Essential Selling Skills Part 2

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: 15.0

Properly managing a sales pipeline is a competency that sales professionals develop through practice, planning, and perseverance. It requires a unique blend of knowledge, skill, and attitude. Pipeline management also relies on you to interpret and understand the story that your sales tools and reports tell – and the trends that they illustrate. This Challenge Series exercise asks you to demonstrate these pipeline management competencies as you analyze both historical and planned sales activity. You'll take the role of a sales professional reviewing your pipeline with a new sales manager.

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Duration: 15.0

What if you were asked right now to take on a new group of customers or to help train new salespeople? How would you deal with the change and still meet your goals? Being organized is a good starting point. This Challenge Series exercise explores how taking an organized approach to your sales tasks can help you achieve even the most demanding goals.

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Duration: 21.0

Decision-making is a valued skill. Those who possess business acumen make business decisions that lead to success for their companies. In this course, you'll learn how developing your business acumen can enhance your decision making skills.

• Recognize the key characteristics of people with strong business acumen
• Identify factors influencing your company's competitive advantage
• Identify examples of cost and revenue drivers
• Identify methods to develop an operational perspective that can help uncover opportunities for change or innovation
• Identify key techniques for improving your tactical thinking skills

Duration: 30.0

Effective communication is essential to the success of any customer-oriented business. Each customer will have their own style of communication as well as an emotional response to contacting a support center. In order to communicate effectively, the customer service representative (CSR) must understand how to adapt to these different styles and emotions before the customer's problems can be dealt with. This course explains how to adapt to the different communication types and identify the common emotions that customers experience when contacting the support center. It also explains how to adapt your writing skills to communicate through e-mail and to document incidents.

• distinguish between techniques for meeting a customer's psychological and business needs
• match techniques for understanding customers' emotions with their descriptions
• identify the strategies used to build rapport with customers
• identify the strategies for adapting to a customer's competency level
• recognize how to relate to the different communication styles
• sequence the stages of the call-flow process
• recognize best practices for writing professional e-mails and reports
• apply effective communication skills when dealing with customers