Professional Sales Training - Compelling Conversations

Sky rocket your sales performance through persuasive sales messages and compelling sales conversations.
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1,453 students enrolled
Instructed by Imran Ali Business / Sales
$200
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  • Lectures 16
  • Contents Video: 1.5 hours
    Other: 7 mins
  • Skill Level All Levels
  • Languages English
  • Includes Lifetime access
    30 day money back guarantee!
    Available on iOS and Android
    Certificate of Completion
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About This Course

Published 1/2015 English

Course 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!

What are the requirements?

  • Find a quiet location, have a pen and pad to take notes, and bring a ‘can-do’ plus ‘will-do’ attitude.

What am I going to get from this course?

  • Practical strategies, tips and techniques to help you at every stage of the sales process.

What 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.

What you get with this course?

Not for you? No problem.
30 day money back guarantee.

Forever yours.
Lifetime access.

Learn on the go.
Desktop, iOS and Android.

Get rewarded.
Certificate of completion.

Curriculum

Section 1: Ready
09:38

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

Worksheet
1 page
06:55

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

Worksheet
1 page
10:14

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

Worksheet
1 page
Worksheet
1 page
Section 2: Steady
09:47

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

Worksheet
2 pages
13:21

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

Worksheet
1 page
Section 3: Go
04:17

How to make your message stick during prospecting?

12:20

How to conduct meaningful needs analysis conversations?

07:01

How to make your presentations even more persuasive?

10:04

How to maximise your chances of closing each deal?

Section 4: Summary
Conclusion
06:08

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Instructor Biography

Imran Ali, 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.

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