Essential Selling Skills Part 3

Duration: 28.0

Good customer service and strong customer relationships begin with building rapport. Building rapport requires knowing your customers, understanding their situations, and providing an empathetic ear for them to voice their concerns. In this course, you'll learn how to build rapport with customers by paying close attention to their needs, connecting with them, and being positive. You'll also learn how to empathize with customers by relating your own experiences, reflecting their emotions back to them, and normalizing their difficulties.

• recall how to demonstrate to customers that they have your full attention
• recognize strategies for connecting with customers
• identify strategies for being positive and friendly in customer service
• recognize guidelines for empathizing with customers by relating your own experiences
• identify how to show you understand customers' feelings by reflecting their emotions
• recognize guidelines for normalizing customers' difficulties
• recognize guidelines for building rapport with customers

Duration: 22.0

The art of sales prospecting is an essential skill for sales professionals, even with all the technology and tools available today. Successful sales professionals recognize that prospecting is the key that unlocks the door to a winning sales process. This course will help you adopt a proper prospecting mindset and be able to leverage tools that will allow you to create a high quality list of prospects. You'll also learn how to prepare a value proposition and get ready to respond appropriately to prospects when you meet them face-to-face.

• identify tools and resources used for sales prospecting
• recognize how to use interpersonal methods for sales prospecting
• approach prospecting with a proper mindset by knowing the facts
• recognize strategies for uncovering ideal prospects
• respond appropriately when faced with a particular prospect mindset
• recognize the types of statements to prepare when getting ready to convey your value proposition to a prospect

Duration: 22.0

Effective negotiating and closing during the sales process should result in securing agreements. With an agreement in place, followed by a smooth implementation, your customer is happier, follow-on sales are more likely, and you, your company, and your customer achieve success. In this course, you will learn the ins and outs of negotiation, including the steps in the negotiation process, the proper mindset to have, how to overcome challenges, and the right negotiation skills to use. You will also learn what it takes to bring your sale to a successful close.

• recognize how to reframe a negative mindset towards the act of negotiation
• identify approaches that allow a sales professional to meet negotiation challenges
• match activities to the corresponding steps of the negotiation process
• recognize skills to apply when faced with negotiation challenges
• differentiate between types of negotiation styles
• identify skills that make closing a sale efficient and effective

Duration: 15.0

Coaching is typically associated with employees who need help with performance or who can benefit from motivation to continue to the top. But coaching is also beneficial to those employees who reside in the middle, particularly when a few small corrections can help them take their performance to the next level. This Challenge Series product examines effective sales coaching. You'll assume the role of a sales manager for an electronics manufacturer.

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Duration: 30.0

Presenting a business case to the executives of your company is a daunting task. That's why you need to put time and effort into planning, writing, and presenting a winning business case. This course prepares learners interested in the development of effective business cases. You'll learn what a business case is and when one is used, how to align it with your company's goals, what research you need to do, and what information should be included in your business case. Finally, you'll learn how to present your business case to decision-makers.

• identify the functions of a business case
• recognize what needs to be researched before writing a business case
• recognize steps for aligning a new project with your company's strategic goals
• recognize guidelines for deciding who should be involved in writing a business case
• identify guidelines for successful business case layout
• recognize the elements of the main body of a business case
• identify the characteristics of an effective presenter
• use strategies to create effective business cases