Sales Skills - A modern approach to winning business

How salespeople can use a more collaborative approach to drive opportunities in the new world of sales

What you'll learn

Understand the VALUE Framework
Choose the right sales opportunities to work on (Validate)
Research and prepare to work with customers (Align)
Manage well structured sales conversations (Leverage)
Propose and present solutions to excite customers (Underpin)
Grow the business through successful outcomes (Evolve)

Course content

6 sections • 36 lectures • 5h 33m total length

05:43

04:45
Introducing VALUE Framework05:08
Traditional qualification11:30
Geese, Fish, Goats and Bees09:35
Buying psychology10:11
Introduction to Value Proposition07:41

Refining the Value Proposition07:22
Messaging12:03
Can't say it00:41
Preparation basics10:25
Opportunity Management27:12
Mapping DMUs (Decision Making Units)11:51

Prepare your first words00:51
Meeting Structure (AIDA)09:38
Questioning Skills (Basic tools)11:08
Examples of High Gain Questions05:31
Consultative Questioning (4cs)06:38
Questions!02:11
Communication Ratio03:35
Walk a mile in their shoes...00:34
Benefit Selling (FAB)05:50
Closing Skills04:52
Personality Styles12:41

Proposals13:41
Presentation43:39
BME Structure08:10
Ideas for Opening01:27
Getting and Holding Attention13:18
Dealing with FUD Factors06:38
Storytelling07:24
Hero's Journey06:37

Closing06:18
Objection Handling06:27
Negotiation24:29
Keeping in touch (STAIRS)08:02

Requirements

Nothing required except an open mind and a strong customer focus (this is NOT about pushy selling)

Description

‘What a time to be in sales!’

I’ve heard people say this various times in many different ways – excited, exasperated, worried, pessimistic, optimistic, happy, sad, confused – the whole range of human emotions.

This is an exciting time to be in sales, if you are selling B2B complex solutions.[KB1] It’s a time when you can bring huge value to your customers; it’s a time to thrive. But you need to know how, as it is a time unlike any before. The rules have changed and as a sales professional you can have a hand in redefining how the game is played.

I have been in and around sales since the age of 8, when I started ‘helping out’ in the family business at the Boxing Day sale. Twenty-two years ago I founded a sales training consultancy and have travelled round the world fourteen times visiting thirty-six countries and worked with over 10,000 salespeople. I have delivered projects that range from implementing a European academy for a leading beer brand, via developing sales skills in the Middle East for global healthcare companies to introducing account development and sales leadership models in Latin America and Europe for IT and engineering multinationals.

This experience has been invaluable in understand the things that really make a difference in modern selling, and I addressed these in my first book Selling Through Partnering Skills.

These ideas form the basis of my work with sales professionals involved in complex B2B sales, to develop their approach and ensure it is up to date and has maximum impact.

Challenges salespeople face can be broadly summarised as:

· ‘Busy Busy Busy’ – this is being ineffective; it results in wasted opportunities, is tiring and stressful and means the focus is on the wrong activities to deliver results

· ‘Olde Worlde’ – this is being old-fashioned; when salespeople are self-centred rather than customer-focused, too technical in their approach or use bad techniques better suited to a bygone era of selling

· ‘Muddled Mindset’ – this is being misaligned; it can happen at organisation, management and individual level and the confusion leads to frustration and wasted effort.

By using a more collaborative approach salespeople can make a difference and sales can become a force for good and fight against the negative image it can often be associated with.

This course provides a brief introduction into the skills that can be used.

Who this course is for:

B2B sales professionals of all levels

Sales Skills - A modern approach to winning business

What you'll learn

Course content

Introduction1 lecture • 6min

VALUE: Validate6 lectures • 49min

VALUE: Align6 lectures • 1hr 10min

VALUE: Leverage11 lectures • 1hr 3min

VALUE: Underpin8 lectures • 1hr 41min

VALUE - Evolve4 lectures • 45min

Requirements

Description

Who this course is for: