Sales Skills & Negotiation Skills Master Class

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12 Hours

$10.99$199.99

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292 Lessons (12h)

Section 01. Introduction To The Sales And Negotiation Skills Masterclass
01 Sales Skills Course Introduction1:58
02 Sales Skills Course Overview3:19
03 Sales Skills Activities To Complete1:30
Section 02. Prepare The Train Driver - Self Development For The Sales Consultant
01 The Mind Of A Consultant3:10
02 Mastering Sales Is Mastering Life Skills CC2:50
03 The Continuous Journey2:23
04 Universal Laws Of Success0:57
05 The Three Pillars Of Success CC2:50
06 Personal Honesty1:24
07 Diligence1:52
08 Deferred Gratification3:49
09 Suppression Of Principle2:42
10 Emotional Intelligence2:12
11 Core Principles Of Emotional Intelligence3:52
12 The Problem Is Internal2:24
13 The Two Motivational Forces4:35
14 Product Confidence2:34
15 Sales Consultant Activities To Complete0:39
Section 03. Pre-suppositional Sales - Pre-Suppositions And Worldviews
01 The Train Track - Pre-Suppositional Sales Defined0:46
02 What Is A Worldview1:56
03 Why Pre-Suppositions Are Important3:23
04 Two Modes Of Thinking1:07
05 Logical Thinking1:57
06 Emotional Thinking3:15
07 The Dumb Dog5:12
08 How We Create Our Values1:13
09 Examples Of Rational Ideas1:24
10 Examples Of Emotional Beliefs1:49
11 Examples Of Values2:19
12 Rational Or Emotional2:34
13 Finding Someones Presuppositions3:17
14 When The Presuppositions Are Not Clear4:42
15 The Bank Robber Example1:18
16 Why People Buy5:12
17 How We Make Buying Decisions3:18
18 Matching A World View4:47
19 Testing A Worldview2:36
20 Test Your Presuppositions3:31
21 What Is A Buyer Persona3:47
22 Presuppositional Buyer Persona Exercise4:26
23 Creating The Persona4:29
24 Traditional Buyer Personas2:50
25 Combined Buyer Personas2:19
26 Journal Activities To Complete0:41
Section 04. The SMART Process - Learn How To Manage Emotions
01 The SMART Process1:31
02 Controlling The Room1:07
03 The Core of SMART2:29
04 How Negative Emotion Controls Us1:51
05 How We Take Control2:47
06 The 5 Steps Of SMART0:45
07 Seperate CC0:56
08 Monitor CC1:06
09 Assess1:52
10 Replace1:39
11 Trust3:29
12 SMART In Action3:00
13 The SMART Sales Call In Full2:56
14 I Will Never Be Any Good At Sales2:25
15 The Power Of Self Talk2:54
16 Using SMART For Self Development0:23
17 Two Uses Of SMART0:23
18 Short Term Emotional Management2:24
19 Long Term Character Development0:29
20 Experienced Negative Emotional Beliefs3:28
21 Taught Negative Emotional Beliefs1:46
22 Internal Negative Emotional Beliefs2:01
23 Activities To Complete For SMART0:32
Section 05. The Coaches - Getting Ready For Passengers
01 Getting Ready For Your Passengers2:12
02 Know Your Product2:17
03 Product Strengths And Weaknesses2:04
04 Knowing Your Competition2:23
05 Become The Expert4:47
06 Value Propositions5:02
07 Activities To Complete Preparing For Your Passengers0:32
Section 06. The Train Route - Planning Your Sales Route
01 Planning Your Route4:09
02 Building Your CRM Flow4:28
03 Data Analysis3:36
04 Implementing Your Sales Funnel4:03
05 Activities To Complete For Your Route0:36
Section 07. Selling Tickets - Understanding How Prospecting Works
01 Prospecting The Three Rules4:34
02 Qualifying Prospects2:29
03 Identifying The Contacts Role1:57
04 Dealing With The Gatekeeper3:20
05 Dealing With Influencers3:38
06 Dealing With Champions3:01
07 Dealing With Decision Makers2:19
08 Contact Identification Exercise1:35
09 Prospecting Secrets6:46
10 Getting Entrance Into The Castle2:42
11 Activities To Complete For Dealing With Prospecting0:32
Section 08. Prospecting By Networking
01 Prospecting By Networking1:46
02 Classification Of Networks6:01
03 Door To Door Sales5:31
04 Door To Door Conversation Methods4:12
05 Getting The Most Out Of Your Networking3:24
06 The Elevator Pitch4:53
07 Activities To Complete For An Elevator Pitch0:59
Section 09. Prospecting By Phone
01 Finding Prospects By Phone3:31
02 Planning Your Phone Calls3:52
03 Split Testing Your Scripts4:44
04 Dealing With The Gatekeeper Script5:34
05 Dealing With The Influencer Script4:35
06 Dealing With The Champions Script4:14
07 Dealing With Decision Makers Script4:04
08 Other Call Support Material6:17
09 Voicemail Techniques8:53
10 Activities To Complete For Prospecting By Phone0:31
Section 10. Online Prospecting
01 The Power Of Online Prospecting1:59
02 Online Prospecting Tools9:27
03 Email Statistics0:57
04 Understanding Spam0:47
05 Permission Based Email Marketing1:55
06 Places To Get Their Email Addresses From1:52
07 Email Writing Tips2:56
08 AIDA Copywriting4:52
09 A Sample Email Using AIDA4:30
10 Activities Create Your Own Email Using AIDA1:11
11 Activities To Complete Prospecting By Email0:51
Section 11. Making Friends - Friendliness And Personality Types
01 Making Friends2:36
02 Ten Rules Of Friendliness Part 16:19
03 Ten Rules Of Friendliness Part 26:42
04 Recommended Reading0:48
05 Personality Types3:49
06 Meet The Blues2:37
07 Meet The Reds2:52
08 Meet The Greens2:45
09 Meet The Yellows2:17
10 Advanced Profiling7:40
11 Profiling Bob4:42
12 Activities To Complete On Friendliness0:28
