Professional Sales Training - Compelling Conversations
4.2 (27 ratings)
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Professional Sales Training - Compelling Conversations

Sky rocket your sales performance through persuasive sales messages and compelling sales conversations.
4.2 (27 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.
1,584 students enrolled
Created by Imran Ali
Last updated 8/2015
English
Current price: $50 Original price: $200 Discount: 75% off
5 hours left at this price!
30-Day Money-Back Guarantee
Includes:
  • 1.5 hours on-demand video
  • 6 Supplemental Resources
  • Full lifetime access
  • Access on mobile and TV
  • Certificate of Completion
What Will I Learn?
  • Practical strategies, tips and techniques to help you at every stage of the sales process.
View Curriculum
Requirements
  • Find a quiet location, have a pen and pad to take notes, and bring a ‘can-do’ plus ‘will-do’ attitude.
Description

In order to create messages (for business-to-business sales) that compel the prospect to take action, you need to first understand the compelling business priorities for your prospects, and then align your messages and conversations to those priorities.

Performance Metrics and Key Performance Indicators or KPIs can be a great way to learn about your prospects business priorities, the issues they really care about, and the targets that keep them awake at night.

In the first part of the course, you will learn the two main categories of Metrics and KPIs, used within most organisations, and a few quick and easy ways to learn the ones that will be relevant to your target prospects. Then, you will learn a simple three step exercise that can help to identify the specific metrics and KPIs that can be connected to the value of your solutions.

Once these metrics and KPIs are identified, you will have one of the two components needed for a compelling sales message. For the second component, you will need some information from your existing customers. So, you will learn a very specific conversation framework, to capture that second component.

In the final part of course, you will learn how to package all of the newly discovered information and use it effectively at every stage of the sales process:

  • How to use this information during prospecting… in a way that it leaves the prospect wanting to find out more.
  • Then, at the initial meeting, how to use this information to systematically quantify the impact of the prospects current situation.
  • When it comes to presentations, how to use this information tactfully in order to lower the prospects reluctance to change.
  • And finally, how this information can be used to create a strong and credible business case that makes your solution… a ‘no-brainer’.

In short… by the end of this course, you will have learnt... how top sales professionals are able to open more doors and close more sales.

So… let's get started!

Who is the target audience?
  • Sales and Business Development Professionals, Marketing Professionals, Sales Leaders, Entrepreneurs, and anyone else who is involved with selling products and services to other businesses.
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Curriculum For This Course
16 Lectures
01:36:45
+
Ready
7 Lectures 26:47

How to uncover the Performance Metrics and Key Performance Indicators (KPIs) that are used within your prospects businesses on a day to day basis

Preview 09:38

Worksheet
1 page

How to uncover the Performance Metrics and Key Performance Indicators (KPIs) that are used within your prospects businesses on a day to day basis

Preview 06:55

Worksheet
1 page

How to identify which of those Performance Metrics and KPIs can be directly or indirectly linked to the value of your products and services.

'So What' Exercise
10:14

Worksheet
1 page

Worksheet
1 page
+
Steady
4 Lectures 23:08

The importance of taking a systematic approach to capturing the experiences of your existing customers, and structuring this information in such a way that it can be used to support the new business sales process

Customer Experiences
09:47

Worksheet
2 pages

The three questions that will help you uncover the measurable results and quantifiable outcomes that your solutions have produced.

The Three Questions
13:21

Worksheet
1 page
+
Go
4 Lectures 33:42

How to make your message stick during prospecting?

Effective Prospecting
04:17

How to conduct meaningful needs analysis conversations?

Meaningful Needs Analysis
12:20

How to make your presentations even more persuasive?

Persuasive Presentations
07:01

How to maximise your chances of closing each deal?

Smooth Closing
10:04
+
Summary
1 Lecture 06:08
Conclusion
06:08
About the Instructor
Imran Ali
4.2 Average rating
27 Reviews
1,584 Students
1 Course
Author | Executive Sales Coach

Imran Ali has over 15 years' experience working for multiple FTSE 100 companies, selling complex and high value software technology products and services to other businesses.

His passion for mastering the sales process combined with his ability to simplify complex ideas for his clients, led him to close significant revenues and establish lasting business relationships with his clients. Along the way, he also earned several 'President's Club' awards and other accolades like the... 'Sales Team of the Year', 'Deal of the Year', 'Outstanding Achievement Award' and 'Sales Person of the Year'.

On udemy, Imran shares the most practical business development strategies, tactics and ideas to help other sales professionals, sales leaders and entrepreneurs achieve their sales objectives.

You can learn more about Imran Ali from his website, and also join more than 700 sales professionals and sales leaders who subscribe to his sales blog.