Direct Sales Training Course for Beginners
4.7 (9 ratings)
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Direct Sales Training Course for Beginners

Sales in 5 Easy Steps!
4.7 (9 ratings)
Instead of using a simple lifetime average, Udemy calculates a course's star rating by considering a number of different factors such as the number of ratings, the age of ratings, and the likelihood of fraudulent ratings.
221 students enrolled
Last updated 9/2016
English
Current price: $10 Original price: $60 Discount: 83% off
5 hours left at this price!
30-Day Money-Back Guarantee
Includes:
  • 2.5 hours on-demand video
  • 4 Supplemental Resources
  • Full lifetime access
  • Access on mobile and TV
  • Certificate of Completion
What Will I Learn?
  • Have direct sales conversations in 5 easy steps! Conversations that generate revenue for your company or organization.
  • Confidently start conversations with strangers at trade shows, exhibits, sales events and more!
  • Decide if the person you are speaking with is a 'good lead' likely to buy from you. (AKA: lead qualification)
  • Overcome common fears in face to face selling situations.
  • Master the art of active exhibiting.
  • Create sales goals that lead to profitable direct sales conversations.
View Curriculum
Requirements
  • Bring an open mind and a willingness to try something new!
  • Some basic knowledge of marketing or sales concepts like a 'lead' or 'sales funnel' is useful, but not necessary.
Description

Direct sales can seem very intimidating if you aren't prepared- but it doesn't have to be. This direct sales training course for beginners will teach you how to sell a product to a customer in just 5 easy steps! Don't waste thousands on sales opportunities that have no chance to generate revenue. Instead, train yourself or your staff to sell!

Tina and Liz will teach you the 5 easy steps to having successful direct sales conversations at...

  • trade shows and trade fairs
  • exhibits and exhibitions
  • sales events
  • festivals, fairs, home shows, farmer's markets
  • booths, stands, pop-up stores and shops and more

Perfect for those responsible for booth staff training or trade show sales training, trade show marketing professionals, face to face selling beginners, direct sales novices, event planners, marketing managers, startup and small business owners.

This direct sales training course for beginners is designed to make face to face selling easy, fun and repeatable. With...

  • direct sales training videos 
  • lots of role-playing scenarios
  • memorable characters such as 'Pretzel Guy, 'Fancy Water Guy,' Ms. Right, Mr. Maybe and Dracula
  • interactive quizzes


Who is the target audience?
  • This course is for anyone who is expecting to have direct sales conversations, and feels unprepared! Whether sales is your full-time job, or a hat you wear from time to time, this course is for you.
  • Perfect for direct sales novices, marketing managers, event planners and startup or small business owners.
  • This course is designed for those new to direct sales conversations. If you consider yourself an experienced sales professional, it probably isn't for you.
  • This course primarily focuses on face to faces selling or direct sales conversations. For instance, sales conversations you will have at a tradeshow, sales event, exhibit or 'stand.'
Compare to Other Sales Skills Courses
Curriculum For This Course
38 Lectures
02:21:41
+
Intro: Who needs this course and why!
2 Lectures 06:55

You will learn...

  • Who needs this course and why. 
  • This course is for: novice sales reps (full or part time), event planners, marketing managers, startup and small business owners.
  • Why Tina and Liz's experience as startup owners inspired them to create this course.
  • Sales opportunities are expensive, so you must prepare to have sales conversations that are guided by sales goals and can actually lead to sales. 



Preview 05:14

After this lecture, you will be able to...

List the 5 Easy Steps to a Successful Sales Conversation. They are: 

  1. Icebreaker
  2. Quick Intro
  3. Lead Interview
  4. Next Steps
  5. Disengagement


Other things you will learn in this course include:

  • Why you must always use an active sales strategy
  • How to determine who is a 'good lead'
  • Who are the four types of people you will meet during sales conversations


Preview 01:41

What are the 5 Easy Steps to a Successful Sales Conversation?
1 question
+
5 Easy Steps to a Successful Sales Conversation (Overview)
6 Lectures 16:21

In this lecture you will...