Section 12. Body Language - How To Read Your Prospect
01 Reading The Body4:18
02 Social Spaces6:24
03 Distance Can Change2:13
04 Three Classes Of Body Language1:15
05 Aggressive Body Language3:04
06 Defensive Body Language3:22
07 Friendly Body Language3:06
08 Ten Body Language Patterns1:07
09 The Crossing Pattern3:20
10 The Expanding Pattern1:44
11 The Defensive Moving Away Pattern1:50
12 The Moving Towards Pattern3:03
13 The Opening Pattern1:09
14 Preening Pattern2:55
15 Repeating Pattern2:18
16 Shaping Pattern1:43
17 Striking Patterns2:57
18 The Touching Pattern4:47
19 Ten Core Patterns Exercise1:17
20 Personality Type Body Language2:41
21 Micro Expressions1:24
22 Seven Common Micro Expressions5:10
23 Your Body Language The Importance Of Control3:20
24 Tracking Their Body Language1:20
25 What Are They Responding To The Three Factors3:00
26 Moving Them Through The Sale1:01
27 Body Language Flow4:30
28 Dealing With More Than One Person0:39
29 Activities To Complete Body Language0:29
Section 13. Listening Station - Questioning And Listening
01 The Art Of Questioning And Listening1:21
02 How To Show You Are Listening1:21
03 Product Based Sales1:33
04 Needs Based Sales2:00
05 Needs Analysis Funnel1:15
06 The Needs Analysis Stages2:44
07 The Two Types Of Questions0:31
08 Open Questions3:59
09 Closed Questions4:20
10 The Quick Sale Mobile Example2:16
11 The Quick Sale Training Session Example2:39
12 The Quick Sale Exercise3:03
13 The Three Simple Question Technique4:10
14 The Echo Technique1:48
15 The 5 Ws3:13
16 Washing Machine Retail Sale Example2:55
17 The Five Whys1:02
18a The Five Whys - George1:20
18b The Five Whys - Sally1:44
19 The Five Whys - Terry1:42
20 Why You Do Not Own A Yacht0:38
21 Additional Tools0:27
22 Needs Analysis Mind Map1:15
23 Needs Analysis Sheet2:56
24 Questioning And Listening Activities0:36
Section 14. Negotiation Station - How To Negotiate Successfully
01 The Negotiation Station2:15
02 Core Principles Of Negotiation0:39
03 Focusing On Them2:07
04 Everyone Has To Win4:03
05 Matching Values2:35
06 The Path Of Least Resistance2:03
07 Shifting The Weight5:52
08 The Persuasion Secret1:19
09 How To Persuade Someone1:29
10 The Electric Car1:49
11 The Fashionable Trainers1:55
12 Competency Levels2:55
13 Assessing Competency Levels4:04
14 Features Benefits And Values1:51
15 The Christmas Tree Negotiation4:03
16 B2B Value Propositions2:56
17 Deepening The Value1:33
18 Over Decorating The Tree3:05
19 The Big 120:59
20 Authority4:00
21 Social Proof2:39
22 Group Identity2:06
23 Deflecting Fault2:23
24 Ask For Advice1:56
25 Compliment Their Negotiations1:54
26 Reciprocity2:05
27 Scarcity1:51
28 Off Set Values1:39
29 Stepped Commitments2:22
30 Fear And Hope2:24
31 Ranked Priorities6:32
32 Negotiating A Price0:39
33 The Market Price2:21
34 The Anchor Price2:01
35 The Walk Away Price1:43
36 The First Offer3:14
37 The Counter Offer3:47
38 Activities To Complete Negotiation Skills0:33
Section 15. Objection Handling - How To Handle Objections To The Sale
01 Handling Objections1:33
02 The Golden Rule To Handling Objections1:04
03 Why Objections Happen3:20
04 Objection Tags0:53
05 Objection Type2:43
06 Objection Class4:19
07 Objection Source1:29
08 The Clarification Process0:33
09 The Onion Technique0:28
10 Test The Objection Type2:56
11 Classify The Objection0:47
12 Test The Objection Source0:57
13 Summarise The Objection0:53
14 The Objection In Full1:23
15 Acknowledge The Objection2:43
16 Acknowledgement Examples1:19
17 Emotional Objections3:44
18 Feel Statements1:14
19 Felt Statements1:01
20 Found Statements1:02
21 Feel Felt Found Example2:32
22 Rational Objection Guidelines0:24
23 Responding To Rational Objections0:55
24 Sharing Data And Information0:23
25 Data Sharing Techniques3:06
26 Using The Right Techniques1:06
27 Valid Objections1:42
28 How To Handle Class Objections0:28
29 Authority Objections3:04
30 Types Of Relationship Objections0:29
31 Existing Relationship Objections1:02
32 Third Party Relationship Objections1:55
33 No Relationship Objections1:58
34 Knowledge Objections2:16
35 Convenience Objections1:42
36 Price Objections3:22
37 Objection Handling Sheets1:33
38 Remove The Objection2:40
39 Dealing With Difficult People0:39
40 Use SMART1:13
41 Grow Some Thick Skin2:41
42 Mountaintop Example1:50
43 Finding Common Ground3:43
44 Focus On The Issue1:48
45 A Soft Answer1:59
46 Stress Fractures1:35
47 Be Their Only Friend CC1:59
48 Types Of Character Traits0:34
49 The Demander2:02
50 The Dectractor2:04
51 The Dynamite2:11
52 The Dumper2:28
53 The Drainer1:59
54 The Disappointer2:08
55 The Dictator2:09
56 Handling Objections Before The Meeting1:52
57 Reducing Objections2:46
58 Setting Up An FAQ Page1:39
59 Objection Handling Activities To Complete0:33
Section 16. Closing The Sale
01 Destination Station Closing The Sale0:51
02 Understanding Closes4:23
03 Understanding Buying Signals5:34
04 Closing Questions4:25
05 Activities To Complete Closing The Sale0:31
Section 17. Selling Season Tickets
01 Season Tickets The Biggest Source Of Revenue0:55
02 Understanding Season Tickets Our Highest Goal4:24
03 First Class Passengers After Sales Care5:11
04 The Revolution Practicing The Principles0:42
05 Thank You And Get In Touch1:15

