Essential Selling Skills Part 1

Duration: 21.0

There is a science behind communication, including how we react neuro-physiologically to others – their actions, words, tone, and body language. You can develop skills in connecting with others so that your communication intention is clear and understood. There's also an art to communication, allowing your authentic self to shine through and allowing the exchange with another person to unfold naturally. Interpersonal communication is complicated: there's more than just one conversation happening. There is what you're thinking and saying as well as what your audience is thinking and saying. This course will teach you the art and science of communication by discussing how to connect with your audience and how to enhance and strengthen that connection as you communicate.

identify situations that benefit from sharing communication responsibility
recognize behaviors that promote making connections with people
identify ways to show interest when communicating with others
categorize questions that help to strengthen a communication connection
identify the basic principles of assertive communication
recognize ways of connecting with your audience

Prospecting: Panning for Sales Gold

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

Negotiating Well and Going for the Close

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