  • Watch as an imaginary company 'Newbie' has a successful sales conversation using the 5 easy steps. 'Newbie' sells online course management software, much like Udemy.
  • Be able to identify these 5 easy steps during a successful sales conversation: Icebreaker, Quick Intro, Lead Interview Next Steps, Disengagement.
Preview 03:16

What did you learn during Newbie's conversation with 'Tech Gal'? Let's find out!

Newbie VS Tech Gal
2 questions

A quick overview of Step 1: The Icebreaker.  

The Icebreaker is the question or comment you use to start a conversation with a stranger-- a conversation that might lead to a sale!

After this lecture, you will be able to...

  • Describe what an Icebreaker is, and why you need them at sales exhibits and events.
  • Create great Icebreakers for your company or organization using our examples. 

    Remember...
  • Great Icebreakers use open-ended questions
  • It's always up to YOU to actively start conversations at exhibits and sales events.



Preview 03:04

A quick overview of Step 2: Quick Intro

After this lecture, you will be able to...

  • Explain that the characteristics of a good Quick Intro include: short statements, a few specifics about you and your product
  • Identify the Quick Intro that 'Newbie' used in the previous successful sales conversation
  • Brainstorm some Quick Intros of your own using our examples.
Step 2: The Quick Intro
01:54

A quick overview of Step 3: The Lead Interview

The Lead Interview is the series of questions you will ask to determine if the person you are speaking with is a 'good lead.'

After this lecture, you will be able to...

  • Explain the purpose of a Lead Interview in a successful sales conversation.
  • Explain what information you should gather in a Lead Interview.
  • Explain when information you uncover during a Lead Interview should lead you to jump immediately to Step #5 and Disengage.


Step 3: The Lead Interview
03:12

A quick overview of Step 4: Next Steps

Liz and Tina will discuss how sales goals help your company determine Next Steps. Next Steps are the next steps you will take or the that the customer will commit to that brings you closer to an actual sale.

After this lecture, you will be able to...

  • Explain the purpose of Next Steps during a successful sales conversation.
  • Describe how sales goals relate to Next Steps.
  • Give examples of 'Newbie's' Next Steps.
Step 4: Next Steps
02:50

A quick overview of Step 5: The Disengagement

The Disengagement is the end of your sales conversation.. for now. Tina and Liz will share some Disengagements that they commonly use.

After this lecture, you will be able to...

  • Explain when and how to disengage during a sales conversation.
  • List some effective disengagements you can adapt for your company or organization.
Step 5: The Disengagement
02:05
+
Decide Sales Goals
1 Lecture 07:54

Liz and Tina explain how to use the idea of the 'Sales Funnel' to decide on sales goals that will effectively guide your sales conversations. See a visual representation of the Sales Funnel. Learn how to decide what sales goal to focus on with a potential customer based on the goal's position in the Sales Funnel. 

After this lecture, you will be able to...

  • Explain why it is important to create sales goals before having sales conversations.
  • List examples of common sales goals.
  • Describe a Sales Funnel. List the four general stages of the Customer's Journey down the funnel. 
  • Create sales goals based on your company or organization's Sales Funnel using the worksheet in resources.


How to Decide Sales Goals
07:54
+
Step 1: The Icebreaker (Closer Look)
3 Lectures 14:33

Tina and Liz demonstrate the importance of 'active' exhibiting by re-enacting Tina's encounter with 'Fancy Water Guy'-- a sales rep sharing drink samples at the grocery. 

Tina and Liz then role-play a scenario in which 'Fancy Water Guy' uses a more effective, active exhibit strategy.

In this lecture you will...

  • Watch 'Fancy Water Guy' demonstrate active and passive exhibit strategies. 
  • See firsthand why active exhibit strategies lead to successful sales conversations.
  • Learn the reasons why sales reps sometimes choose 'passive' exhibit strategies' even though they are less effective.
Preview 04:46

Tina and Liz demonstrate the difference between an active and push sales strategy by re-enacting Tina's encounter with 'Pretzel Guy' at the local mall. 

In this lecture you will...

