fix a dripping tap. So the approach I will teach you focusses on solving the clients’ problem. Its not about you, its about them. Most sales training Ive come across makes the relationship between salesperson and client adversarial. It often becomes about the salesperson somehow manipulating the client into agreeing to the sale. Making it about the client means that the pressure comes off you and you will be far more efficient in front of the client. A client meeting or phone call is about the salesperso
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