Understand the Strategies & Techniques to Sell, Sell & Sell More with 12 Hours of Instruction

Mark Timberlake

Instructor

Mark runs a marketing company called SME Heroes, which specializes in training on all things to do with online course creation and online marketing. He has extensive experience with online business in various forms over the last 14 years and loves to share his lessons and techniques for online business success. In addition, he also has over 12 years experience in online retail and over six years experience as a commercial photographer. This means he has a deep breadth of experience which comes through in his courses, which are always designed to be easy to understand and to pass on the practical skills he has learned.

Description

Want to become a master sales consultant, but don't know where to start? This is the complete guide to mastering the sales skills, strategies, and techniques required to sell ideas and products. Whether you plan to be a salesperson by trade or just apply sales skills to your current position, you will benefit greatly from this expert guidance.

Learn to sell with 12 hours & 291 lectures
Master the sales process
Develop a sales strategy
Manage your own emotions in a sales situation
Find prospects to sell to
Learn how to read your prospects
Learn how to negotiate successfully
Understand how to handle objections
Study how to close the sale
Leverage your contacts so you can sell to the same prospects again & again

Specs

Details & Requirements

Length of time users can access this course: lifetime
Access options: web streaming, mobile streaming
Certification of completion included
Redemption deadline: redeem your code within 30 days of purchase
Experience level required: all levels

Compatibility

Internet required

Terms

Unredeemed licenses can be returned for store credit within 30 days of purchase. Once your license is redeemed, all sales are final.

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