  • Watch 'Pretzel Guy' demonstrate the difference between active and pushy sales.
  • Learn why an active (but not pushy) exhibit strategy will always get more sales.
  • Learn why being active sales starts with the Icebreaker-- the very first step.
Preview 05:10

Liz explains why effective Icebreakers (or 'conversation starters') always use open-ended questions, rather than close-ended questions. 

She also explains the psychology behind why close-ended questions are less likely to get a conversation going, even though they might feel less awkward to say to a stranger. 

After this lecture you will be able to...

  • Create great Icebreakers that lead to successful sales conversations.
  • Overcome fears around using Icebreakers to talk to strangers.
  • Use Icebreakers to gather valuable intel about your potential customers that maximize your chance to have a successful sales conversation. 
Preview 04:37

Test your Icebreaker know-how with a quick quiz!

Great Icebreakers
3 questions
+
Step 2: The Quick Intro (Closer Look)
1 Lecture 02:17

Liz explains why it's important to keep the Quick Intro short, and what the Quick Intro should include. She also gives several examples of great Quick Intros.

In this lecture, you will learn how to...

  • Create Quick Intros for your company or organization, based on proven examples.
  • Easily transition from the Quick Intro to the Lead Interview 
  • Follow up the Quick Intro with a short, strategic question to transition right into the Lead Interview (Step #3)
The Quick Intro
02:17

The Quick Intro
1 question
+
Step 3: The Lead Interview (Closer Look)
4 Lectures 20:41

Tina explains how to determine if the potential customer you are speaking with is a 'good lead' using the Lead Interview. This is also known as 'lead qualification' or 'qualifying a lead.' 

Tina demonstrates the process of deciding who will be a 'good lead' at the event you are preparing for using 'Newbie.' In this case, our imaginary company Newbie is attending an imaginary education trade show and conference. 

In this lecture, you will learn how to...

  • Identify a 'good lead' using six proven criteria: Authority, Compatibility, Timeline, Identity, Obstacles and Need.
  • Remember these 'good lead' criteria using an easy acronym.
  • Research the trade show or event you are attending to find out if those with purchasing authority (decisionmakers) are likely to be there. 
  • Use the Lead Interview to found out if the person you are speaking with is a 'good lead.'



Who Is a Good Lead?
08:42

Who is a Good Lead
2 questions

Tina explains how to conduct an effective Lead Interview by:

  • Asking short questions using the 'good lead' criteria
  • Actively listening to the potential customer's answer
  • Responding with short, relevant details about your product or company

In this lecture, you will learn how to...

  • Use active listening strategies to conduct an effective Lead Interview


Active Listening
02:09

Tina and Liz demonstrate the Lead Interview with some role playing! In this sketch, 'Face Cream Gal' attempts to sell her product to a potential customer. 

Watch as 'Face Cream Gal' conducts a Lead Interview two different ways-- the right way and the wrong way!

In this lecture, you will learn how to...

  • Effectively share product information with potential customers. 
  • Share product information in a helpful way that actually leads to sales.
  • Avoid the pitfalls of launching into a long 'pitch' about products or services.
Role Playing
04:03

Face Cream Gal's Lead Interview
1 question

Tina introduces you to the Four Characters you will meet during sales conversations:

  • Ms. Right - a good lead
  • Mr. Maybe - a good lead, with some potential obstacles
  • Mr. Bridges - a potential ally
  • Dracula - a time-sucker, not a potential customer

In this lecture, you will...

  • Learn how to identity these four characters. Learn how identifying them helps you to have successful sales conversations!


Four People You Will Meet
05:47

You have an exhibit at the local Home and Garden show. Your company sells...

A new technology for making window blinds open and close on a timer. Your product is a great solution for 1) consumers who travel and want blinds on a timer for giving plants/animals light or making it seem like someone is home (security) 2) consumers who have blinds in their bedroom and want them to automatically open in the morning to help them wake up naturally.

You have conversations with two people at your exhibit. Take the quiz to learn their stories. Guess which of the Four Characters best describe each of them.

Ms. Right, Mr. Maybe, Mr. Bridges or Dracula!
2 questions
+
Step 4: Next Steps (Closer Look)
3 Lectures 10:14

Next Steps are the next steps you can take (or the customer will commit to) to get you closer to a sales goal or an actual sale. 

Liz discusses what Next Steps might look like for the Four People You Will Meet during a sales conversation.

In this lecture, you will learn how ...

  • To decide Next Steps during a sales conversation with a potential customer.
  • Identifying the Four People You Will Meet will help you decide Next Steps.
Decide Next Steps
01:51

Liz explains why a 'no' is sometimes a 'maybe' during sales conversations-- and what a 'no' might actually mean. We revisit 'Pretzel Guy' to see how he handled a 'no' during his unsuccessful sales conversation.

In this lecture, you will learn...
  • What to do if you encounter a 'no' during a sales conversation.
  • How to switch sales goals based on a 'no' by suggesting a sales goal that requires less commitment. 


When 'No' is 'Maybe'
04:09

Tina shares the three 'Truths' that she and Liz have learned about sales. These truths greatly helped Liz and Tina overcome their fears and they can help you too. 

In this lecture, you will...

  • Learn how to overcome common fears by applying these 'Truths' to your sales conversations.
Have No Fear: You Are In Control
04:14

Next Steps
1 question
+
Step 5: The Disengagement (Closer Look)
1 Lecture 06:07

Tina and Liz demonstrate how to disengage with Ms. Right, Mr. Maybe, Mr. Bridges, and Dracula.

After this lecture, you will be able to...

  • Apply the examples to create your own Disengagements for each of the Four Characters.
Disengaging With Each of the 4 Characters
06:07
+
Recording Lead Information
3 Lectures 09:25

Tina explains exactly why you must take good notes during sales conversations and how to do that.

Record notes for your sales conversations with a lead card or app. Consider how these notes will be added to your organization's larger system for tracking sales conversations. A 'CRM' (Customer Relationship Management System) is often used for this purpose. If you don't have a 'CRM,' take a look at the link in Resources for ideas.

Planned correctly, lead cards or lead apps can also assist those new to sales to ask the right questions during the Lead Interview. If you are selling several products, lead cards and lead apps can also guide you in finding the right product fit for good leads.

In this lecture, you will learn...

  • What kinds of information you should plan to take notes about.
  • What fields to include on your lead card or in your lead app. 
  • How to use your lead card or app to prompt sales reps to ask the right questions and record the right information during sales conversations.
Why Record Lead Info?
04:19

Tina and Liz visually demonstrate the pros and cons of using low-tech paper lead cards. 

For portability and convenience, Tina and Liz have often used half-size lead cards with small clipboards for recording notes during sales conversation. See the links in Resources for clipboard product ideas. 

After this lecture, you will be able to...

  • Decide if paper lead cards are right for your organization.
  • Design an effective paper lead card that can lead to successful sales conversations and follow-ups.
Paper Lead Cards
03:04

Tina and Liz visually demonstrate the pros and cons of using lead apps. 

Take a look at Resources for links to affordable lead apps appropriate for sales events, exhibit marketing and trade shows

After this lecture, you will be able to...

  • Decide if a 'lead app' is appropriate for your organization.
  • Choose a lead app can meet your organization's needs.
Lead Card Apps
02:02

Recording Lead Information
2 questions
+
Role Playing: Successful Sales Conversations
9 Lectures 34:23

Tina and Liz revisit 'Pretzel Guy' to identify exactly why his original sales strategy wasn't a success. 

Liz and Tina re-enact Pretzel Guy finally having a successful sales conversation -- using everything we've learned in this course.

Check out Resources for a downloadable Sales Conversation script template that you can customize for your organization! The template will guide in...

  • Creating Icebreakers that will work at the event, exhibit, trade show or fair you are preparing for
  • Crafting Quick Intros for your product or company
  • Preparing your own Lead Interview Questions -- or using ours!
  • Planning Next Steps for your customers-- and each of the Four Characters You Will Meet


Pretzel Guy
03:30

Now... Imagine that YOU are 'Newbie'! 

Tina and Liz role-play 'Newbie' having a successful sales conversation with 'Jill' at the Newbie exhibit. Halfway through the conversation with 'Jill,' you'll decide what Newbie should do next with a quick quiz. 

In this lecture, you will...

  • Meet 'Jill.'
  • Decide what Newbie should do next to make sure her conversation with 'Jill' is a success.
  • Guess which of the Four People You Will Meet Jill is. 
Preview 01:25

Next Steps?
1 question

...Back to 'Jill'!

In this lecture, you will...

  • Watch Newbie have a successful sales conversation with 'Jill.'
  • Learn which of the Four People You Will Meet Jill is and why.
Newbie VS Guess Who? (Part 2)
03:46

Now... Meet 'John'

Tina and Liz role-play 'Newbie' having a successful sales conversation with 'John' at the Newbie exhibit. Halfway through the conversation with 'John,' you'll decide what Newbie should do next with a quick quiz. 

In this lecture, you will...

  • Meet 'John.'
  • Decide what Newbie should do next to make sure her conversation with 'John' is a success.
  • Guess which of the Four People You Will Meet John is. 
Newbie VS Guess Who? (Part 1)
01:16

What should Newbie do next?
1 question

...Back to 'John'!

In this lecture, you will...

  • Watch Newbie have a successful sales conversation with 'John.'
  • Learn which of the Four People You Will Meet John is and why.
Newbie VS Guess Who? (Part 2)
04:38

Now... Meet 'Bill'

Tina and Liz role-play 'Newbie' having a successful sales conversation with 'Bill' at the Newbie exhibit. Halfway through the conversation with 'Bill,' you'll decide what Newbie should do next with a quick quiz. 

In this lecture, you will...

  • Meet 'Bill.'
  • Decide what Newbie should do next to make sure her conversation with 'Bill' is a success.
  • Guess which of the Four People You Will Meet Bill is. 
Newbie VS Guess Who? (Part 1)
02:03

Bill has many of the qualities of a good lead. His organization would like a product like Newbie's in the near future. It seems Newbie's product would meet Bill's needs. Which of the following is Newbie's best next move and why?

What should Newbie do next?
2 questions

...Back to 'Bill'!

In this lecture, you will...

  • Watch Newbie have a successful sales conversation with 'Bill.'
  • Learn which of the Four People You Will Meet Bill is and why.
Newbie VS Guess Who? (Part 2)
06:30

Now... Meet 'Rita'

Tina and Liz role-play 'Newbie' having a successful sales conversation with 'Rita' at the Newbie exhibit. Halfway through the conversation with 'Rita,' you'll decide what Newbie should do next with a quick quiz. 

In this lecture, you will...

  • Meet 'Rita.'
  • Decide what Newbie should do next to make sure her conversation with 'Rita' is a success.
  • Guess which of the Four People You Will Meet Rita is. 
Newbie VS Guess Who? (Part 1)
03:28

What should Newbie do next?
2 questions

...Back to 'Rita'!

In this lecture, you will...

  • Watch Newbie have a successful sales conversation with 'Rita.'
  • Learn which of the Four People You Will Meet Rita is and why.
Newbie VS Guess Who? (Part 2)
07:47
2 More Sections
About the Instructor
Tina Nicola, M.A.
4.7 Average rating
9 Reviews
221 Students
1 Course
Marketing, Startup & Trade Show Pro

For more than 15 years, I've been creating profitable marketing and exhibit strategies for startups, small businesses and nonprofits. 

As co-owner and former VP Marketing for a fast-growth software company, I oversaw event planning, exhibit training, marketing, and public relations from startup to acquisition. 

Currently, I'm a startup owner and business development and marketing consultant. I've launched and oversaw several multi-million dollar businesses and consulted for others. 

I graduated with honors with a M.A. in Sociology, specializing in theory and media. 

I love helping businesses and organizations successfully bring their ideas to profitable fruition.

Liz Burger
4.7 Average rating
9 Reviews
221 Students
1 Course
Exhibit Marketing and Sales Master

As co-owner and former Finance Manager for a fast-growth tech company, I oversaw finance, sales contracts and event logistics from the company’s startup to successful acquisition.

I specialize in event planning, exhibit training, and customer service logistics for tech and IT companies. My experience includes over 10+ years of successful sales and support conversations with over 10,000 customers, as both a startup owner and tech business employee. 

I love sharing my secrets to creating win-win conversations with current and potential customers.